Business Development Director - Travel & Hospitality
Location:
London; UKWork type: HybridSeniority: DirectorPrimary skill: Business DevelopmentPosted: 2026-09-29We're looking for a Business Development Director - Travel & Hospitality to join our team in London, United Kingdom.
In this role, you will be responsible for driving new logo acquisition and expanding whitespace opportunities within the Travel & Hospitality sector.
You will operate as a market-facing industry seller, leveraging deep understanding of sector trends, challenges and buying behaviours to identify, engage and convert new enterprise clients. You will position EPAM as a strategic transformation partner across key priorities such as digital transformation, customer experience, data and AI.This role requires a strong focus on net-new revenue generation, building industry-led propositions and expanding underpenetrated accounts through high-value, consultative engagement, with a primary focus on the UK market and an expanding footprint across Europe.
ResponsibilitiesOwn new logo acquisition within the Travel & Hospitality sector, driving net-new revenue growthIdentify and convert whitespace opportunities across existing or underdeveloped industry accountsBuild and execute industry-led account penetration strategies across the UK and European travel and hospitality marketsDevelop senior stakeholder relationships (C-suite, VP-level) within Travel & Hospitality organisationsLeverage industry insight and market trends to shape compelling, relevant client propositionsLead the full sales lifecycle from prospecting and qualification through to deal closureProactively generate pipeline through targeted outreach, industry campaigns and eventsPosition EPAM's capabilities across digital transformation, data, cloud and AI in an industry contextCollaborate with internal teams to align solutions with sector-specific client challengesRepresent EPAM at industry events, forums and networks to strengthen brand presence, with emphasis on UK and European travel and hospitality circlesMaintain disciplined pipeline management, forecasting and reportingRequirements10-15 years of experience in IT sales / business development with a strong focus on Travel & Hospitality clientsProven track record of winning new logos and expanding whitespace within industry accountsStrong understanding of Travel & Hospitality market dynamics, challenges and transformation drivers across UK and European marketsExperience selling complex, multi-service or consulting-led engagementsDemonstrated ability to build pipeline from scratch and close net-new opportunitiesEstablished network across Travel & Hospitality stakeholders and decision-makersExperience engaging with C-level stakeholders and navigating complex organisationsBachelor's degree in business, technology or related fieldStrong communication, negotiation and commercial acumenAbility to operate independently in a high-growth, target-driven environmentEnglish - Native / Fluent (required)Additional European language (e.g. French, German or Spanish) - Business proficiency (preferred, to support engagement across European accounts)Nice to haveExisting relationships with Travel & Hospitality decision-makers across UK and European marketsExperience selling into airlines, hospitality groups, travel technology platforms or leisure operatorsFamiliarity with EPAM's service portfolio across digital engineering, data and AIPrior experience in a consulting-led or systems integrator sales environmentWe offerEPAM Employee Stock Purchase Plan (ESPP)Protection benefits including life assurance, income protection and critical illness cover Private medical insurance and dental care Employee Assistance Program Competitive group pension plan Cyclescheme, Techscheme and season ticket loans Various perks such as free Wednesday lunch in-office, on-site massages and regular social eventsLearning and development opportunities including in-house training and coaching, professional certifications, and coursesIf otherwise eligible, participation in the discretionary annual bonus program If otherwise eligible and hired into a qualifying level, participation in the discretionary Long-Term Incentive (LTI) Program*All benefits and perks are subject to certain eligibility requirements