Director - Revenue Strategy & Pricing

About RateGain

RateGain Travel Technologies is a global provider of AI-powered SaaS solutions for the travel and hospitality industry. Working with 13,000+ customers and 700+ partners across 100+ countries, RateGain helps businesses accelerate revenue growth through improved acquisition, retention, and wallet-share expansion.

Today, RateGain is one of the worlds largest processors of electronic transactions, price points, and travel intent data. Its platforms empower revenue management, distribution, and marketing teams across hotels, airlines, online travel agencies, metasearch platforms, car rentals, travel management companies, cruises, and ferries to make smarter, faster commercial decisions.

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 brands, and all leading OTAs and metasearch platforms, including 25 Global Fortune 500 companies, helping unlock new revenue opportunities every day.

The Mission

The Director of Revenue Strategy & Pricing will own and execute a company-wide pricing and monetization strategy that delivers sustained revenue acceleration across new sales, renewals, and expansions with clear accountability for outcomes driven by pricing decisions. RateGain has strong products, a global reach, and growing demand. However, pricing complexity, discounting variance, and inconsistent monetization can limit revenue potential if not centrally owned.

This role exists to:

• Make pricing a deliberate growth lever, not a reactive sales outcome
• Shift topline growth from volume-led to value-led monetization
• Create an enterprise-grade pricing discipline suitable for a listed company
• Drive measurable revenue uplift directly attributable to pricing and packaging changes

Role Scope & Ownership

• Own pricing strategy end-to-end across all RateGain products and regions
• Act as the single point of accountability for how pricing impacts revenue growth
• Define pricing guardrails, packaging, and monetization models that scale globally
• Ensure pricing decisions translate into measurable ARR, ACV, and expansion uplift

Key Responsibilities:

Pricing Strategy & Ownership

• Design and own pricing models across products & subscriptions
• Define packaging, bundles, tiers, and cross-product monetization strategies
• Periodically reset pricing to reflect:
• Value delivered
• Market maturity
• Competitive benchmarks
• Own price positioning and value articulation by segment and region

Revenue Growth Through Pricing

• Drive topline growth through:
• Pricing revisions
• Packaging optimization
• Bundling and cross-sell monetization
• Improve ACV, price realization, and expansion revenue without margin erosion
• Identify and eliminate revenue leakage caused by: over-customization, inconsistent discounting & legacy pricing constructs

Deal Economics & Governance

• Define discounting frameworks, approval guardrails, and escalation models
• Partner with Sales to improve win rates through value-based pricing, not discounts
• Ensure consistent pricing discipline across geographies and deal sizes
• Act as final authority on complex, high-impact commercial deals

Data-Led Pricing Intelligence

• Use win/loss analysis, cohort data, and competitive insights to inform pricing changes
• Partner with RevOps and Finance to embed pricing into forecasting and planning
• Track and report revenue impact of pricing decisions to leadership.

Functional KPIs

• Improvement in ACV and price realization across products
• Revenue uplift directly attributable to pricing and packaging changes
• Reduction in discounting variance across regions and segments
• Adoption of standardized pricing frameworks globally
• Increase in expansion and upsell ARR contribution
• Sales adherence to pricing guardrails

Strategic KPIs

• Sustained topline revenue growth driven by pricing-led initiatives
• Improved Rule of 40 performance through efficient revenue scaling
• Higher predictability and quality of ARR
• Stronger competitive differentiation through monetization strategy
• Board confidence in pricing discipline and revenue architecture

Key Competencies

• Deep expertise in SaaS pricing, monetization, and revenue strategy
• Strong commercial and financial acumen
• Ability to influence senior Product, Sales, and Finance leaders without direct authority
• Structured, data-driven, outcome-focused mindset
• Comfort operating in high-impact, ambiguous decision environments

Education & Experience

• Bachelors & Master's degrees from a Tier-1 institution (IITs, IIMs, ISB, or equivalent global top-tier universities) only.
• 6-10+ years in Pricing Strategy, Revenue Strategy, Monetization, Consulting, Corp Strategy, or RevOps
• Proven track record of pricing-led revenue growth in Consulting, SaaS, or technology businesses
• Experience operating in multi-product, global organizations
• Exposure to listed environments preferred

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 decisions are based on qualifications, merit, and business needs.