Director of Enterprise Sales - NORAM

About FareHarbor

At FareHarbor, our mission is to make experiences better for everyone. Founded in 2013 in Hawaii and acquired by Booking Holdings in 2018, FareHarbor creates powerful tools that enable our clients (think boat rentals, museums, food tours, events and more!) to operate and grow.

With over 20,000 clients across 90+ countries—we’re the largest in our industry and shaping the future of travel, together.

Our team is an ‘Ohana of 700+ people around the world. We’re passionate about pioneering an industry, embracing challenges with open arms, and delivering value to the experiences industry.

FareHarbor Core Values:

• Think Client First
• We Are One ‘Ohana
• Be Curious and Learn
• Own It.
• Act With Integrity
• Embrace the Challenge

Why FareHarbor?

Founding FareHarbor required unwavering passion. Turning a start-up into the world’s leading and largest reservation software for tours, activities, and attractions required relentless dedication and vision. To date, we’ve helped over 20,000 global businesses operate successfully and are proud to have played a role in enabling business owners to live their dreams.

And since day one, we’ve known that our real success lies in our people—the Ohana.

With each new feature launched and new client onboarded, there is a team of incredible people behind the scenes who are full of dedication, passion, energy, and the will to succeed. We encourage everyone to bring their whole selves to  work—to  believe in their abilities, to freely express their creativity, and to contribute with their own uniqueness by wearing their true colors. We take care of one another and always prioritize health and wellbeing. We give our people the space and trust to learn, to try, to succeed, to collaborate, to think outside of the box, to make mistakes, and even to fail. And then we come together to try again.

From the minute you join, you have a voice. You find your space. You make an impact. We celebrate our victories, shout our successes, and are always eager to tackle new challenges. And we can’t wait to see all that’s to come.

About the Role

We are seeking an accomplished B2B SaaS sales leader with a proven track record of guiding dynamic sales teams to consistently surpass their targets. The successful candidate will build and spearhead our Enterprise Sales organization in North America, with a specific focus on identifying and onboarding value from more complex, larger, upmarket clients that may require innovative approaches beyond our traditional model.

The team itself will operate in line with the rest of our Sales organization, though with key differences, emphasizing in-person sales and client engagement to understand how we can best meet their needs. This will involve creative problem-solving and a broader mandate to experiment with innovative sales approaches.

With the right leader, we believe this team will play a pivotal role in driving long-term value, expanding FareHarbor’s NORAM Sales, and propelling us into the next phase of growth. Internally, this leader will collaborate closely with our existing Sales leaders, Lead Generation, Sales Operations, Sales Training, Onboarding, and our Product team to achieve aggressive targets and support our efforts to scale the region further.

The successful candidate will create organizational structure to scale upon: scoping, building and hiring to optimize for growth, while creating feedback loops across Sales to ensure key learnings are capitalized on quickly and efficiently. 

Are you a commercial business builder? Have you helped businesses scale through sales results? Do you believe that building culture is one of the best ways to achieve success? If so, come join us as we redefine growth and success in our industry.

What you'll do here: 

• Employ a data-driven approach to sales process design; serve as a local thought-leader, implementing strategic plans with appropriate change management processes to reach/exceed sales targets 
• Build a high-performance culture, in line with FareHarbor values, that identifies and continuously mitigates hurdles to enterprise-level sales. 
• Partner with the Product and Engineering teams as well as other Sales leadership to clearly identify and prioritize feature requests by holistic value to ensure we stay ahead of industry trends and client needs. 
• Develop and test innovative approaches to attract, close and retain new enterprise clients
• Innovate strategies to attract and retain a quality team of talent that is inspired by our mission, target-driven, and hungry to win.
• Continuously assess the competitive landscape and institute changes to the sales program in response to competitor changes.
• Act as a trusted partner for the leadership of FareHarbor; advise and provide insights on risks and opportunities.
• Stay current with the latest industry trends and best practices to ensure optimal performance.
• Develop and clearly communicate sales objectives and opportunities to employees
• Lead and coach sales team by inspiring, motivating, and empowering individuals
• Work closely with the VP of Commercial NORAM to align on regional goals
• Liaise closely with the Client Onboarding team to ensure a seamless go-live process for new customers

 Requirements:

• 7+ years of experience in leading B2B SaaS sales teams in a high-velocity software sales environment
• Proven experience in structuring a highly effective + efficient sales organization, touching on sales operations and sales enablement to allow and optimize for the highest level of output
• Strong communication and interpersonal skills with the proven ability to define and execute effective strategy
• Ability to manage, organize, and prioritize, leading effectively through the dynamics of change in an entrepreneurial environment
• Exceptional leadership skills with a track record of building, motivating, and managing high-performing teams in high-growth environments
• Knowledge of SaaS software & CRM experience
• Able to work in a fast-paced, cross-functional environment

Benefits: 

• Medical, dental + vision coverage
• 26 days of PTO + 12 paid holidays
• Global leave benefit 
• 22 weeks paid parental leave 
• 2 weeks paid grandparent leave 
• Extended care and bereavement leave
• Life insurance policy 
• 401k + employer matching
• Social hours & events and team-building 
• Educational Opportunities
• Individual skill development & growth programming
• Wellness benefits (Headspace subscription & wellness webinars)   
• Work-from-home assistance
• Hybrid friendly
• Paid volunteer hours

Salary Range:

• Base = $96,324-$120,405 
• Total OTE = $300,000 (OTE is not guaranteed and is subject to performance)

FareHarbor is committed to creating a diverse environment, and we are an equal opportunity employer. We do not discriminate on the basis of race, color, religion, gender, gender identity, sexual orientation, national origin, disability, age, or veteran status. We welcome talent that can offer us new insights and perspectives on challenges that we face, and we take measures to eliminate unconscious bias throughout the interview and hiring process. In tandem, we work to cultivate an inclusive culture in which all of our employees can be their authentic selves.

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Please note you must be authorized to work in the United States for this position.