Director, Enterprise & Global Migration Sales

Direct Travel•Remote,

8d•Remote

About The Position

Direct Travel is moving customers onto Avenir, its next-generation travel technology platform, and this role leads that transition for the company’s largest Enterprise and Global accounts. The position owns a $75 million annual conversion target, measured in annual air volume, across a portfolio of existing customers. Success is measured by demand creation, communicating Avenir’s value, and guiding customers through the migration sales process rather than acquiring net-new logos. The role uses Direct Travel’s Challenger- and Sandler-based sales approach and partners with Account Management on complex, multi-stakeholder conversations with global organizations. This is an individual contributor role reporting to the SVP, Customer Migrations. The position is fully remote and requires up to 25% travel.

Requirements

Bachelor’s degree in a business-related field or equivalent experience.
At least 8 years of enterprise or complex solution sales experience, with a proven record of exceeding targets.
Demonstrated success converting existing customers to a new platform or solution, not only acquiring net-new logos.
Experience managing complex, multi-stakeholder sales cycles and engaging C-level executives at global organizations.
Skill in building custom ROI and value cases and navigating commercial and contract negotiations; comfort having candid, difficult conversations.
Ability to balance value-based selling with a defined program timeline, knowing when to lead with ROI and when to lead with urgency.
Strong relationship-building skills with internal Account Management partners and their leadership, as well as with clients.
Comfort working in a matrixed environment alongside cross-functional and third-party partners.
Ability to quickly master a new platform and articulate its value credibly.
Disciplined forecasting and CRM hygiene, clear communication, a curious mindset, and a creative approach to problem-solving.

Nice To Haves

Training or certification in the Challenger Sale and/or Sandler Selling System.
Experience in travel technology, corporate travel management, or a closely related industry.

Responsibilities

Own and deliver the $75 million annual Avenir conversion target across an assigned portfolio of top Enterprise and Global accounts.
Build and execute account-level migration sales plans in partnership with each Account Manager of record, creating demand and articulating Avenir’s value rather than pursuing a transactional close.
Apply Challenger principles to teach customers a sharper perspective on their travel programs, tailor messaging to each account, and guide the sales conversation.
Run sales cycles with Sandler discipline, including up-front contracts, thorough discovery, qualification of budget and decision processes, and defined next steps.
Serve as the primary sales driver from the first value conversation through a signed commercial agreement.
Build working relationships with Account Management and its leadership, aligning on account strategy to provide customers with a coordinated conversation.
Partner with cross-functional teams, including resources from Spotnana, to address account-specific requirements, functionality questions, and technical considerations during sales cycles.
Develop tailored ROI and value narratives that turn Avenir’s capabilities into a business case for each customer.
Lead commercial and contract discussions with Legal and Deal Desk, structuring agreements as amendments to existing relationships wherever possible.
Maintain accurate, current pipeline forecasting and conversion status in the CRM.
Report progress against the target and account milestones to the SVP, Customer Migrations, and escalate blockers through appropriate cross-functional channels.
Represent Direct Travel in customer conversations, executive briefings, and industry forums, reinforcing Avenir’s value and the company’s vision for The Perfect Trip.