Senior Sales Director

About RateGain & VIVA

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.

VIVA (UNO VIVA) is RateGain’s AI-powered voice and messaging platform designed to transform traveler and guest servicing across the travel and hospitality ecosystem. VIVA enables enterprises to automate and scale customer interactions across voice and messaging channels, handling booking changes, itinerary inquiries, disruption support, and service requests 24/7. The platform integrates with systems such as PMS, CRS, CRM, telephony, contact center platforms, and booking engines, helping organizations reduce contact center load, improve response times, and deliver a consistent traveler experience at scale.

The Mission

The Sr. Director – Enterprise Sales (Europe) will lead enterprise new-logo growth for VIVA across Europe, driving adoption of AI-powered customer experience solutions across the travel and hospitality ecosystem. This role focuses on building strategic enterprise partnerships and closing complex deals across key industry segments including Hotels, Online Travel Agencies (OTAs), Travel Management Companies (TMCs), and Destination Marketing Organizations (DMOs). This is a senior individual contributor “hunter” role with strong growth potential.

Scope & Ownership

• Own the end-to-end enterprise sales cycle for VIVA across Europe
• Drive enterprise customer acquisition across Hotels, OTAs, TMCs, and DMOs
• Develop segment-specific go-to-market strategies and targeted account plans

Key Responsibilities

Enterprise Sales & Deal Execution

• Identify, pursue, and close enterprise partnerships across Europe
• Lead the full enterprise sales cycle from discovery and value proposition development to solution design, negotiation, and deal closure
• Build strong relationships with CX leaders, operations heads, and digital transformation stakeholders

Go-To-Market & Pipeline Development

• Build targeted account lists and execute outreach strategies across key travel segments
• Develop and execute GTM strategies for hotels, OTAs, TMCs, and DMOs
• Maintain strong pipeline management and forecasting discipline in Salesforce

Solution Development & Collaboration

• Partner with Sales Engineering and Product teams to scope integrations with enterprise systems such as PMS, CRS, CRM, telephony, contact center platforms, and booking engines

Market Insights & Strategic Input

• Capture insights from enterprise engagements to influence product roadmap, pricing, and packaging decisions

Success in this role will be measured by:

• Enterprise pipeline generation and pipeline conversion rates
• Number of new enterprise logos acquired across Europe
• Growth in average deal size and enterprise ACV
• Sales cycle efficiency and forecasting accuracy
• Expansion of VIVA adoption across hotels, OTAs, TMCs, TMCs, and DMOs
• Strength of strategic enterprise partnerships within the travel ecosystem

Key Competencies

• Strong experience in enterprise SaaS sales within travel, hospitality, or CX platforms
• Proven ability to close complex enterprise deals involving multiple stakeholders
• Strong value-based selling and executive communication skills
• Ability to collaborate effectively across Product, Engineering, and Delivery teams

Education & Experience

• 10+ years of enterprise SaaS sales experience
• Experience selling into travel, hospitality, or CX technology platforms
• Proven track record of closing large enterprise deals across Europe

Equal Opportunity Statement

We are an equal opportunity employer and value diversity at our company. We do not discriminate on grounds of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying disability, or any other basis covered by law. All employment decisions are based on qualifications, merit, and business needs.