Business Development Manager

Business Development Manager – Enterprise

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 a Business Development Manager to lead and scale our Sales Development function for theEnterprise accountsvertical. This is a split, player-coach role: you will manage a team of 2 SDRs focused on hotel chains, groups, and management companies, while also owning your own individual pipeline and new business target. Together, you and your team will drive top-of-funnel pipeline generation for our Account Executives and Sales Directors.

Your time will be split between leading the team (hiring, coaching, performance management) and selling yourself, prospecting and engaging senior decision-makers at enterprise hotel accounts against your own target. You will also 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 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

Individual Pipeline & New Business

• 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.

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

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.