Associate Manager - Sales Development

RateGain; Barcelona; Híbrido; EUR 55.000 - 75.000; Jornada completa

Descripción de la vacante

RateGain seeks an Associate Manager – Sales Development in Barcelona to lead and scale the SDR function for SMB and Enterprise hotel accounts. You will manage a team of SDRs, drive top-of-funnel pipeline for AEs and Sales Directors, and shape strategy for hotel prospects and customers.

You will build playbooks, coach on multi-channel outreach, and ensure qualification meets criteria before handover. This role requires leadership, SaaS experience, and strong collaboration with Marketing and

Formación

• 5–8 years of overall experience in B2B sales/SDR functions, with at least 2–3 years in a team lead or management capacity.
• SaaS/technology background; hospitality/hotel tech experience is strongly preferred.
• Fluency in English; additional European languages are a plus.

Responsabilidades

• Lead and coach SDR team focused on hotel chains and management companies.
• Define and refine target account lists and buyer personas with Sales and Marketing.
• Design and execute multi-channel outbound strategies to engage hotel stakeholders.
• Ensure rigorous lead qualification and handover to Account Executives/Director of Sales.
• Own the SDR team’s contribution to monthly/quarterly pipeline and revenue targets.
• Build SDR playbooks, scripts, sequences, and objection-handling guides for hotel decision-makers.
• Optimize CRM and sales engagement tools for the hotel vertical.
• Provide regular pipeline and funnel health reports to Sales Leadership.

Conocimientos

Leadership

B2B sales

SaaS sales

English fluency

Herramientas

CRM systems

Sales engagement tools

Descripción del empleo

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.

Associate Manager – Sales Development

Location: Barcelona (Hybrid)

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.

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.

Role Summary

We are looking for an Associate Manager – Sales Development to lead and scale our Sales Development function for SMB & Enterprise accounts vertical. In this role, you will manage a team of SDRs focused on hotel chains, groups, and management companies, and drive top-of-funnel pipeline generation for our Account Executives and Sales Directors. This is a hands‑on leadership role: you will both manage people (hiring, coaching, performance management) and contribute to strategy (segmentation, playbooks, campaigns, tools) specifically for enterprise hotel prospects and customers. You will be instrumental in building a repeatable, scalable engine for new business growth in the hotel segment.

Key Responsibilities

• Team Leadership & Performance Management
• Manage and coach a team of SDRs focused on the SMB & Enterprise accounts (hotel chains, groups, management companies, branded portfolios).
• Set clear individual and team targets for activity, meetings booked, opportunities created, and pipeline contribution within the hotel vertical.
• Conduct regular 1:1s, pipeline reviews, and call coaching sessions to improve reps’ skills in prospecting and qualifying hotel opportunities.
• Monitor KPIs, identify performance gaps, and implement corrective plans where needed.
• Pipeline Generation & Strategy
• Define and refine target account lists and buyer personas in collaboration with Sales and Marketing.
• Design and execute multi-channel outbound strategies (email, phone, LinkedIn, events) to engage key stakeholders across hotel groups and chains.
• Ensure rigorous lead qualification against agreed criteria and smooth handover to Account Executives/Director of Sales focused on hotel deals.
• Own the SDR team’s contribution to monthly/quarterly pipeline and revenue targets.
• Process, Tools & Enablement
• Build and maintain standardized SDR playbooks, scripts, sequences, and objection-handling guides tailored to hotel decision-makers (revenue, distribution, digital, commercial, IT).
• Optimize use of CRM and sales engagement tools for the hotel vertical.
• Implement best practices for data hygiene, activity tracking, and reporting specific to hotel accounts.
• Continuously test and iterate messaging, offers, and sequences based on data and feedback from hotel prospects and customers.
• Cross-Functional Collaboration
• Partner with Marketing to align on campaigns, content, webinars, and events focused on hospitality and hotel technology (e.g., HITEC, hotel revenue summits, regional hospitality forums).
• Work with Product and Sales Leadership to ensure SDRs deeply understand RateGain’s value propositions for hotels (revenue maximization, distribution optimization, direct booking growth, data & insights) and can articulate them clearly.
• Share market insights, prospect feedback, and trend observations from the hotel space to inform GTM strategy and product priorities.
• Reporting & Insights
• Provide weekly and monthly reports on SDR team performance, pipeline creation, and funnel health for the Enterprise Hotels vertical.
• Analyze conversion metrics (activity → meeting → opportunity → win) to identify bottlenecks and improvement areas in the hotel segment.
• Present insights and recommendations to Sales Leadership regularly to refine targeting, messaging, and resourcing for hotels

Experience

• 5–8 years of overall experience in B2B sales/SDR functions, with at least 2–3 years in a team lead or management capacity.
• Strong background in SaaS/technology; experience in hospitality/hotel technology or selling into hotel chains and management companies is strongly preferred.
• Fluency in English; additional European languages are a plus depending on market focus.

Why Join

• Opportunity to shape and expand the Travel vertical in a high-growth SaaS company.
• Direct impact on strategic deals with top-tier brands.
• High-visibility role with autonomy and ownership.
• Collaborative, international environment with strong industry relevance.

Equal Opportunity Statement

We are proud to be an equal opportunity employer and are committed to creating a diverse and inclusive workplace. All qualified applicants will receive consideration for employment without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.