Sales Director

About RateGain RateGain Travel Technologies Limited is a global provider of AI-powered SaaS solutions for travel and hospitality that works with 16,000+ 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 33 Hotel Chains, 25 of the Top 30 Online Travel Agents, 4 of the Top 5 Airlines, and all the top car rentals, including 25 Global Fortune 500 companies in unlocking new revenue every day.

Product:

AirGainAirGain is an AI-powered airfare pricing intelligence platform by RateGain that helps airlines optimize revenue through real-time competitive pricing insights. It enables revenue and commercial teams to track fare movements across airlines and channels, make data-driven pricing decisions, and respond quickly to market changes to maximize profitability.

Who we are looking to hire:

We are seeking a seasoned sales leader (IC role), with experience in enterprise/B2B sales, with a strong focus on the Airline industry. This role will drive revenue growth by selling SaaS and technology solutions to airlines, including areas such as revenue management, distribution, pricing, and digital transformation.

The ideal candidate brings deep understanding of airline commercial functions, strong relationships within the aviation ecosystem, and a proven track record of closing large, complex deals with multiple stakeholders across business and technology teams. Experience working with or selling into airlines, GDS, SAAS or Aviation tech platforms is highly preferred.

This is a strategic, high-impact role combining hands-on enterprise selling with market expansion, requiring the ability to open new airline accounts, grow key relationships, and position solutions aligned to evolving airline needs.

What success looks like – (Success Metrics)Drive enterprise revenue growth for AirGain product across Global Airline, OTA accountsOwn end-to-end sales cycle: prospecting, deal closure and expansionAcquiring new airline logos + grow strategic accountsMaintain strong pipeline discipline with high forecast accuracy

What you will require to be successful in this role (Key Skills)

Driving ResultsConsistently closing large, complex enterprise deals.Strong pipeline generation, qualification, and conversion

Influence & Stakeholder ManagementCXO-level selling across commercial, revenue management, and digital teams

Strategic ThinkingIdentifies opportunities across airline functions (pricing, distribution, revenue optimization)Builds and executes account-level GTM strategies globally.

CollaborationWorks closely with Product, Marketing, Customer Success and Data teams.Drives deal momentum independently while aligning stakeholders

Key Competencies:Problem Solving: Structured, insight-led approach to complex dealsOwnership: High initiative; operates independently in global marketsCommunication: Strong executive presence; sharp negotiation skillsEnterprise SaaS sales into airlines / travel ecosystem / SAASExcellent CRM hygiene, pipeline tracking, and forecasting

Experience & Qualifications8-12 years in enterprise B2B salesProven experience selling to global airline clientsBackground from: SAAS, Travel SaaS (preferred),Airlines / OTA / Aviation tech ecosystemConsistent track record of exceeding revenue targets

Equal EmploymentWe 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.