Director of Business Development, OnDeck
On-siteTampa, Florida, United States
Job Summary
Conduct outbound prospecting and new logo hunting across cruise and ferry operators via LinkedIn, email, phone, and personal networks. Own the full sales cycle from first contact through close, including legal and contracting support, while managing the HubSpot pipeline. Develop and deepen relationships with existing partners like Otalio and identify new channel partners. Represent OnDeck at industry conferences such as Seatrade Cruise Global and CLIA. Manage the existing SDR team through 1:1s, activity coaching, and development planning. Deliver a 12-month go-to-market plan within the first 60 days and build a pipeline capable of generating six-to-seven-figure ARR.
Required Qualifications
- 7–10+ years of enterprise B2B sales experience
- meaningful time in the cruise industry
- An existing network inside cruise line commercial, IT, guest experience, or operations leadership
- A track record of self-sourced enterprise deals with long (9–18 month) sales cycles and six-to-seven-figure ARR
- Comfort representing a company on the floor at major industry conferences
- Regular travel required, including at least one trip per year to Europe
- Conference and client travel expected
- Flexible for the right candidate with an established cruise industry book of business
Desired Qualifications
- Strong preference for candidates who have sold technology or software into cruise lines specifically
- adjacent maritime or hospitality tech is a plus
- Experience coaching or managing a junior seller is a plus, not a requirement
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