Business Development Director - Travel & Hospitality

About the Position

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 behaviors 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 organizations
• 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 organizations
• 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

*All benefits and perks are subject to certain eligibility requirements

About the Company

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