Senior Director, Sales & Account Management

This is a fully remote position, open to applicants in Norway.

📋 Description

• Drive the expansion of Quvia within the global cruise and ferry sectors.

• Take charge of prospecting, qualifying, developing opportunities, and acquiring new clients within cruise lines, ferry operators, and relevant maritime sectors.

• Create territory and target-account strategies, identify decision-making centers, cultivate C-level relationships, and generate a pipeline through direct outreach, referrals, events, and ecosystem involvement.

• Oversee the complete enterprise sales cycle, which includes discovery, value propositions, ROI/business cases, product demonstrations, pilots/proofs of concept, commercial proposals, contract negotiations, and closure.

• Promote Quvia’s platform value across connectivity orchestration, network intelligence, subscriber experience, automation, and related growth use cases.

• Collaborate with Solutions, Product, Legal, Finance, and Delivery teams to develop technically viable, commercially sound solutions and expedite fleetwide deployment.

• Maintain pipeline management, CRM records, forecasts, close plans, and executive deal updates; take responsibility for new contracted recurring revenue and DARR contributions.

• Formulate commercial growth strategies for assigned customers and strategic partners, including upselling, cross-selling, additional vessel, and renewal opportunities.

• Build relationships with connectivity providers, maritime service partners, and ecosystem participants to facilitate introductions, joint solutions, co-selling opportunities, and partner-influenced revenue.

• Engage with executive stakeholders through strategic account reviews, roadmap discussions, and collaborative go-to-market planning.

• Work alongside Technical Account Management on significant commercial escalations and customer priorities.

• Provide market insights, customer needs, and competitive intelligence to inform BU strategy, product prioritization, and go-to-market execution.

• Represent Quvia at major industry conferences and customer events; travel internationally as needed for sales efforts and partner development.

• Foster trust and alignment across global, matrixed teams while maintaining accountability for commercial outcomes.

⛳️ Requirements

• Bachelor’s degree in business, engineering, technology, or a related field, or equivalent relevant experience.

• Over 10 years of B2B enterprise sales experience in software, connectivity, telecommunications, managed services, or related technology sectors.

• Proven track record of securing complex, high-value agreements.

• Significant experience selling to cruise or ferry enterprises.

• Established industry connections and understanding of operator purchasing processes are highly preferred.

• Demonstrated ability to independently source opportunities, generate demand, sell consultatively to senior decision-makers, negotiate effectively, and consistently close new business.

• Commercial and technical proficiency in connectivity, multi-provider networks, satellite services, onboard digital platforms, or SaaS solutions.

• Capability to engage technical experts without the need to be the solution engineer.

• Experience in growing selected strategic accounts and developing effective channel, distribution, or technology alliances.

• Disciplined in pipeline management and confident in forecasting.

• Strong executive communication skills and the ability to collaborate effectively across Product, Engineering, Finance, and Delivery teams.

• Self-motivated, persistent, and possessing an entrepreneurial mindset.

• Willingness to work hands-on in a fast-paced, high-accountability environment.

🏝️ Benefits

• Performance-based bonus.

• Equity scheme.

• Flexible PTO policy.

• Paid public holidays.

• Monthly phone allowance.