Senior Director, Sales & Account Management

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

📋 Description

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

• Develop territory and target account strategies; pinpoint buying centers, cultivate C-level relationships, and generate pipelines through direct outreach, referrals, events, and ecosystem engagement.

• Oversee the entire enterprise sales process, encompassing discovery, value propositions, ROI/business cases, product demonstrations, pilots/proofs of concept, commercial proposals, contract negotiations, and closures.

• Advocate for Quvia’s platform value in areas such as connectivity orchestration, network intelligence, subscriber experience, automation, and related growth use cases.

• Convert customer challenges into quantifiable financial and operational outcomes.

• Collaborate with Solutions, Product, Legal, Finance, and Delivery teams to devise technically viable and commercially viable solutions.

• Maintain pipeline, CRM records, forecasts, close plans, and executive deal updates.

• Propel new contracted recurring revenue and DARR contributions.

• Manage commercial growth strategies for designated customers and strategic partners.

• Identify upselling, cross-selling, additional vessel, and renewal opportunities.

• Cultivate relationships with connectivity providers, maritime service partners, and ecosystem players.

• Generate introductions, joint solutions, co-selling opportunities, and revenue influenced by partners.

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

• Coordinate with Technical Account Management on significant commercial escalations and customer priorities.

• Incorporate market insights, customer needs, and competitive intelligence into strategy, product prioritization, and go-to-market execution.

• Represent Quvia at industry conferences and customer events.

• Foster trust and alignment across global, matrixed teams while maintaining responsibility for commercial results.

⛳️ Requirements

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

• 10+ years of B2B enterprise sales experience in software, connectivity, telecommunications, managed services, or similar technology markets.

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

• Significant experience selling to cruise or ferry enterprises.

• A well-established industry network and understanding of operator purchasing processes is highly preferred.

• Capability to self-generate opportunities, create demand, consultatively sell 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.

• Ability to engage technical experts without needing to act as the solution engineer.

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

• Disciplined pipeline management and confident forecasting skills.

• Clear executive communication and robust collaboration across Product, Engineering, Finance, and Delivery teams.

• Self-motivated, resilient, and entrepreneurial mindset.

• Willingness to take a hands-on approach in a dynamic, high-accountability environment.

• Readiness to travel internationally as required for sales initiatives and partner development.

🏝️ Benefits

• Performance-related bonus.

• Equity scheme.

• Flexible PTO policy.

• Paid public holidays.

• Monthly phone allowance.