About Sojern

At Sojern, we believe in the power of travel to bring the world together. Founded in 2007 and headquartered in San Francisco, Sojern helps the global travel industry solve complex commercial challenges through technology, data, and AI.

Sojern is part of RateGain Travel Technologies, one of the world's leading providers of AI-powered hotel technology solutions. Together, we help hotels, airlines, attractions, destinations, and other travel companies optimize revenue, strengthen distribution, improve guest acquisition, and make smarter decisions across the traveler journey.

Our solutions combine AI, machine learning, real-time traveler-intent data, and automation to help travel brands identify demand, engage high-value travelers, and deliver measurable business outcomes. With employees across 14 countries, we are a globally distributed organization serving thousands of travel brands worldwide.

Joining Sojern/RateGain means partnering with enterprise customers, solving strategic business challenges, and representing an expanding portfolio of AI-powered solutions transforming the travel industry.

Role Summary

We are looking for an experienced individual contributor to join us as Associate Director, Sales . The role will expand our regional footprint by winning high-impact opportunities, building trusted relationships with hotel owners and commercial leaders, and driving predictable revenue growth across Oceania.

Reporting to the Director, APAC MarTech, this person will lead consultative sales of AI-powered hospitality solutions, including CRS, distribution, and Direct Stack products such as booking engines, websites, and digital marketing, as well as other commercial hotel technology platforms. The role will also cross-sell Sojern's performance-marketing solutions to provide hotel partners with an end-to-end commercial growth offering.

The ideal candidate has successfully sold hotel technology to independent hotels, hotel groups, and local chains across Oceania and has strong relationships with owners, operators, and commercial decision-makers. They can navigate complex buying environments, legacy technology stacks, multiple stakeholders, and long enterprise sales cycles.

Experience selling CRS, PMS, RMS, distribution, booking engines, channel management, or related hotel technology is highly desirable. Performance-marketing experience is advantageous but not essential; training will be provided to help identify relevant cross-selling opportunities.

Qualifications and Experience

- 6+ years of B2B, SaaS, or hospitality-technology sales experience, with proven success in business development and enterprise sales.
- Robust understanding of hotel distribution, revenue management, digital channels,



CRS workflows, connectivity platforms, GDS, OTAs, metasearch, and hotels' commercial challenges.
- Track record of closing multi-property or hotel-chain agreements in Oceania.
- Experience managing RFPs, procurement, commercial negotiations, and complex multi-stakeholder sales cycles.
- Established network of hotel owners, operators, commercial leaders, revenue managers, and distribution decision-makers across Oceania.
- Strong hunter mindset and ability to independently identify decision-makers, prospect, build relationships, secure meetings, and win new business without relying on inbound leads.
- Proven ability to build and manage a healthy pipeline through targeted outbound activity, networking, referrals, and strategic prospecting.
- Excellent communication, presentation, and negotiation skills, with confidence engaging C-level, commercial, and technical stakeholders.
- Consistent achievement of sales targets through consultative, value-based selling and sound commercial judgement.
- Ability to create persuasive business cases, ROI analyses, RFP responses, proposals, and executive presentations.
- Effective collaboration with Product, Marketing, Legal, Finance, Customer Success, Implementation, and regional sales teams.
- Proficiency with CRM platforms, preferably Salesforce, and standard sales-productivity tools.
- Ability to work effectively across countries, cultures, and time zones.
- Willingness to travel extensively across Oceania, approximately 40–60%.
- Successful regional or multi-country sales experience with hotel groups.
- Understanding of hotel technology integrations, APIs, connectivity platforms, and distribution architecture.
- Familiarity with programmatic advertising, performance marketing, media planning, campaign forecasting, or DSPs.
- Bachelor's degree in Business, Hospitality, Information Technology, or a related discipline; MBA advantageous.

Key Competencies and Mindset

- Strategic and commercially minded, with the ability to identify market opportunities and emerging trends.
- Strong enterprise-sales capability across complex, long-cycle opportunities.
- Consultative, customer-first, and value-focused approach.
- Excellent relationship-building across executive, commercial, and technical stakeholders.
- Driven, competitive, accountable,



and passionate about winning new business.
- Self-motivated and resourceful, able to operate independently while collaborating across functions.
- Adaptable and comfortable supporting customers and teams across different markets, cultures, and time zones.

Key Responsibilities

1. Regional Sales Strategy and Business Development

- Develop and execute a sales strategy to grow Sojern/RateGain's presence across Oceania's hospitality market.
- Identify priority markets, target accounts, and strategic opportunities.
- Build and maintain a healthy pipeline of qualified opportunities.
- Proactively prospect and establish relationships with new customers and industry stakeholders.

1. Enterprise Sales and Deal Management

- Lead end-to-end enterprise sales cycles involving Distribution, Revenue Management, IT, Digital, Operations, Procurement, and executive stakeholders.
- Diagnose commercial challenges such as fragmented technology stacks, OTA dependency, legacy systems, and distribution complexity, and recommend suitable solutions.
- Deliver tailored demonstrations, business cases, ROI analyses, and commercial proposals.
- Negotiate pricing, commercial terms, and long-term agreements.
- Partner with Product, Legal, Finance, Implementation, and Customer Success to ensure effective deal execution and onboarding.

1. Market Development and Partnerships

- Build strategic relationships with hotel ownership groups, management companies, technology partners, and industry associations.
- Represent Sojern/RateGain at conferences, trade shows, customer events, and executive forums.
- Develop partnerships that accelerate growth and strengthen the company's regional presence.

1. Cross-Functional Collaboration

- Work with Product, Marketing, Customer Success, and Implementation to support strong customer outcomes.
- Share customer feedback, competitive intelligence, and market insights to inform product and regional strategy.
- Support regional marketing through customer success stories, thought leadership, and local market insights.
- Collaborate with the APAC MarTech lead to develop cross-selling opportunities for Sojern's performance-marketing solutions.

1. Forecasting and Performance

- Maintain accurate pipeline, forecasting, and opportunity data in Salesforce.
- Monitor KPI performance and take proactive action to achieve revenue targets.

Equal Opportunity Statement We are an equal opportunity employer and value diversity. We do not discriminate based on race, religion, colour, sex, gender identity, sexual orientation, age, non-disqualifying disability, or any other status protected by law. Employment decisions are based on qualifications, merit, and business need.

📌 Associate Director Sales _ Australia (Hospi/Travel Technology experience only)
🏢 Sojern
📍 Australia