We're looking for a Business Development Director - Travel & Hospitality to join our team in London, United Kingdom. In this role, you will be responsible for driving new logo acquisition and expanding whitespace opportunities within the Travel & Hospitality sector. You will operate as a market-facing industry seller, leveraging deep understanding of sector trends, challenges and buying behaviours to identify, engage and convert new enterprise clients. You will position EPAM as a strategic transformation partner across key priorities such as digital transformation, customer experience, data and AI. This role requires a strong focus on net-new revenue generation, building industry-led propositions and expanding underpenetrated accounts through high-value, consultative engagement, with a primary focus on the UK market and an expanding footprint across Europe.
Responsibilities
- Own new logo acquisition within the Travel & Hospitality sector, driving net-new revenue growth
- Identify and convert whitespace opportunities across existing or underdeveloped industry accounts
- Build and execute industry-led account penetration strategies across the UK and European travel and hospitality markets
- Develop senior stakeholder relationships (C-suite, VP-level) within Travel & Hospitality organisations
- Leverage industry insight and market trends to shape compelling, relevant client propositions
- Lead the full sales lifecycle from prospecting and qualification through to deal closure
- Proactively generate pipeline through targeted outreach, industry campaigns and events
- Position EPAM's capabilities across digital transformation, data, cloud and AI in an industry context
- Collaborate with internal teams to align solutions with sector-specific client challenges
- Represent EPAM at industry events, forums and networks to strengthen brand presence, with emphasis on UK and European travel and hospitality circles
- Maintain disciplined pipeline management, forecasting and reporting
Requirements
- 10-15 years of experience in IT sales / business development with a strong focus on Travel & Hospitality clients
- Proven track record of winning new logos and expanding whitespace within industry accounts
- Strong understanding of Travel & Hospitality market dynamics, challenges and transformation drivers across UK and European markets
- Experience selling complex, multi-service or consulting-led engagements
- Demonstrated ability to build pipeline from scratch and close net-new opportunities
- Established network across Travel & Hospitality stakeholders and decision-makers
- Experience engaging with C-level stakeholders and navigating complex organisations
- Bachelor's degree in business, technology or related field
- Strong communication, negotiation and commercial acumen
- Ability to operate independently in a high-growth, target-driven environment
- English - Native / Fluent (required)
- Additional European language (e.g. French, German or Spanish) - Business proficiency (preferred, to support engagement across European accounts)
Nice to have
- Existing relationships with Travel & Hospitality decision-makers across UK and European markets
- Experience selling into airlines, hospitality groups, travel technology platforms or leisure operators
- Familiarity with EPAM's service portfolio across digital engineering, data and AI
- Prior experience in a consulting-led or systems integrator sales environment
We offer
- EPAM Employee Stock Purchase Plan (ESPP)
- Protection benefits including life assurance, income protection and critical illness cover
- Private medical insurance and dental care
- Employee Assistance Program
- Competitive group pension plan
- Cyclescheme, Techscheme and season ticket loans
- Various perks such as free Wednesday lunch in-office, on-site massages and regular social events
- Learning and development opportunities including in-house training and coaching, professional certifications, and courses
- If otherwise eligible, participation in the discretionary annual bonus program
- If otherwise eligible and hired into a qualifying level, participation in the discretionary Long-Term Incentive (LTI) Program