Director - Customer Success

About the Company

RateGain is a global technology and MarTech solutions provider serving the travel and hospitality industry. With Sojern now part of RateGain, we have evolved beyond a SaaS company into a comprehensive growth platform combining AI-powered technology with integrated marketing services. We empower hotels, airlines, OTAs, car rentals, cruise lines, and travel management companies to drive revenue through intelligent revenue optimization, smart distribution, real-time data analytics, and full-funnel digital marketing solutions. RateGain supports 250,000+ hotel properties worldwide, processes 240+ billion rate and availability updates annually, and powers over 30 million bookings. We are trusted by 25 of the top 30 OTAs and 23 of the top 30 hotel chains globally.

About the Role

We are seeking a high-impact Director – Southeast Asia (Travel & Hospitality) to lead strategic account growth across the SEA region (Thailand, Indonesia, or Malaysia). This leadership role focuses on driving revenue expansion, strengthening executive relationships, and positioning RateGain as a strategic revenue growth partner to hotels and travel enterprises.

Responsibilities

• Strategic Account Growth & Revenue Ownership — Own and grow a portfolio of enterprise accounts across Southeast Asia; drive revenue expansion through cross-sell and upsell across Distribution, Marketing, and Business Intelligence solutions; lead revenue consulting conversations and ensure high renewal rates while expanding multi-product adoption.
• Commercial Leadership — Identify new revenue opportunities within existing accounts; build and present commercial proposals aligned with client objectives; lead contract negotiations and close high-value deals to meet quarterly and annual targets; represent RateGain in regional industry forums and executive meetings.
• Client Success & Value Realization — Develop executive-level relationships with key stakeholders; align internal product, delivery, and customer success teams for seamless execution; act as the voice of the customer and provide market insights to product and innovation teams; monitor competitive landscape and regional travel trends.
• Team & Regional Leadership — Provide leadership and direction to regional account teams (where applicable); drive a performance culture aligned with revenue and growth KPIs; support strategic expansion initiatives across the SEA hospitality market.

Qualifications

• 8–12 years of experience in enterprise sales, partnerships, or account management within SaaS, MarTech, or travel tech.
• Proven experience in team leadership with strong industry relationships across hotel Distribution, Revenue, and Marketing functions.
• Demonstrated success in driving cross-sell/upsell and revenue growth within enterprise hotel accounts.
• Bachelor’s degree in Business, Marketing, or related field; MBA preferred.
• Strong understanding of B2B SaaS and MarTech business models and deep familiarity with the travel and hospitality ecosystem.
• Hands-on experience helping hotels drive revenue growth through Digital Marketing, SEO, Paid Media, Website Optimization, CAC, ROAS, and retention strategies.
• Ability to analyze performance data and identify expansion opportunities; proficiency with CRM tools (e.g., Salesforce).
• Excellent communication, negotiation, and stakeholder management skills; ability to operate at C-level with decision-makers; strong ownership and results-oriented mindset.

Additional Information

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, color, religion, gender, gender identity or expression, sexual orientation, national