About RateGain

RateGain Travel Technologies Limited is a global provider of AI-powered SaaS solutions for travel and hospitality, working with 13,000+ customers and 700+ partners across 160+ countries. RateGain helps travel and hospitality businesses accelerate revenue generation through 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, enabling revenue management, distribution, and marketing teams across hotels, airlines, metasearch companies, package providers, car rentals, travel management companies, cruises, and ferries to drive better business outcomes.

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 companies, and all leading Destination Marketing Organizations, Online Travel Agents, and metasearch platforms, including 25 Global Fortune 500 companies, unlocking new revenue every day.

Recognized globally for its innovation and impact, RateGain has been named Best Digital Marketing Agency by HotelTechReport Awards and Best Channel Manager by the World Travel Tech Awards. The company has also been certified as a Great Place to Work® in the USA, Spain, and India, with recognition in India for seven consecutive years and in the top 100 in India. In 2025, RateGain was honored as Emerging Company of the Year at The Economic Times Awards for Corporate Excellence, named among Deloitte India Technology Fast 50 for the sixth time, and won Excellence in Best AI Solution Showcase for UNO VIVA at the CII National AI Awards 2025, among other industry recognitions.

Product Overview – Guest Connect

RateGain, in partnership with Sojern, is building Guest Connect, a unified, AI-powered guest engagement and conversational commerce platform for the hospitality industry.

Guest Connect brings together RateGain’s GenAI voice capabilities (Viva) with Sojern’s Guest Experience Platform (AI Concierge, Reputation Manager) to deliver a seamless, omni-channel guest journey across voice, messaging, WhatsApp, and chat. The platform is designed to help hotels move from fragmented guest interactions to real-time, personalized, 1:1 engagement at scale—from discovery and booking through post-stay.

At its core, Guest Connect enables:

·Direct revenue growth through AI-led voice and messaging conversions.

·Pre, in-stay, and post-stay monetization via upsell and cross-sell journeys .

·Real-time guest engagement to improve experience and resolve issues instantly.

·Reputation and loyalty flywheel through feedback capture, sentiment analysis, and repeat engagement .

By combining marketing, communication, and commerce into a single platform, Guest Connect positions RateGain + Sojern to lead the next wave of GenAI-driven hospitality growth infrastructure.

Mission Statement

Build and scale Guest Connect into a category-defining, AI-powered conversational commerce platform for hospitality, with full ownership of P&L, revenue growth, and global market adoption. The role will drive a sharp go-to-market strategy across segments and geographies, build high-performing commercial engine spanning sales, partnerships, and customer success. In parallel, it will align product innovation closely with market needs, accelerating development across voice, messaging, and AI-led guest journeys to deliver measurable customer impact, including improvements in Total RevPAR, guest satisfaction (NPS), and reputation metrics. Success will be defined by establishing Guest Connect as a market-leading platform, driving sustained and scalable revenue growth with strong retention and expansion, and building a durable competitive advantage through deep product integration, data leverage, and strategic ecosystem partnerships.

Location - We are open to hire in Barcelona, Dublin and London.

Key Responsibilities

•Own and drive the full P&L, ensuring strong revenue growth and improving profitability.

•Scale and optimize the go-to-market (GTM) engine across sales, partnerships, and channels.

•Drive market expansion across geographies, customer segments, and use cases.

•Strengthen and refine product-market fit based on customer insights and usage data.

•Partner with Product & Engineering to prioritize scalable features, integrations, and innovation

•Build, lead, and scale high-performing commercial and operational teams.

•Establish repeatable sales processes and forecasting rigor.

•Optimize unit economics (CAC, LTV, margins) and drive operational efficiency.

•Develop and manage strategic partnerships and key enterprise accounts.

•Position Guest Connect as a category leader through strong market presence and thought leadership.

Functional KPIs (Operational Excellence)

•Sales pipeline growth and conversion efficiency.

•Customer acquisition cost (CAC) and CAC:LTV ratio.

•Sales productivity (revenue per rep) and forecast accuracy.

•Customer onboarding efficiency and time-to-value.

•Customer retention, expansion (upsell/cross-sell), and net revenue retention (NRR).

•Product adoption, feature usage, and engagement metrics.

•Team scalability and productivity benchmarks.

Strategic KPIs (Business Impact)

•Revenue per guest uplift.

•Growth of Guest Connect as a standalone business line.

•Revenue growth (ARR/MRR) and quarter-over-quarter scaling.

•Gross margin improvement and path to profitability.

•Net revenue retention (NRR) and customer lifetime value (LTV).

•Market share growth within defined segments.

•Expansion into new markets, verticals, or geographies.

•Strategic partnerships contributing to revenue and distribution scale.

•Brand positioning as a leading AI solution in its category.

Key Competencies

•Scaling Mindset (1→10): Proven ability to scale products into high-growth businesses.

•Commercial Excellence: Deep expertise in revenue growth, pricing, and sales optimization.

•Strategic Execution: Ability to translate strategy into scalable and repeatable execution models.

•Customer-Centric Thinking: Drives retention, expansion, and long-term customer value.

•Operational Rigor: Strong focus on metrics, forecasting, and process optimization.

•Leadership & Team Building: Experience in scaling teams and building strong leadership benches.

•Data-Driven Decision Making: Leverages analytics to optimize growth and efficiency.

Education

•Bachelor’s degree in Engineering, Business, or a related field.

•MBA or equivalent advanced degree preferred.

Work Experience

•18+ years of experience in general management, business leadership, or product roles.

•Proven track record of scaling businesses/products from 1→10 stage.

•Strong experience owning and delivering P&L outcomes at scale.

•Experience in AI, SaaS, or technology-led businesses.

•Demonstrated success in scaling GTM functions and revenue engines.

•Experience managing large teams and cross-functional organizations.

•Exposure to global markets and enterprise customers preferred.