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

We offer

• 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.