Senior Director

About RateGain
RateGain Travel Technologies Limited is a global provider of AI-powered SaaS solutions for travel and hospitality that works with 3,200+ customers and 700+ partners in 100+ countries helping them accelerate revenue generation through acquisition, retention, and wallet share expansion.

RateGain today is one of the world's largest processors of electronic transactions, price points, and travel intent data helping revenue management, distribution and marketing teams across hotels, airlines, meta-search companies, package providers, car rentals, travel management companies, cruises and ferries drive better outcomes for their business.

Founded in 2004 and headquartered in India, today RateGain works with 26 of the Top 30 Hotel Chains, 25 of the Top 30 Online Travel Agents, 4 of the Top 5 Airlines, and all the top car rentals, including 16 Global Fortune 500 companies in unlocking new revenue every day.

Product Overview
RateGain is a global leader in Travel and Hospitality technology solutions, offering a comprehensive suite of products that help businesses maximize revenue, optimize digital presence, and enhance customer experiences.

Key products include:

• UNO: AI-powered revenue maximization platform.
• Distribution: Seamless inventory and pricing management across channels.
• Demand Booster: MarTech solution for driving traffic to hotel websites.
• DAAS: Real-time data and insights for informed decision-making.

Mission
To lead, scale, and enable a high-performing SDR team for APMEA region. This leader will be accountable for building strong process alignment, driving pipeline growth, and supporting the sales team in accelerating new logo acquisition and revenue growth across RateGain's product portfolio.

Job responsibility

• Define and implement the SDR strategy, ensuring alignment with RateGain's growth goals.
• Partner closely with sales leadership to refine ideal customer profiles, prospecting workflows, and lead qualification criteria.
• Lead, mentor, and inspire a distributed team of SDRs.
• Build an inclusive, performance-driven culture that promotes development and upward mobility within the sales organization.
• Develop onboarding and ongoing training programs to ensure SDRs are aligned on messaging, tools, and campaign execution.
• Establish world-class sales development processes with strong lead qualification, routing, and performance tracking. Own the systems, tools, and cadence to support SDR productivity, including CRM, sales engagement platforms, and reporting dashboards.
• Work cross-functionally with Marketing, RevOps, and Product to align demand generation efforts and messaging across channels.
• Collaborate with the Sales, Marketing, and Product teams to ensure the SDR team supports evolving GTM priorities.
• Serve as a trusted partner and advisor to field sales leadership, ensuring SDR efforts directly support revenue generation.
• Bring insights from the field to help refine value propositions, positioning, and market messaging.
• Continuously improve SDR workflows, email and calling cadences, and outbound campaign strategies.
• Leverage analytics and insights to guide decisions, improve conversion rates, and increase pipeline impact.

Functional Competencies:

• Proven success in managing, motivating, and influencing SDR team for APAC and MEA while being offshore.
• Expertise in GTM strategy, sales development & APMEA-specific enablement practices.
• Efficiently manages high-volume activity and time zone challenges; delivers accurate forecasting.
• Skilled in CRM and sales tech tools (Salesforce, HubSpot, Gong. Outreach, Apollo) for process efficiency.
• Drives performance with clear KPIs, regular tracking, and targeted improvement plans.
• Builds and delivers impactful onboarding and training to boost SDR effectiveness.
• Executes high-impact outbound campaigns across email, phone, and LinkedIn with aligned messaging.
• Creates scalable, repeatable workflows to improve productivity and conversion.
• Strong cross-functional collaborator with exceptional global communication skills.

Strategic Competencies:

• Aligns SDR strategy with GTM goals, regional targets, and messaging.
• Strong grasp of buyer personas, sales cycles, & SaaS/hospitality market behavior.
• Advisor to sales leaders, ensuring SDR impact on revenue & account plans.
• Leverages data to drive decisions, optimize tactics, and improve performance.
• Cultivates future AEs by building a strong SDR talent pipeline.
• Agile in responding to market shifts while keeping the team aligned and focused.
• Prioritizes customer value in messaging and outreach strategy.
• Builds for scale with automation, repeatable models, and continuous innovation.

Education & Work Experience

• 10–15 years of progressive experience in B2B Sales, with at least 5 years in a leadership role managing SDR teams.
• Proven expertise in scaling high-velocity sales development teams in SaaS, Travel Tech, or related industries.
• Strong experience with APMEA & MEA market dynamics, buyer personas, and sales cycles in enterprise or mid-market segments.

We are proud to be an equal opportunity employer and are committed to providing a diverse and inclusive workplace. We welcome and encourage applications from all qualified individuals, regardless of race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status.