Sales Director, Destinations (Florida & Caribbean)

Position summary:

The U.S. Sales Director for the Destinations Florida & Caribbean role is responsible for driving sales and managing the growth of Sojern’s digital advertising business across destinations, attractions, and airport accounts in the Florida and Caribbean region. Depending on Sojern’s presence within the assigned region or vertical, the Sales Director will define and lead the go-to-market strategy, support client retention, and develop new business through expert prospecting. Clients may include major tourism boards, attractions, airports, and co-op stakeholders.

The Sales Director will focus on both growing new business and retaining existing clients to achieve sales goals at the individual and team levels. This role will be tasked with meeting and exceeding established targets, as well as advancing objectives such as co-op development, expanding into new business segments, and driving growth in emerging channels. A key component of the position will be collaborating with internal teams to improve efficiencies, refine processes, and support overall business growth.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Define, develop and lead the  go-to-market strategies to acquire and grow strategic accounts in the assigned region/vertical.
• Lead the development and expansion of a high-value advertising book focused on tourism, attraction and airport clients, while continuously identifying expansion / new business opportunities.
• Independently manage and grow a large portfolio, driving strategic sales conversations with senior stakeholders. 
• Drive the full sales cycle, including client outreach, strategic planning, and deal negotiation.
• Create and deliver persuasive, data-driven presentations that underline Sojern’s Value Proposition in a competitive landscape.
• Collaborate cross-functionally with sales, account management, and product teams to build impactful client programs.
• As a self-motivated, resourceful sales professional, consistently meet and exceed ambitious and growth focused quarterly sales targets in a fast-paced, high-performance environment.
• Maintain organized, accurate activity tracking and forecasting in Salesforce.

SUCCESS CRITERIA

• Account Planning: Build and adjust client growth plans based on business goals and market dynamics.
• Customer Relationships: Foster trust, satisfaction, and loyalty with high-priority clients.
• Sales Negotiation: Secure high-value, win-win agreements with strategic stakeholders.
• High-Impact Presentations: Communicate effectively to diverse audiences with data-driven insights.
• Broadening Business Value: Identify client challenges and present comprehensive, tailored solutions.
• Opportunity Targeting: Prioritize sales efforts based on market trends and decision-maker influence.
• Portfolio Management: Optimize time and resources to drive value across accounts.
• Strategic Planning: Develop long-term strategies aligned with company and client objectives.

QUALIFICATIONS

Experience

• Minimum 7 years sales experience in digital and programmatic advertising within the travel vertical.
• Proven track record of developing and growing strategic client accounts.
• Experience leading go-to-market strategies and managing large advertising portfolios.

Skills

• Strong understanding of the programmatic advertising ecosystem and digital media landscape.
• Demonstrated ability to build strategic sales plans and respond to RFPs.
• Excellent written and verbal communication skills, including presentation and negotiation.
• Ability to work autonomously, manage complex sales cycles, and collaborate cross-functionally.
• Proficient in Salesforce, Google Workspace (G Suite), and Microsoft Office Suite.

Education

• Bachelor’s degree in Business, Marketing, Communications, Hospitality, or a related field from an accredited college or university.

Preferred

• Experience working with major global hotel groups, airlines, tourism boards, or brand advertisers.
• Familiarity with digital sales planning and reporting tools.

Additional Requirements

• Willingness to travel 30–50%, depending on client and business needs.

What we have for you:

We take a whole-person approach to create a Sojernista Experience that allows our people to thrive, not just as employees, but as humans. As an employee of Sojern, you would benefit from this in the following ways:

• Rewards & Recognition: Competitive compensation packages, stock options offered to every employee, Bonusly program to reward and recognize team wins and performance, plus employees can take up to 40 hours of paid time per year to volunteer and give back to the community 
• Flexibility: Flexi-Friday benefit, hybrid or remote work options for most roles, time-zone friendly work hours with async collaboration
• Connection: Team offsites planned annually, six employee resources groups, regular virtual and in office team building events, monthly company All Hands & leadership Q&As
• Wellbeing: PTO allowance to recharge, comprehensive healthcare options, paid parental leave (16 weeks for birthing parents; 12 weeks for non-birthing parents), retirement contributions and investment options (for applicable locations), travel benefits (hotel stay benefit & IATA membership), plus mental health, wellness & financial health resources
• Growth: Learning & development stipend, mentorship program, career development programs, leadership training
• Productivity: Home office tech set up (laptop, monitor, keyboard, mouse), monthly internet and phone allowance, modern tools to communicate and collaborate (Slack, Google Suite)

Our Sojernista First workplace philosophy is designed to take a flexible approach, recognizing that the needs of our employees may differ depending on their role, team, or location. What does not differ is our focus on building genuine connections, increasing global collaboration, and providing programs, tools and resources centered around the needs and wellbeing of our employees, regardless if you are working in an office, hybrid, or fully remote.

