Senior Enterprise Specialist - Sales Development

Senior Enterprise Sales Development Representative - Global Key Accounts (APMEA)

Job Summary

The role will focus on strategically identifying, engaging, and converting global hotel chains, hospitality groups, and key enterprise accounts across APMEA and other international markets. The individual will be responsible for driving strategic outbound initiatives, building relationships with senior decision-makers, initiating meaningful business conversations, qualifying enterprise opportunities, and creating a strong pipeline for the regional sales team.

This is a strategic, account-focused role that requires a strong understanding of enterprise sales development, excellent communication skills, and the ability to engage with multiple stakeholders, including CXOs and senior business leaders. The ideal candidate should be comfortable with strategic account research, personalised outbound prospecting, cold calling, email outreach, LinkedIn engagement, and working closely with Sales, Marketing, and leadership teams to penetrate and develop high-value global accounts.

Key Responsibilities

• Identify, research, and map global hotel chains, large hospitality groups, and key enterprise accounts across assigned APMEA and international markets.
• Develop and execute strategic outbound plans to penetrate target accounts, identify business opportunities, and establish relationships with key decision-makers and influencers.
• Engage senior stakeholders, including CXOs, VPs, Directors, and Heads of relevant business functions, to initiate meaningful conversations and understand their strategic business priorities.
• Generate qualified enterprise sales opportunities through personalised outbound calls, emails, LinkedIn engagement, events, referrals, and targeted campaigns.
• Research account structures, identify multiple stakeholders, understand organisational priorities, and develop a multi-threaded engagement strategy for key accounts.
• Understand prospect challenges and position relevant RateGain solutions around distribution, direct bookings, digital marketing, pricing intelligence, and revenue growth.
• Qualify prospects by understanding business needs, decision-making authority, existing technology landscape, budget, and purchase timelines.
• Schedule qualified meetings for the regional sales team and ensure a seamless handover with comprehensive account research, stakeholder mapping, and opportunity context.
• Maintain strong CRM hygiene by regularly updating account intelligence, engagement activities, meetings, next steps, and opportunity information.
• Follow up consistently with prospects and develop long-term relationships with strategic accounts that may have longer enterprise sales cycles.
• Support strategic account-based marketing initiatives, industry events, and other global pipeline-generation initiatives.
• Meet monthly and quarterly targets for qualified meetings, enterprise opportunities, and pipeline creation.

Requirements

• Minimum 2-5 years of experience in sales development or enterprise business development.
• Experience in B2B SaaS, enterprise technology, travel technology, or hospitality technology is strongly preferred.
• Prior experience engaging with CXOs, senior executives, and multiple stakeholders within large enterprise organisations.
• Excellent verbal and written communication skills in English, with the ability to confidently lead business conversations with senior stakeholders across geographies.
• Strong experience in strategic outbound prospecting, account-based selling, cold calling, and personalised email and LinkedIn outreach.
• Ability to research and map large enterprise accounts, identify key decision-makers, and build structured account penetration strategies.
• Strong business acumen with the ability to understand enterprise challenges and communicate value propositions in a simple, relevant, and compelling manner.
• Experience working with Salesforce or other CRM platforms.
• Familiarity with LinkedIn Sales Navigator, account intelligence tools, and sales engagement platforms is an advantage.
• Self-driven, organised, commercially aware, and comfortable working with global teams across different countries and time zones.
• Ability to manage longer sales cycles, demonstrate persistence, and build relationships across complex enterprise buying groups.

Good to Have

• Prior knowledge or experience of the global hospitality industry or travel technology.
• Existing exposure to global hospitality brands and enterprise buying environments.
• Experience working with strategic or named accounts across international markets.

What Success Looks Like

• Building a strong pipeline of qualified enterprise opportunities across global hospitality chains and strategic key accounts.
• Successfully identifying, engaging, and developing relationships with senior decision-makers and multiple stakeholders within target accounts.
• Creating and executing structured outbound strategies to penetrate high-value enterprise accounts.
• Consistently generating high-quality meetings and opportunities for the regional sales team.
• Establishing a strong understanding of the global hospitality ecosystem and RateGain's solutions.
• Demonstrating the ability to move beyond transactional prospecting towards strategic account development and long-term pipeline creation.
• Creating measurable business impact through enterprise pipeline generation and conversion.

Disclaimer: This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.