JOB DESCRIPTION
Job Title: Senior Director, Sales & Account Management
Group: Cruise & Ferry
Level: Director
Location: Remote, Europe
Company Overview:
Quvia is the first AI-powered quality of experience (QoE) management platform for things that move, like ships and planes, transforming connectivity and digital experiences even in the most remote and hard-to-reach places. The Quvia platform uses AI and machine learning to seamlessly blend any combination of connectivity, regardless of provider, orbit or network, into one, vendor-neutral environment. It then delivers comprehensive, end-to-end analytics and dynamic network orchestration that optimizes for the best possible QoE and end-user experiences. Today, Quvia works with world-leading, Fortune 500 companies in aviation, cruise, shipping and more.
Why Quvia?
- Founded in 2019, Quvia is a fast-growing, Series A tech startup passionate about making connectivity and digital experiences better for everyone, everywhere.
- Our industry-first solutions are already addressing major challenges for companies in the aviation and cruise industries – and we're just getting started.
- Quvia is headquartered in the greater Miami region, with offices in the UK and India, and remote teams around the world.
- As an early-stage company, all Quvia employees have the opportunity to make a significant impact on our growth trajectory, and the future of the industries we serve.
- Quvia is backed by Columbia Capital, a respected venture capital firm founded in 1989 that has raised over $5 Bn of fund commitments.
About the Role
We are seeking a commercially driven Senior Director to accelerate Quvia’s growth across the global cruise and ferry market. Reporting to SVP Maritime, Cruise & Ferry, this is primarily a new-business acquisition role: approximately 75% of the mandate is dedicated to winning new cruise and ferry customers and converting opportunities into contracted, recurring revenue. The remaining 25% focuses on targeted growth within assigned accounts and development of select strategic channel and technology partnerships.
The successful candidate will be a hands-on enterprise seller who has a proven track record of selling into the cruise and ferry market, and has long established client relationships in the industry. In addition, the candidate will be required to build executive relationships, create compelling business cases and personally drive complex opportunities through negotiation and close. They will combine strong commercial judgment with enough technical fluency to be able to quickly master a multi-product platform and articulate technology trends to executives and position Quvia credibly with maritime, IT, digital and connectivity decision-makers.
What You’ll Do
- New Business Sales & Market Development: (~75% of role)
- Own prospecting, qualification, opportunity development and new-logo 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 proposition, ROI/business cases, product demonstrations, pilots/proofs of concept, commercial proposals, contract negotiations and closure.
- Sell Quvia’s platform value across connectivity orchestration, network intelligence, subscriber experience, automation and adjacent growth use cases; translate customer challenges into measurable financial and operational outcomes.
- Partner with Solutions, Product, Legal, Finance and Delivery to shape technically credible, commercially sound solutions and accelerate progression from initial opportunity to fleetwide deployment.
- Maintain a robust, well-qualified pipeline and accurate CRM records, forecasts, close plans and executive deal updates; take accountability for new contracted recurring revenue and DARR contribution.
- Strategic Account Growth & Partnerships: (~25% of role)
- Own the commercial growth plan for a select portfolio of assigned customers and strategic partners, identifying upsell, cross-sell and additional-vessel opportunities.
- Develop and nurture 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 long-term partnerships.
- Coordinate with Technical Account Management on material commercial escalations and customer priorities; daily service delivery and routine account operations remain with the designated operational teams.
- Cross-Functional Leadership:
- Bring market insight, customer requirements and competitive intelligence into BU strategy, product prioritization and go-to-market execution.
- Represent Quvia at major industry conferences and customer events; 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.
- Measures of Success: New-logo contracted recurring revenue and DARR contribution; qualified pipeline creation and conversion; deal velocity and forecast accuracy; expansion revenue from assigned accounts; and measurable revenue opportunities generated through strategic partnerships.
What You'll Need
- Education: Bachelor’s degree in business, engineering, technology or a related discipline, or equivalent relevant experience.
- Experience: 10+ years of B2B enterprise sales experience in software, connectivity, telecommunications, managed services or related technology markets, with a demonstrated record of winning complex, high-value agreements.
- Industry Expertise: Strong experience selling into cruise and ferry enterprises; must have an established industry network and knowledge of operator purchasing processes.
- Sales Excellence: Proven ability to self-source opportunities, create demand, sell consultatively to senior decision-makers, negotiate effectively and consistently close new business.
- Technical Fluency: Commercial and technical fluency in connectivity, multi-provider networks, SATCOM, onboard digital platforms or SaaS solutions; ability to engage technical experts without needing to be the solution engineer.
- Account & Partner Growth: Experience growing selected strategic accounts and developing productive channel, distribution or technology alliances.
- International Travel: Ability and willingness to travel internationally around 50% of the time.
- Communication & Collaboration: Disciplined pipeline management, confident forecasting, clear executive communication and strong collaboration across Product, Engineering, Finance and Delivery.
- Mindset: Self-directed, persistent and entrepreneurial, with a willingness to operate hands-on in a fast-moving, high-accountability environment.
What We'll Offer
- Competitive Salary
- Commission Plan
- Equity scheme
- Flexible PTO policy
- Paid public holidays
- Monthly phone allowance
Quvia will never ask to interview job applicants via text message or ask for personal banking information as part of the interview process. Quvia will never ask job applicants or new hires to send money or deposit checks for the company. In case of doubt, please contact us directly at [email protected]
Quvia is an Equal Opportunity Employer. Employment opportunities at Quvia are based upon one's qualifications and capabilities to perform the essential functions of a particular job. All employment opportunities are provided without regard to race, religion, sex (including sexual orientation and transgender status), pregnancy, childbirth or related medical conditions, national origin, age, veteran status, disability, genetic information, or any other characteristic protected by law.