About Sojern:

At Sojern, we believe in the power of travel as a way to bring the world together. It is that passion that drives Sojern to build smart digital solutions that help travel marketers reach travelers efficiently, and increase long-term growth, customer loyalty and profitability.

Our customers include hotels, attractions and tourism boards, and they use the power of machine learning, data science and real-time traveler data in Sojern’s products to build direct relationships with travelers across social, mobile and the web. Now, more than ever, our thousands of customers rely on Sojern to drive visits, bookings, and ticket sales by engaging with travelers as they plan their travel.

As a globally distributed company, we are headquartered in San Francisco with employees based in 14 countries and counting. Our team is passionate about travel and the core values that define our culture: Win as a Team, Embrace Inclusion, Be Genuine, Deliver Wow, and Center Around the Customer. Check out our Glassdoor reviews! #LI-LC1 #LI-Remote

Hiring Locations:

US Roles at Sojern based outside of our Omaha, NE or San Francisco, CA office can sit in any of the following states: AZ, CA, CO, CT, FL, GA, IL, IN, IA, KS, MA, MI, MN, MO, NE, NJ, NY, NC, PA, SD, TN, TX, UT, WA, and WI. Please only apply if you are able to live and work full-time in one of the states listed above. State locations and specifics are subject to change as our hiring requirements shift.

CA residents: For information on the personal information that Sojern collects when you apply for this job, and how that information is handled, please see the Sojern .

Compensation Philosophy & Package

Sojern is committed to offering competitive cash compensation, equity, and a comprehensive benefits package. We embrace a pay-for-performance culture that rewards contributions aligned with our business strategy. Compensation for this role will be determined based on job-related factors including location, scope and complexity of the role, and the candidate’s experience and expertise, and may vary from the range provided. Information on the benefits offered is here.

Disclosure - Pre-Employment Requirements:

All candidates offered employment by Sojern may be subject to pre-employment requirements, including but not limited to a background check. Sojern is compliant with all federal and local laws with consideration to pre-employment requirements.

Our Commitment to Diversity Equity and Inclusion:

At Sojern, we work to create a brave space that seeks out, embraces, and promotes diverse thoughts, beliefs, and experiences of Sojernistas globally.

We are building a workforce that represents the customer base we are serving and the world we live in. A diversified workforce is an innovative workforce. Just as there is no one typical traveler, there is no one typical employee. We foster diversity and inclusion across the company, actively seeking to amplify underrepresented voices and apply diverse perspectives to ensure products, policies, and programs are relevant for our employees and clients alike.

Embracing our differences and celebrating them moves us towards our goal of making travel inclusive of all. Sojern’s S-Groups (employee resource groups) are a core aspect of our culture, fostering belonging and connection, inspiring learning, and creating opportunities for all Sojernistas across the globe.

• SoEmpowered: Supporting, developing, and empowering those who identify as women at Sojern
• SoProud: Celebrating Sojern’s LGBTQIA+ community while creating an inclusive and safe space for community members 
• SoWell: Advocating for balance in life and overall wellbeing and providing space and resources for Sojernistas with different needs
• SoConnected: Creating space, connection and resources for Sojern’s young and rising professionals
• Parents & Caregivers: Helping families thrive with our community of parents and caregivers
• Sojern Gives Back: Supporting underrepresented communities and social causes, striving to make a global and local impact

We also have employee-run Slack channels for those with specific interests, for example plant lovers, pets and more.

At Sojern, we value diversity and always treat all employees and job applicants based on merit, qualifications, competence, and talent. We do not discriminate on the basis of race, religion, color, national origin, gender, gender orientation, sexual orientation, age, marital status, veteran status, or disability status.

Sojern is committed to providing reasonable accommodation for individuals with disabilities. Please inform your TA Partner if you are requesting a reasonable accommodation.