About RateGain RateGain Travel Technologies Limited is a global provider of AI-powered SaaS solutions for the travel and hospitality industry. We work with more than 13,000 customers and 700 partners across 160+ countries, helping businesses grow revenue through customer acquisition, retention and increased wallet share. Founded in 2004 and headquartered in India, RateGain supports leading hotel chains, airlines, car rental companies, destination marketing organizations, online travel agencies and metasearch platforms. Our solutions help revenue management, distribution and marketing teams make better business decisions. Role Mission Grow strategic customer relationships by driving adoption, retention and expansion across RateGain’s Distribution, Marketing and Business Intelligence solutions.

Key Responsibilities
Strategic Account Growth
• Own and grow a portfolio of strategic enterprise accounts across India and the Subcontinent.
• Develop and execute account plans aligned with customer objectives and RateGain’s growth priorities.
• Drive cross-sell, upsell, multi-product adoption and account expansion.
• Identify whitespace opportunities and build a qualified expansion pipeline.
• Maintain accountability for account revenue, renewals, retention and long-term growth.
• Lead consultative conversations that connect customer challenges to measurable business outcomes. Executive and Commercial Leadership
• Build trusted relationships with C-suite leaders and senior stakeholders across hotel, travel, revenue, distribution and marketing functions.
• Lead strategic renewals, proposals, commercial discussions and negotiations.
• Represent RateGain at customer meetings, executive forums and industry events.
• Share customer, market and competitive insights to inform commercial and regional strategy. Customer Success and Value Realization
• Ensure customers realize measurable value and achieve strong adoption of RateGain solutions.
• Lead strategic and executive business reviews focused on outcomes, performance and future opportunities.




• Serve as the senior escalation point for strategic customers and coordinate timely resolution of critical issues.
• Partner with Product, Delivery, Support, Marketing and other teams to deliver customer outcomes.
• Represent the voice of the customer and share actionable feedback with Product and Innovation teams. Regional and Team Leadership
• Lead, coach and mentor Customer Success and Account Management teams, where applicable.
• Build a performance-oriented culture focused on retention, revenue growth, customer value and accountability.
• Coach teams in strategic account management, consultative selling, executive engagement and commercial negotiations.
• Align Sales, Customer Success, Product, Delivery and other teams around strategic customer priorities.
• Contribute to regional growth initiatives across the travel and hospitality ecosystem. Industry and Market Leadership
• Maintain strong knowledge of hotel revenue management, distribution, digital marketing and hospitality technology.
• Track industry trends, competitive developments and changing customer needs to identify growth opportunities.
• Use knowledge of digital marketing, SEO, paid media, search, website optimization, customer acquisition cost (CAC), return on ad spend (ROAS) and retention to support customer growth conversations. Success Measures
• Revenue expansion through cross-sell, upsell and account growth.
• Renewal performance, retention, Gross Revenue Retention (GRR) and Net Revenue Retention (NRR).
• Adoption of RateGain’s Distribution, Marketing and Business Intelligence solutions.
• Expansion pipeline creation and conversion of whitespace opportunities.
• Strategic account health, customer satisfaction and customer advocacy.
• Strength and depth of executive relationships and strategic business reviews.
• Team performance and development,



where applicable.
• Growth in RateGain’s strategic position and wallet share across customer portfolios. Qualifications And Experience
• Bachelor’s degree in Business, Marketing, Hospitality or a related field; an MBA is preferred.
• 11–12 years of experience in Customer Success, Strategic Account Management, Enterprise Sales, Partnerships or a related customer-facing commercial role.
• Proven experience managing and growing large enterprise or strategic accounts, preferably in B2B SaaS, travel technology, hospitality technology, MarTech or enterprise technology.
• Demonstrated success in revenue growth, cross-sell, upsell, renewals, retention and multi-product adoption.
• Strong experience engaging C-suite stakeholders and leading high-value commercial discussions and negotiations.
• Experience coaching or leading Customer Success or Account Management teams.
• Strong understanding of the hotel, travel, revenue management, distribution and digital marketing ecosystem.
• Experience developing regional or portfolio-level customer growth strategies is preferred. Core Competencies
• Strategic account leadership and commercial acumen.
• Executive stakeholder management and relationship building.
• Consultative customer engagement and value realization.
• Customer retention, adoption and growth orientation.
• Data-driven decision-making and analytical thinking.
• Cross-functional leadership and influence.
• People leadership, coaching and accountability.
• Strong communication, presentation, negotiation and problem-solving skills.
• Ownership, sound prioritization and effective execution in a fast-paced workplace.
• Customer-first approach balanced with a strong commercial mindset. Equal Opportunity RateGain is an equal opportunity employer committed to building a diverse and inclusive workplace. All qualified applicants will receive consideration without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age or veteran status.

📌 Director - Customer Success (Noida)
🏢 RateGain
📍 Noida