Director of Business Development
Thompson Engineering • Tampa, FL34d • Hybrid
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Director of Business Development, OnDeck
Thompson Engineering•Tampa, FL
•Hybrid
About The Position
OnDeck is the SaaS division of Sourcetoad, a productized platform built for the cruise and ferry industry. While Sourcetoad's agency side builds custom software across multiple verticals, OnDeck is recurring-revenue, enterprise SaaS sold directly to cruise and ferry operators, including established names like Viking alongside newer entrants like Explora Journeys. 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. We're hiring a senior, dedicated new-business hunter to own outbound growth for OnDeck end to end. This 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
- Experience coaching or managing a junior seller is a plus, not a requirement
Nice To Haves
- Established cruise industry book of business
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 (our anchor event), 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 (final performance decisions are shared with the President)
Benefits
- 401k with ESOP match
- Excellent benefits overall
- Strong base
- Uncapped commission
- Dedicated conference and travel budget
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
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