General Manager & Business Head _ OTA

About the Company:

RateGain Travel Technologies Limited is a global provider of AI-powered SaaS solutions for travel and hospitality that works with 3,200+ customers and 700+ partners in 100+ countries helping them accelerate revenue generation through acquisition, retention, and wallet share expansion. RateGain today is one of the world’s largest processors of electronic transactions, price points, and travel intent data, helping revenue management, distribution, and marketing teams across hotels, airlines, meta-search companies, package providers, car rentals, travel management companies, cruises and ferries drive better outcomes for their business. Founded in 2004 and headquartered in India, today RateGain works with 26 of the Top 30 Hotel Chains, 25 of the Top 30 Online Travel Agents, 4 of the Top 5 Airlines, and all the top car rentals, including 16 Global Fortune 500 companies in unlocking new revenue every day.

About the Role:

The SVP & GM – OTA will lead both sales and product-led growth for RateGain’s OTA Solutions

portfolio, driving 20%+ annual revenue growth while ensuring financial discipline aligned with the

Rule of 40 - maintaining a healthy balance between growth and profitability. This leader will combine commercial and product expertise to build scalable, high-margin OTA

solutions, expand global presence, and ensure sustainable, efficient growth across APAC, EMEA, and the Americas.

Key Responsibilities:

Business Growth & P&L Ownership

• Own OTA business P&L, delivering 20%+ YoY growth with profit efficiency aligned to the Rule of 40.

• Scale globally through a balanced mix of new logo wins and account expansion.

• Improve margins and operational efficiency across functions.

Sales & Go-to-Market Execution

• Build and lead a high-performing commercial team with a consultative, solution-led sales approach.

• Design and execute scalable GTM motions for enterprise and mid-market OTAs.

• Drive product-led pipeline generation contributing significantly to new ACV.

Product Strategy & Innovation

• Define and execute a three-year roadmap aligned with OTA revenue levers.

• Co-create one new OTA-specific solution annually with key customers.

• Launch three or more high-impact features per year with ≥ 80% adoption among pilot clients.

Customer Success & Retention

• Achieve NPS ≥ 65 and GRR ≥ 90%, ensuring strong, long-term relationships.

• Integrate customer insights into product and GTM planning through the OTA Product Council.

Leadership Culture

• Build a global cross-functional team across Sales, Product, and Customer Success.

• Foster a culture of accountability, innovation, and continuous learning with attrition < 10%.

Functional KPIs:

• Launch high-impact product features every year with at least 80% adoption among pilot clients.

• Co-create new OTA-focused solution annually with strategic customers.

• Maintain NPS of 65 or higher and Gross Revenue Retention above 90%.

• Conduct OTA Product Council sessions annually with measurable impact on the roadmap.

• Ensure seamless cross-functional alignment between Product, Sales, and Marketing for every

product launch.

Strategic KPIs:

• Deliver 20% or higher annual OTA revenue growth while maintaining profitability and operational

efficiency aligned to the Rule of 40.

• Achieve 100% or more of annual ACV quota with at least 40% of pipeline driven through product-led growth.

• Drive consistent YoY market expansion across APAC, EMEA, and the Americas.

• Ensure over 80% of priority roadmap items are delivered on time.

• Represent RateGain as a thought leader in three or more industry forums each year.

Key Competencies:

• Proven track record of delivering double-digit growth with strong profit discipline.

• Strong combination of commercial leadership and product strategy skills.

• Executive presence and ability to influence global C-suite stakeholders.

• Expertise in SaaS, OTA, or travel-tech business models.

• Entrepreneurial and data-driven mindset with high bias for execution.

Education & Work Experience:

• Tier 1 pedigree, preferably with an MBA or advanced degree in Management/Strategy.

• 18 years of leadership experience & a proven record of managing business P&L for last 5 years.

• Experience to drive revenue growth through innovative GTM strategies & product solutions.

• Understanding of OTA landscape or SaaS/Software business models and global market dynamics.

• Demonstrated success in driving revenue growth and profitability across global markets.

Equal Opportunity Statement:

We are an equal opportunity employer and value diversity at our company. We do not discriminate on grounds of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying disability, or any other basis covered by law. All employment is decided based on qualifications, merit, and business needs.