Director - Sales

RateGain; Dadri; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

RateGain is seeking a seasoned sales leader to drive revenue growth for AirGain, selling SaaS solutions to airlines and related travel partners. You will lead complex deals, open new airline accounts, and expand relationships with top customers globally.

Strong emphasis is on closing large, multi-stakeholder opportunities and building strategic GTM plans. The role requires extensive enterprise selling experience, a track record of exceeding targets, and the ability to navigate airline commercial

Qualifications

• 8-12 years in enterprise B2B sales.
• Proven experience selling to global airline clients.
• Background from: SAAS, Travel SaaS (preferred), Airlines / OTA / Aviation tech ecosystem.
• Consistent track record of exceeding revenue targets.

Responsibilities

• Own end-to-end sales cycle: prospecting, deal closure and expansion.
• Drive enterprise revenue growth for AirGain product across Global Airline, OTA accounts.
• Acquire new airline logos + grow strategic accounts.
• Maintain strong pipeline discipline with high forecast accuracy.

Skills

Enterprise SaaS sales

Cxo-level selling

Pipeline generation

Deal closure

Account management

Pricing and revenue management

Stakeholder management

Strategic GTM planning

Relationship building

Tools

CRM (Salesforce)

Job description

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.

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

AirGain
AirGain 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 accounts
• Own end-to-end sales cycle: prospecting, deal closure and expansion
• Acquiring new airline logos + grow strategic accounts
• Maintain strong pipeline discipline with high forecast accuracy

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

Driving Results

• Consistently closing large, complex enterprise deals.
• Strong pipeline generation, qualification, and conversion

Influence & Stakeholder Management

• CXO-level selling across commercial, revenue management, and digital teams

Strategic Thinking

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

Collaboration

• Works 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 deals
• Ownership: High initiative; operates independently in global markets
• Communication: Strong executive presence; sharp negotiation skills
• Enterprise SaaS sales into airlines / travel ecosystem / SAAS
• Excellent CRM hygiene, pipeline tracking, and forecasting

Experience & Qualifications

• 8-12 years in enterprise B2B sales
• Proven experience selling to global airline clients
• Background from: SAAS, Travel SaaS (preferred),Airlines / OTA / Aviation tech ecosystem
• Consistent track record of exceeding revenue targets

Equal Employment

We 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.