Business development manager for enterprise hotels

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.

• Manage and coach a team of 2 SDRs focused on the 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
• Own an individual target for meetings booked, opportunities created, and pipeline generated, alongside the team’s targets.
• Personally prospect and engage senior decision-makers (revenue, distribution, digital, commercial, IT) at priority enterprise hotel accounts.
• Run discovery and qualification calls, and hand over qualified opportunities to Account Executives and Sales Directors.
• Lead by example, using your own outreach to test new messaging, sequences, and approaches before rolling them out to the team.
• 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.
• 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.
• 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.
• 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

• 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.
• Experience managing long sales cycles and senior stakeholders.
• Fluency in English
• Будет плюсом: additional European languages are a plus depending on market focus

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