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 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 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 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, additional-vessel and renewal opportunities where applicable. - Develop and nurture