Senior Director, Sales & Account Management
Job description
A Senior Director, Sales & Account Management role focused on accelerating growth in the global cruise and ferry market, primarily through new-business acquisition with some strategic account and partnership growth. Reporting to the SVP Cruise & Ferry, it is a hands-on enterprise selling position.
At a glance
- Employment
- Full-time
- Work mode
- Remote · EMEA
What you'll do
- Own prospecting, qualification, opportunity development and new-logo acquisition across cruise lines, ferry operators and relevant maritime segments
- Build territory and target-account plans; identify buying centers, develop C-level relationships and create pipeline through direct outreach, referrals, events and ecosystem engagement
- Lead the full enterprise sales cycle, including discovery, value proposition, ROI/business cases, product demonstrations, pilots/proofs of concept, commercial proposals, contract negotiations and closure
- Sell Quvia's platform value across connectivity orchestration, network intelligence, subscriber experience, automation and adjacent growth use cases; translate customer challenges into measurable financial and operational outcomes
- Partner with Solutions, Product, Legal, Finance and Delivery to shape technically credible, commercially sound solutions and accelerate progression from initial opportunity to fleetwide deployment
- Maintain a robust, well-qualified pipeline and accurate CRM records, forecasts, close plans and executive deal updates; take accountability for new contracted recurring revenue and DARR contribution
- Own the commercial growth plan for a select portfolio of assigned customers and strategic partners, identifying upsell, cross-sell, additional-vessel and renewal opportunities where applicable
- Develop and nurture relationships with connectivity providers, maritime service partners and other ecosystem participants to generate introductions, joint solutions, co-selling opportunities and partner-influenced revenue
- Engage executive stakeholders through strategic account reviews, roadmap discussions and joint go-to-market planning to expand Quvia's share of wallet and strengthen long-term partnerships
- Coordinate with Technical Account Management on material commercial escalations and customer priorities
- Bring market insight, customer requirements and competitive intelligence into BU strategy, product prioritization and go-to-market execution
- Represent Quvia at major industry conferences and customer events; travel internationally as required for sales pursuits and partner development
- Build trust and alignment across global, matrixed teams while maintaining clear ownership of commercial outcomes
What we're looking for
- Bachelor's degree in business, engineering, technology or a related discipline, or equivalent relevant experience
- 10+ years of B2B enterprise sales experience in software, connectivity, telecommunications, managed services or related technology markets, with a demonstrated record of winning complex, high-value agreements
- Proven ability to self-source opportunities, create demand, sell consultatively to senior decision-makers, negotiate effectively and consistently close new business
- Commercial and technical fluency in connectivity, multi-provider networks, satellite services, onboard digital platforms or SaaS solutions; ability to engage technical experts without needing to be the solution engineer
- Experience growing selected strategic accounts and developing productive channel, distribution or technology alliances
- Disciplined pipeline management, confident forecasting, clear executive communication and strong collaboration across Product, Engineering, Finance and Delivery
- Self-directed, persistent and entrepreneurial, with a willingness to operate hands-on in a fast-moving, high-accountability environment
Nice to have
- Strong experience selling into cruise or ferry enterprises; an established industry network and knowledge of operator purchasing processes are highly preferred
Your team
Cruise & Ferry
Benefits
- Competitive Salary
- Performance related bonus
- Equity scheme
- Flexible PTO policy
- Paid public holidays
- Monthly phone allowance
Apply
About Quvia
The first AI-powered quality of experience (QoE) management platform for things that move
Quvia is the first AI-powered quality of experience (QoE) management platform for things that move, like ships and planes, transforming connectivity and digital experiences even in the most remote and hard-to-reach places. The Quvia platform uses AI and machine learning to seamlessly blend any combination of connectivity, regardless of provider, orbit or network, into one, vendor-neutral environment, then delivers comprehensive, end-to-end analytics and dynamic network orchestration that optimizes for the best possible QoE and end-user experiences. Quvia works with world-leading, Fortune 500 companies in aviation, cruise, shipping and more.
Mission
Making connectivity and digital experiences better for everyone, everywhere
Key facts
- 2019
- greater Miami region
- AI-powered quality of experience (QoE) management platform
- Fast-growing, Series A tech startup
- Headquartered in the greater Miami region, with offices in the UK and India, and remote teams around the world
- Backed by Columbia Capital, a venture capital firm founded in 1989 that has raised over $5 Bn of fund commitments
- Works with world-leading, Fortune 500 companies in aviation, cruise, shipping and more
Partners & customers