Business Development Director - Travel & Hospitality

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