Associate Director - Sales, Australia Market (Hospi/Travel Technology experience only)

RateGain; Australia; On-site; AUD 180,000 - 260,000; Full time

Job summary

RateGain Travel Technologies Limited in Australia is seeking an experienced Enterprise Sales leader to expand the ANZ footprint by winning multi‑stakeholder hotel deals and driving predictable revenue growth.

You will lead regional strategy, manage full sales cycles with IT, distribution, revenue and digital teams, and partner with legal, finance and product to close long‑term contracts.

Qualifications

• 8–12+ years in enterprise sales for B2B SaaS in hospitality
• Proven track record closing multi-property or enterprise deals
• Strong knowledge of hotel distribution and CRS/PMS concepts
• Willingness to travel 40–60%

Responsibilities

• Regional sales strategy development and execution in ANZ.
• Lead full sales cycles with multiple stakeholders (IT, Distribution, Revenue, Digital).
• Negotiate contracts; coordinate with legal, finance and product teams.
• Build partnerships with hotel ownership groups and distribution partners.
• Forecasting, reporting, and CRM pipeline management.

Skills

Enterprise SaaS sales

C-level engagement

Multi-property deals

Forecasting & pipeline

Stakeholder management

Education

Bachelor’s degree in business/hospitality

MBA (preferred)

Job description

RateGain Travel Technologies Limited is a global provider of AI-powered SaaS solutions for travel and hospitality that works with 13,000+ 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 33 of the Top 40 Hotel Chains, 4 of the Top 5 Airlines, 7 of the Top 10 Car Rentals, and all leading OTAs and metasearch websites, including 25 Global Fortune 500 companies, in unlocking new revenue every day.

Role Summary:

Expand RateGain's footprint across the ANZ Market by winning high-impact, multi-stakeholder deals, strengthening C-level relationships, and driving predictable revenue growth across hospitality. This is a consultative, insight-led enterprise sales role designed for an experienced seller who can navigate complex buying behaviours, legacy tech environments, and multi-property/multi-vertical hotel-group clients.

Key Responsibilities:

1. Regional Sales Strategy & Execution

• Develop and execute comprehensive sales strategy targeting regionally-headquartered hotels.
• Build and maintain a strong sales pipeline.
• Identify high-growth markets across ANZ region, and prioritise key opportunities accordingly.

2. Selling & Deal Management

• Lead full sales cycles involving multiple stakeholders (IT, Distribution, Revenue Management, Operations, Digital teams).
• Address challenges typical of the hospitality domain, fragmented tech stacks, OTA dependence, multi-entity ownership, and legacy CRS/PMS lock-ins.
• Deliver tailored product demos, ROI analyses, and solution proposals for multi-property chains and enterprise clients.
• Negotiate commercial contracts, long-term agreements, and pricing models.
• Collaborate with legal, finance, integration, and product teams to ensure smooth deal closure and implementation readiness.

3. Partnerships & Market Development

• Build strategic relationships with hotel ownership groups, management companies, distribution partners, and industry associations.
• Represent RateGain at industry events, trade shows, and executive-level forums.
• Identify and pursue strategic alliances and partnerships (rainmakers) to accelerate growth and market penetration.

4. Cross-Functional Collaboration

• Work closely with Product, Implementation, Customer Success, and Marketing teams to ensure successful onboarding and long-term client satisfaction.
• Share market insights, competitive intelligence, and customer feedback to influence product roadmap and regional strategy.
• Support marketing in developing region-specific messaging, case-studies, and thought-leadership content.

5. Forecasting & Reporting

• Maintain accurate revenue forecasts, pipeline documentation, and activity reports using CRM tools.
• Track key sales metrics (KPIs), analyze performance, and implement continuous improvement plans.

Qualifications & Experience

• 8-12+ years in enterprise sales - ideally selling B2B SaaS solutions or technology products to hospitality (CRS, RMS, PMS or related products).
• Proven track record of closing multi-property or chain-level enterprise deals.
• Strong understanding of hotel distribution, revenue, and digital ecosystems; including CRS workflows, connectivity platforms (GDS, OTA, metasearch).
• Familiarity with enterprise procurement cycles, RFP processes, and standard enterprise-sales methodologies.
• Exceptional communication, presentation, and negotiation skills (C-level engagement).
• Willingness to travel regionally ( 40-60 %).

Preferred

• Previous success selling to hotel groups in Australia & New Zealand.
• Understanding of technical integrations (APIs, distribution switches, data flows).
• Bachelor’s degree in business, hospitality, or related field; MBA is a plus.
• Strategic thinking and market insight - ability to spot trends and opportunities.
• Enterprise-sales leadership - comfortable leading complex, long-cycle deals with multiple stakeholders.
• Relationship building & stakeholder management - capable of fostering trust at executive and operational levels.
• Consultative sales approach - solution-oriented, data-driven, client-centric.
• Results-driven & competitive mindset - focused on achieving and exceeding targets.
• High adaptability and comfort working across multiple markets and cultures.

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 is decided based on qualifications, merit, and business need.