SYR - Shoreside Maritime Recruitment
Sales Director Yachting & Maritime Division
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About the Role
My client provides intelligent real-time treasury management, effective payment services, and multicurrency solutions to organizations with internationally-mobile teams.
The technology, premier financial services, and dedication to customer experience have made them industry leaders and trusted partners to over 16,000 clients worldwide, including the world’s largest superyachts.
In line with growth, the client is looking to appoint a Sales Director to lead and grow the Maritime sector of their business.
Job Purpose
The Sales Director will be responsible for driving revenue growth by selling specialized fintech solutions into the niche, high-touch luxury yachting market. This role combines strategic leadership with hands-on "hunter" sales skills, engaging C-level decision-makers, yacht managers, brokers, and shipyards to secure enterprise-level contracts and new logo acquisitions.
Core Responsibilities
- Strategic Growth & Sales Leadership: Develop and execute comprehensive B2B sales strategies to achieve/exceed annual recurring revenue targets.
- Targeted Prospecting: Build a high-quality pipeline within the maritime ecosystem, targeting yacht brokerage houses, management companies, specialist legal & professional advisors, owners, and owners' representatives.
- High-Touch Relationship Management: Nurture relationships with captains, managers, and UHNW (Ultra-High-Net-Worth) owner reps to establish the brand as a trusted alternative to traditional bank finance.
- Complex Deal Negotiation: Manage long, multi-stakeholder sales cycles (3–12 months), translating complex API/fintech architectures into tangible value propositions for non-technical stakeholders.
- Industry Representation: Actively attend major global yacht shows (Monaco, Cannes, Fort Lauderdale) and marine trade events to generate leads and present technical solutions.
- Cross-Functional Alignment: Collaborate with marketing and product development teams to adapt sales collateral and ensure the product meets specific maritime regulatory/finance needs.
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Requirements (Must-Have)
- Experience: Minimum 5–8 years of senior sales/relationship management experience, with a proven track record within the luxury yachting industry (yacht management, brokerage, or maritime finance)
- Hunter Mentality: Demonstrated success in winning new accounts.
- Skills: Exceptional negotiation, presentation, and consultative selling skills.
- Networking: Strong existing network of brokers, captains, and owners' representatives in Europe/USA.
- Language: Excellent written and spoken English is essential; French, Italian, or German is advantageous.
Key Performance Indicators (KPIs)
- New Logo Acquisition: Number of new shipyards/brokers signed.
- Pipeline Generation: Volume of high-quality leads generated from yacht shows/networks.
- Sales Cycle Velocity: Time taken from lead to closure.
- Revenue Growth: % growth in market share within the targeted yachting segment.
- LTV Growth: % growth in overall customer lifetime value
In addition, established social capital and deep operational knowledge that builds trust with ultra-high-net-worth individuals (UHNWIs) and enterprise partners.
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Industry-Specific Preferred Experience
- Established High-Value Network: A "black book" of existing contacts—including yacht brokers, captains, shipyard executives, and owner representatives
- Previous Maritime Roles: Direct experience as a Yacht Captain, Chief Engineer, or Yacht Manager. Provide the "eclectic knowledge" of vessel operations needed to discuss technical fintech integrations (e.g., fuel payments or crew payroll) credibly.
- UHNW/Luxury Sales Track Record: While maritime experience is key, successful candidates may be considered from other ultra-luxury sectors such as private aviation.
- Global Event Presence: Extensive experience attending or exhibiting at major international yacht shows (e.g., Monaco, Cannes, Fort Lauderdale) is critical for lead generation and brand representation.
Professional Certifications & Knowledge
- Brokerage Certifications: While more common for sales brokers, having a Certified Professional Yacht Broker (CPYB) credential or MYBA (Mediterranean Yacht Broker Association) membership demonstrates a commitment to industry ethics and legal standards.
- Regulatory & Technical Awareness: An understanding of maritime law, vessel registration, and international tax protocols (e.g., VAT on charters) is preferred to ensure product compliance
Applications
Applications are now open for this position, please note that due to expected volume of applications only shortlisted candidates will be contacted.
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