Director of Business Development, OnDeck

Thompson Holdings

55d•Hybrid

About The Position

OnDeck is the SaaS division of Sourcetoad, a productized platform built for the cruise and ferry industry. OnDeck is recurring-revenue, enterprise SaaS sold directly to cruise and ferry operators. Deals run six and seven figures in annual recurring revenue, and a single new customer win typically adds $150K–$500K in ARR with strong retention. This role is for a senior, dedicated new-business hunter to own outbound growth for OnDeck end to end. It is a high-trust, high-visibility role reporting directly to the President, with real ownership of the number.

Requirements

7–10+ years of enterprise B2B sales experience, with meaningful time in the cruise industry
Strong preference for candidates who have sold technology or software into cruise lines specifically; adjacent maritime or hospitality tech is a plus
An existing network inside cruise line commercial, IT, guest experience, or operations leadership
A track record of self-sourced enterprise deals with long (9–18 month) sales cycles and six-to-seven-figure ARR
Comfort representing a company on the floor at major industry conferences

Nice To Haves

Experience coaching or managing a junior seller is a plus, not a requirement

Responsibilities

New logo hunting across cruise and ferry operators, including outbound prospecting via LinkedIn, email, phone, and your own network
Partner and channel development, including deepening relationships with existing partners like Otalio and identifying new ones
Running deals from first contact through close, including legal and contracting support
Owning and maintaining the OnDeck HubSpot pipeline
Representing OnDeck at Seatrade Cruise Global, CLIA, and other industry conferences
Learning the platform well enough to run lighter demos and discovery calls independently within the first few months
Day-to-day management of our existing SDR, including 1:1s, activity coaching, and development planning