Senior Director of Sales, Travel (Americas)

Job Description

AltexSoft is a travel technology consulting and software engineering company. Our Center of Travel Technology Excellence — domain consultants, solution architects, and engineering teams — works with airlines, hospitality companies, OTAs, TMCs, and travel fintech players worldwide. We are expanding in the Americas, and we are hiring a Senior Director of Sales, Travel to personally drive that expansion.

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This is a hands-on, quota-carrying sales role — not an orchestration or advisory position. You will report directly to the Managing Director of Travel Technology, own your territory end-to-end, and be measured on the pipeline you personally build and the deals you personally close. You will be backed by deep travel tech expertise in every pursuit — but you are the one in the deal.

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Who succeeds here sits at the intersection of three things that rarely appear in one person: services-selling DNA (you have sold software engineering and consulting outcomes, not licenses), native travel-industry fluency (you can hold a substantive conversation about NDC, PMS/CRS, OTA architecture, or travel payments without a cheat sheet), and enterprise deal grip (you have personally driven $1–10M+ complex, procurement-heavy pursuits over long cycles). If you have also seen the industry from the inside — an airline, hotel group, OTA, or GDS — even better.

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You have:

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• IT services sales background — 10+ years in enterprise B2B sales of software development, digital engineering, or technology consulting services. Product/SaaS-only backgrounds are not a fit for this role.
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• Travel-native domain fluency — working knowledge across airline distribution (GDS/NDC), hospitality tech (PMS/CRS), OTA/TMC platforms, or travel payments — with real depth in at least one or two of these segments.
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• Personal new-logo track record — you have originated and closed new-logo services deals of $1M–$10M+ in recent years, and you can walk us through your specific actions in those pursuits, not the team’s.
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• An activatable network — named executive relationships across the Americas travel ecosystem that you could call in the next 30–60 days, not general industry familiarity.
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• Challenger-brand experience — you have built market presence where the company logo alone did not open doors, and you know how to sell against bigger brands.
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• Self-sufficient deal ownership — you shape and drive deals yourself with a light support cast, bringing in solution architects and SMEs to sharpen a pursuit, not to substitute for your own grip on it.
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• Commercial and negotiation strength — comfortable navigating procurement-heavy enterprise environments: MSAs, rate cards, payment terms, security and compliance reviews.
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• Location and mobility — based in North America, able to travel across the region and internationally as needed.
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Would be a plus:

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• Time spent inside the travel industry — at an airline, hotel group, OTA/agency, GDS, or travel payments company.
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• Partnership-led go-to-market experience — using technology alliances and co-selling to open doors.
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• Experience selling nearshore/offshore delivery models and defending blended-rate economics.
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• Exposure beyond pure sales — delivery, product, consulting, or P&L ownership.
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• Visibility in the industry — speaking at or attending Phocuswright, HEDNA, WiT, Skift, CAPA, and similar events.
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You are going to:

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• Personally source, shape, and close new business across the Americas Travel & Hospitality market — you carry the number.
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• Build a qualified pipeline fast: first opportunities in motion within your first 90 days, leveraging your existing network and AltexSoft’s travel tech credentials.
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• Lead complex pursuits end-to-end: outreach, discovery, solution shaping (with SME support), proposal, commercial negotiation, and close.
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• Open and grow executive relationships with target accounts across airlines, hospitality, OTAs, TMCs, and travel fintech.
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• Use partnerships, conferences, and industry communities as deal-origination channels — not as a substitute for direct pursuit.
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• Work directly with the Managing Director of Travel Technology on target selection, deal strategy, and pricing — one approval step, not three layers.
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• Feed market intelligence from live pursuits back into AltexSoft’s offering and positioning.
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• Hand over cleanly to delivery after signature and stay engaged to expand the accounts you open.
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• Full ownership of your territory and deal motion: you choose targets and shape pursuits, with fast decisions and minimal internal bureaucracy.
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• Build and leverage the Center of Travel Technology Excellence behind every pursuit: domain consultants, solution architects, and a travel tech knowledge platform.
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