Business Development Director - Travel & Hospitality (m/f/d)
We're looking for a Business Development Director – Travel \& Hospitality (m/f/d) to join our team in Frankfurt, Berlin, Stuttgart or Munich, Germany in a hybrid working mode.
In this role, you will drive new logo acquisition and expand whitespace opportunities within the Travel \& Hospitality sector. You will act as a market\-facing industry expert, leveraging sector knowledge and insights to engage new enterprise clients and position EPAM as a strategic transformation partner for digital modernization, customer experience, data and AI priorities. This is a results\-driven role requiring strong consultative selling skills and the ability to develop industry\-led propositions that deliver measurable client value.
Responsibilities
- Own new logo acquisition within the Travel \& Hospitality sector to drive net\-new revenue growth
- Identify and convert whitespace opportunities across existing or underdeveloped accounts
- Build and execute industry\-led account penetration strategies focused on client priorities
- Develop strong relationships with senior stakeholders, including C\-suite and VP\-level executives
- Leverage market trends and industry insights to craft compelling client propositions
- Lead the full sales lifecycle from prospecting and qualification to deal closure
- Proactively generate pipeline via targeted outreach, campaigns and industry events
- Represent EPAM at forums and networks to enhance brand presence within the sector
- Position EPAM's capabilities in digital transformation, cloud, data and AI in client conversations
- Ensure disciplined pipeline management, forecasting accuracy and reporting reliability
- 8\+ years of experience in IT sales or business development with a strong Travel \& Hospitality focus
- Proven track record of acquiring new logos and growing whitespace within accounts
- Deep understanding of Travel \& Hospitality market dynamics and digital transformation drivers
- Experience closing complex, multi\-service or consulting\-led engagements
- Demonstrated ability to build pipeline from scratch and deliver revenue results
- Established network with senior decision\-makers in the Travel \& Hospitality sector
- Strong engagement experience with C\-level stakeholders in large enterprises
- Bachelor's degree in business, technology or a related field
- Excellent communication, negotiation skills and commercial acumen
- German and English language skills are required for this role
- Ability to work independently in a high\-growth, target\-driven environment
- Knowledge of emerging Travel \& Hospitality technologies including AI and advanced analytics
- Experience leading strategic initiatives in global enterprise accounts
- 30 days holiday per annum
- Company Pension Scheme
- Regular performance assessments
- Discount on Fitness\-First Black Membership
- bitkom \- Corporate Benefits
- Employee Stock Purchase Plan (ESPP) (subject to certain eligibility requirements)
- Learning and development opportunities, including in\-house training and coaching, professional certifications, and courses
- Friendly and enjoyable working team
- Regular corporate and social events
- Flexible and remote working opportunities
- Award\-winning workplace: Great Place To Work® certified in 2026, Kununu (Top Company 2022–2026\), NewWork Business Award 2025 for outstanding culture, innovation and employee satisfaction.
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