Head of Enterprise Sales

About RateGain

RateGain Travel Technologies is a global provider of AI-powered SaaS solutions for the travel and hospitality industry. Working with
13,000+ customers and 700+ partners across 100+ countries
, RateGain helps businesses accelerate revenue growth through improved acquisition, retention, and wallet-share expansion.

Today, RateGain is one of the world's largest processors of electronic transactions, price points, and travel intent data. Its platforms empower revenue management, distribution, and marketing teams across hotels, airlines, online travel agencies, metasearch platforms, car rentals, travel management companies, cruises, and ferries to make smarter, faster commercial decisions.

Founded in 2004 and headquartered in India, RateGain works with
33 of the Top 40 Hotel Chains, 4 of the Top 5 Airlines, 7 of the Top 10 Car Rental brands
, and all leading OTAs and metasearch platforms, including
25 Global Fortune 500 companies
, helping unlock new revenue opportunities every day.

Role Summary

The Head of Enterprise Sales – APAC will be responsible for expanding RateGain's enterprise footprint across
APAC
(Singapore, Thailand, Malaysia, Indonesia, Vietnam, Philippines, etc.)
& other emerging markets
(Australia,
Hong Kong, China, Japan etc.) The role focuses on winning high-impact, multi-stakeholder enterprise deals, strengthening C-level relationships, and building a predictable, scalable revenue engine within the hospitality segment. This is a consultative, insight-led enterprise sales role designed for an experienced seller who can navigate complex buying behaviours, legacy technology environments, and multi-property, multi-vertical hotel group clients.

Key Responsibilities:

1.
Regional Sales Strategy & Execution

• Define and execute a comprehensive APAC enterprise sales strategy targeting regionally headquartered hotel groups (30+ properties).
• Build and maintain a strong, high-quality enterprise sales pipeline aligned with regional revenue goals.
• Identify high-growth markets across APAC and other emerging regions, prioritising opportunities based on scale and strategic impact.

2.
Enterprise Selling & Deal Management

• Lead end-to-end enterprise sales cycles involving multiple stakeholders across IT, Distribution, Revenue Management, Operations, and Digital teams.
• Address core hospitality challenges, including fragmented technology stacks, OTA dependency, multi-entity ownership models, and legacy CRS/PMS lock-ins.
• Deliver tailored product demonstrations, ROI-driven business cases, and solution proposals for multi-property chains and enterprise clients.
• Negotiate commercial terms, pricing models, and long-term enterprise agreements.
• Collaborate closely with Legal, Finance, Product, and Implementation teams to ensure smooth deal closure and implementation readiness.

3. Partnerships & Market Development

• Build and deepen strategic relationships with hotel ownership groups, management companies, distribution partners, and industry associations.
• Represent RateGain at industry events, trade shows, and executive-level forums across APAC.
• Identify and develop strategic alliances and ecosystem partnerships to accelerate market penetration and growth.

4. Cross-Functional Collaboration

• Partner closely with Product, Implementation, Customer Success, and Marketing teams to ensure successful onboarding and long-term client outcomes.
• Share market insights, competitive intelligence, and customer feedback to inform regional strategy and product roadmap.
• Support marketing initiatives through region-specific messaging, enterprise case studies, and thought-leadership content.

5. Forecasting & Reporting

• Maintain accurate revenue forecasts, pipeline documentation, and activity tracking through CRM tools.
• Monitor key sales metrics and performance indicators to drive continuous improvement in sales execution and outcomes.

Qualifications & Experience

• 12–15+ years of enterprise sales experience, ideally selling B2B SaaS or technology solutions into the hospitality ecosystem (CRS, RMS, PMS, or related platforms).
• Proven track record of closing multi-property or chain-level enterprise deals across APAC & Emerging Markets.
• Strong understanding of hotel distribution, revenue, and digital ecosystems, including CRS workflows and connectivity platforms (GDS, OTA, metasearch).
• Experience navigating enterprise procurement cycles, RFP processes, and structured enterprise sales methodologies.
• Excellent communication, presentation, and negotiation skills, with demonstrated C-level engagement capability.
• Willingness to travel regionally (approximately 40–60% of the time).

Preferred Experience

• Prior success selling to hotel groups across the APAC region (Singapore, Thailand, Malaysia, Indonesia, Vietnam, Philippines) and emerging markets, including Hong Kong, China, and Australia.
• Multi-market sales experience with exposure to diverse cultural and commercial environments.
• Understanding of technical integrations, including APIs, data flows, and distribution switches.
• Bachelor's degree in Business, Hospitality, or a related field; MBA preferred.

Key Competencies & Mindset

• Strong strategic and commercial thinking with the ability to identify trends and opportunities across diverse APAC markets.
• Deep enterprise sales capability with comfort leading complex, long-cycle, multi-stakeholder deals.
• Exceptional relationship-building and stakeholder-management skills at both executive and operational levels.
• Consultative, solution-oriented approach grounded in data and customer outcomes.
• Results-driven mindset with a strong sense of ownership and accountability.
• High adaptability and comfort operating across multiple markets, cultures, and business contexts.

Equal Opportunity Statement

RateGain is an equal opportunity employer and values diversity in its workforce. We do not discriminate on the basis of race, religion, color, gender, gender identity, sexual orientation, age, disability, or any other characteristic protected by law. All employment decisions are based on qualifications, merit, and business needs.