Director, Enterprise & Global Migration Sales

Position Overview

Direct Travel is moving its customers onto Avenir, our next-generation travel technology platform, built to deliver a faster, smarter, more personalized booking and travel experience. In this role, you'll lead that transition for our largest Enterprise and Global accounts.

You'll own a $75M annual conversion target, measured in annual air volume, across a portfolio of existing customers. Success is measured by how effectively you create demand, communicate the value of Avenir, and guide customers through the migration sales process — not by net-new logo acquisition. You'll use Direct Travel's Challenger- and Sandler-based sales approach to help customers see what they gain by moving, and you'll work as a trusted partner to Account Management on complex, multi-stakeholder conversations with global organizations.

This is an individual contributor role reporting to the SVP, Customer Migrations. It is fully remote with up to 25% travel.

Responsibilities

• Own and deliver the $75M annual Avenir conversion target across your assigned portfolio of top Enterprise and Global accounts
• Build and execute account-level migration sales plans in close partnership with each Account Manager of record, creating demand and articulating Avenir's value rather than running a transactional close
• Apply Challenger principles to teach customers a sharper perspective on their travel program, tailor the message to each account, and take control of the sales conversation
• Run each sales cycle with Sandler discipline — up-front contracts, thorough discovery, and clear qualification of budget and decision process — so every conversation moves toward a defined next step
• Serve as the primary sales driver from the first value conversation through a signed commercial agreement
• Build strong working relationships with Account Management and its leadership, aligning on account strategy so customers experience one coordinated conversation
• Partner with a cross-functional team, including resources from Spotnana, to address account specific requirements, functionality questions, and technical considerations during the sales cycle
• Develop tailored ROI and value narratives that turn Avenir's capabilities into a business case for each customer
• Lead commercial and contract discussions with Legal and Deal Desk, structuring agreements as amendments to existing relationships wherever possible
• Maintain accurate, current pipeline forecasting and conversion status in our CRM
• Report progress against the target and account milestones to the SVP, Customer Migrations, and escalate blockers through the appropriate cross-functional channels
• Represent Direct Travel in customer conversations, executive briefings, and industry forums, reinforcing Avenir's value and our vision for The Perfect Trip

Qualifications  

Required

• Bachelor's degree in a business-related field or equivalent experience
• 8+ years of enterprise or complex solution sales experience, with a proven record of exceeding targets
• Demonstrated success converting existing customers to a new platform or solution, not only acquiring net-new logos
• Experience running complex, multi-stakeholder sales cycles and engaging C-level executives at global organizations
• Skill in building custom ROI and value cases and in navigating commercial and contract negotiations; comfortable having candid, difficult conversations
• Ability to balance value-based selling with a defined program timeline, knowing when to lead with ROI and when to lead with urgency
• Strong relationship-building skills with internal Account Management partners and their leadership, as well as with clients
• Comfort working in a matrixed environment alongside cross-functional and third-party partners
• Ability to quickly master a new platform and articulate its value credibly
• Disciplined forecasting, CRM hygiene, and clear communication; a curious mindset and creative approach to problem-solving

Preferred

• Training or certification in the Challenger Sale and/or Sandler Selling System
• Experience in travel technology, corporate travel management, or a closely related industry

Benefits Summary

In addition to Medical, Dental, and Vision benefits Direct Travel offers a Total Rewards Package which includes Retirement Plans, Wellness, Rewards and Recognition, Sustainability, DE&I initiatives, and Mental Health Support.

About Direct Travel

Direct Travel is one of the world’s largest travel management companies. With a long history of proven market expertise, we blend advanced technology, superior service, and expert insight to drive tangible value and meaningful savings across Corporate Travel, Leisure Travel, Meetings & Events and specialty travel businesses. Through Avenir, our intelligent travel management platform, we reduce obstacles and give clients more direct access to content, trusted data, intelligence and global expertise. What truly sets us apart is the human care behind the technology, delivered by an experienced, passionate team dedicated to anticipating needs and delivering exceptional service at every step. For more information about Direct Travel, visit www.dt.com

Direct Travel is an equal opportunity employer

#LI-Remote