Director, Sales Operations and Business Development

The Director, Sales Operations and Business Development will lead the strategy, execution, and performance of all onboard future voyage sales programs across the fleet. This role ensures strong alignment between shipboard teams, shoreside Sales leadership, and our Disney/National Geographic Expeditions (NGE) partners to maximize onboard conversion.  This leader will translate sales strategies into onboard programs, optimize sales processes, support training and enablement for shipboard staff, and ensure seamless execution of initiatives that drive incremental revenue. The role requires a strategic, guest ‑centric leader with deep experience in hospitality or travel, exceptional operational discipline, and the ability to build strong partnerships across internal teams and external collaborators.

• Develop and execute onboard sales programs and conversion strategies aligned with company revenue goals
• Partner with Product, Expedition Leaders, and Onboard Management to optimize guest‑facing offers, messaging, and timing.
• Provide guidance, communication, tools, and processes to onboard teams to achieve sales targets.
• Support training on sales techniques, promotions, and CRM usage for onboard staff.

• Work cross‑functionally to build onboard offerings, promotions, and upsell programs tied to itineraries and guest interests.
• Collaborate with Disney/NGE to ensure consistent delivery of affinity benefits, promotions, and guest expectations on voyages.

• Support onboarding of new Disney/NGE affinity groups and ensure accurate execution of benefits.
• Liaise with internal Sales teams to ensure shipboard delivery supports broader trade and partnership strategies.

• Support the Vice President of National and Strategic Accounts in continuously refining strategies based on market trends, customer insights, and competitive dynamics in each potential market, recommend cadence and timing for operations.
• Manage the Sales Business Specialist in providing data, budget and key performance analysis to senior management.

• Establish dashboards, KPIs, and reporting specific to onboard revenue streams.
• Conduct post‑voyage performance reviews and identify opportunities for improvement.

• Work closely with marketing, operations, and guest services to align onboard sales programs with brand and business goals.
• Conduct post‑voyage performance reviews and identify opportunities for improvement.

• Identify and support new business opportunities, partnerships, and markets to expand our client base and enhance revenue streams.

• Support comprehensive sales strategies, developed in partnership with the SVP of Sales and Revenue and VP of International Sales, that align with Lindblad’s revenue targets in selected markets.
• Create a business plan and lead the project to distribute and assess RFPs (Request for Proposals) for local market representation. Support contract negotiations and the team’s marketing and public relations support and go-to-market strategy.

• 10+ years of experience in hospitality, cruise, travel, or retail onboard/guest‑facing sales leadership.
• Proven success driving revenue in a multi‑location operational environment.
• Experience leading teams and influencing without direct authority.
• Strong communication, training, and operational execution skills.
• Ability to travel 20-30%, including ship visits and embarkation days.

• Experience developing and leveraging Salesforce or other streamlined CRM-based system to boost productivity and efficiency, developing reports, dashboards, forecasting tools and revenue management software to segment our customers and channels, and map specific actions to our sales process.
• Analytical mindset with proficiency in sales analytics and Salesforce (preferred) or CRM tools to drive data-driven decision-making.
• Demonstrated success in developing and implementing sales strategies that have consistently met or exceeded revenue targets.
• Strong leadership abilities with a track record of building and managing high-performing support sales teams.
• Excellent business acumen and strategic thinking skills, with the ability to translate market trends and customer needs into actionable plans.
• Effective communicator and influencer, capable of presenting ideas clearly and persuasively at all levels of the organization.
• Highly adept in the use of Microsoft Office products including Excel, Word, PowerPoint, SharePoint, Outlook, and Teams
• Bachelor’s degree in business administration, sales, marketing, or a related field, or equivalent industry experience.
• Ability to work in the Orlando-area office (onsite) 2-3 days p/week

• Knowledge of Seaware
• Travel Industry experience
• International business experience