Senior Director, Sales & Account Management

JOB DESCRIPTION

Job Title: Senior Director Sales & Account Management

Group: Cruise & Ferry

Level: Director

Location: Remote EMEA

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 were 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 Quvias growth across the global cruise and ferry market. Reporting to SVP 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 can open doors 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 position Quvia credibly with maritime IT digital and connectivity decision-makers.

What Youll 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 Quvias 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 additional-vessel and renewal opportunities where applicable.
• 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 Quvias 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 Youll Need

• Education: Bachelors 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 or ferry enterprises; an established industry network and knowledge of operator purchasing processes are highly preferred.
• 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 satellite services 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.
• 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 Well Offer

• Competitive Salary
• Performance related bonus
• 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 case of doubt please contact us directly at

Quvia is an Equal Opportunity Employer. Employment opportunities at Quvia are based upon ones 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.

Required Experience:

Exec