Role Overview

The Director of Sales role will grow our corporate travel business nationwide. This is a hunter role: you will build your own pipeline, run complex sales cycles with procurement, finance, and HR stakeholders, and close new managed travel programs.

Upon signing an account, you will effect an orderly handoff to the account management/implementation team ensuring that they have all the details of the account that were discussed during the sales cycle.

Functions

New Business Development

• Build and maintain a qualified prospect list of companies with travel volumes between $50,000 to $5m per year
• Generate pipeline through outbound prospecting, your professional network, client referrals, airline and supplier partners, and industry events.
• Build targeted lead lists and run multi-step outbound sequences using prospecting and sales engagement tools such as Apollo, Reply.io, and LinkedIn Sales Navigator.
• Meet weekly activity targets for prospecting calls and in-person or virtual discovery meetings.
• Identify and pursue RFP opportunities, including companies looking to replace their current travel management company.

Consultative Selling and Proposals

• Conduct discovery meetings to understand each prospect’s travel volume, policy, booking tools, pain points, and goals before recommending a solution.
• Propose solutions across the full scope of travel management: air, hotel, car, groups and meetings, online booking, duty of care, and reporting.
• Build and deliver tailored presentations and proposals with support from leadership, operations, and account management.
• Structure pricing and service models in coordination with leadership, and lead or support contract negotiations through signature.
• Work with account management to expand existing relationships through additional divisions, locations, group and meetings travel, and services not yet in use.

Pipeline, Forecasting, and Reporting

• Document all leads, opportunities, activity, and outcomes (won, lost, no-bid) in our CRM.
• Maintain an accurate pipeline and deliver a reliable monthly and quarterly forecast.
• Report on pipeline health, win/loss trends, and market feedback to leadership.

Market Presence

• Represent Uniglobe at trade shows, client forums, industry associations, and community events.
• Stay current on airline distribution, booking technology, fare trends, and the competitive landscape, and share what you learn with clients and the team.

What You Bring

Required

• 5+ years of B2B sales experience, with 3+ years in the corporate travel management space.
• A proven record of completing sales opportunities.
• Working knowledge of corporate travel: managed travel programs, online booking tools (SAP Concur or similar), airline and hotel programs, and travel policy.
• An established network of corporate travel buyers, procurement contacts, and supplier partners.
• Strong discovery, presentation, and negotiation skills with C-level, finance, and procurement audiences.
• Clear, concise written communication, including proposals and RFP responses.
• Comfort with a modern sales tech stack: a CRM, prospecting and sequencing tools (Apollo, Reply.io, or similar), LinkedIn Sales Navigator, and Microsoft Office.
• Ability and willingness to travel occasionally.

Preferred

• Bachelor’s degree in business, marketing, hospitality, or a related field (or equivalent experience).
• Experience selling against or displacing large travel management companies.
• Familiarity with group and meetings travel, duty-of-care programs, and travel spend analytics.
• Hands-on experience building lead lists, email cadences, and reply tracking in Apollo, Reply.io, or comparable platforms.

Core Competencies 

• Prospecting discipline: You build pipeline consistently, not just when it runs dry.
• Consultative approach: You listen first and recommend second, and prospects trust you because of it.
• Business acumen: You can speak to travel spend, savings, and ROI with finance and procurement.
• Independence: You manage your own territory, time, and priorities with minimal oversight.
• Integrity: You sell what we deliver, and you represent Uniglobe professionally at all times.