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.

Requirements

• 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.
• Nice to have Knowledge of emerging Travel & Hospitality technologies including AI and advanced analytics.
• Experience leading strategic initiatives in global enterprise accounts.