Senior Director, Sales & Account Management

Quvia

11d•Remote

About The Position

Quvia is seeking a commercially driven Senior Director to accelerate growth across the global cruise and ferry market. Reporting to the SVP Cruise & Ferry, this is primarily a new-business acquisition role: approximately 75% of the position is focused on winning new cruise and ferry customers and converting opportunities into contracted recurring revenue. The remaining 25% is focused on targeted growth within assigned accounts and developing selected strategic channel and technology partnerships. The successful candidate will be a hands-on enterprise seller who opens doors, builds executive relationships, develops compelling business cases, and personally drives complex opportunities through negotiation and close. They will apply strong commercial judgment and sufficient technical fluency to position Quvia with maritime, IT, digital, and connectivity decision-makers. The role includes building territory and account plans, managing the full enterprise sales cycle, coordinating with internal teams to shape solutions, maintaining accurate pipeline and forecasts, growing assigned accounts, developing ecosystem partnerships, and representing Quvia at industry events. International travel is required as needed for sales pursuits and partner development. Success is measured by new-logo contracted recurring revenue and DARR contribution, qualified pipeline and conversion, deal velocity and forecast accuracy, expansion revenue, and revenue opportunities generated through strategic partnerships.

Requirements

Bachelor’s degree in business, engineering, technology, or a related discipline, or equivalent relevant experience.
10 or more years of B2B enterprise sales experience in software, connectivity, telecommunications, managed services, or related technology markets.
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, with the ability to engage technical experts without serving as 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 approach, with willingness to work hands-on in a fast-moving, high-accountability environment.

Nice To Haves

Strong experience selling into cruise or ferry enterprises.
An established industry network and knowledge of operator purchasing processes.

Responsibilities

Own prospecting, qualification, opportunity development, and new-customer 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 propositions, ROI and business cases, product demonstrations, pilots or proofs of concept, commercial proposals, contract negotiations, and closure.
Position Quvia’s platform across connectivity orchestration, network intelligence, subscriber experience, automation, and adjacent growth use cases, translating customer challenges into measurable financial and operational outcomes.
Partner with Solutions, Product, Legal, Finance, and Delivery to develop technically credible and commercially sound solutions and advance opportunities toward fleetwide deployment.
Maintain a robust, qualified pipeline and accurate CRM records, forecasts, close plans, and executive deal updates; take accountability for new contracted recurring revenue and DARR contribution.
Own commercial growth plans for selected assigned customers and strategic partners, identifying upsell, cross-sell, additional-vessel, and renewal opportunities where applicable.
Develop 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 partnerships.
Coordinate with Technical Account Management on material commercial escalations and customer priorities; routine service delivery and account operations remain with designated operational teams.
Bring market insight, customer requirements, and competitive intelligence into business-unit strategy, product prioritization, and go-to-market execution.
Represent Quvia at major industry conferences and customer events, and 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.