Director, Sales Operations and Business Development

About This Role

WHO WE ARE

Lindblad Expeditions is a true pioneer in Expedition Travel. From taking the first citizen explorers to Antarctica in 1966, opening the Galapagos and Easter Island to tourism in 1967, leading the first tourist expedition through the Northwest Passage in 1984, and launching our innovative partnership with National Geographic in 2004, we're now taking almost 30,000 guests a year to some of the world’s most remote and pristine locations on our fleet of 20 ships, and are committed to ensuring our guests experience the “Exhilaration of Discovery”. JOB SUMMARY

The Director, Sales Operations and Business Development will lead the strategy, execution, and performance of all onboard future voyage sales programs across the fleet. This role ensures strong alignment between shipboard teams, shoreside Sales leadership, and our Disney/National Geographic Expeditions (NGE) partners to maximize onboard conversion. This leader will translate sales strategies into onboard programs, optimize sales processes, support training and enablement for shipboard staff, and ensure seamless execution of initiatives that drive incremental revenue. The role requires a strategic, guest ‑centric leader with deep experience in hospitality or travel, exceptional operational discipline, and the ability to build strong partnerships across internal teams and external collaborators.

ESSENTIAL DUTIES

Onboard Sales Strategy \& Execution

• Develop and execute onboard sales programs and conversion strategies aligned with company revenue goals
• Partner with Product, Expedition Leaders, and Onboard Management to optimize guest‑facing offers, messaging, and timing.
• Provide guidance, communication, tools, and processes to onboard teams to achieve sales targets.
• Support training on sales techniques, promotions, and CRM usage for onboard staff.

Program Development \& Guest Experience

• Work cross‑functionally to build onboard offerings, promotions, and upsell programs tied to itineraries and guest interests.
• Collaborate with Disney/NGE to ensure consistent delivery of affinity benefits, promotions, and guest expectations on voyages.

Partner \& Channel Management

• Support onboarding of new Disney/NGE affinity groups and ensure accurate execution of benefits.
• Liaise with internal Sales teams to ensure shipboard delivery supports broader trade and partnership strategies.
• Support the Vice President of National and Strategic Accounts in continuously refining strategies based on market trends, customer insights, and competitive dynamics in each potential market, recommend cadence and timing for operations.
• Manage the Sales Business Specialist in providing data, budget and key performance analysis to senior management.

Onboard Performance Management

• Establish dashboards, KPIs, and reporting specific to onboard revenue streams.
• Conduct post‑voyage performance reviews and identify opportunities for improvement.

Cross‑Functional Collaboration

• Work closely with marketing, operations, and guest services to align onboard sales programs with brand and business goals.
• Conduct post‑voyage performance reviews and identify opportunities for improvement.

Business Development

• Identify and support new business opportunities, partnerships, and markets to expand our client base and enhance revenue streams.

International Sales Support Strategy

• Support comprehensive sales strategies, developed in partnership with the SVP of Sales and Revenue and VP of International Sales, that align with Lindblad’s revenue targets in selected markets.
• Create a business plan and lead the project to distribute and assess RFPs (Request for Proposals) for local market representation. Support contract negotiations and the team’s marketing and public relations support and go\-to\-market strategy.

MINIMUM QUALIFICATIONS

• 10\+ years of experience in hospitality, cruise, travel, or retail onboard/guest‑facing sales leadership.
• Proven success driving revenue in a multi‑location operational environment.
• Experience leading teams and influencing without direct authority.
• Strong communication, training, and operational execution skills.
• Ability to travel 20\-30%, including ship visits and embarkation days.
• Experience developing and leveraging Salesforce or other streamlined CRM\-based system to boost productivity and efficiency, developing reports, dashboards, forecasting tools and revenue management software to segment our customers and channels, and map specific actions to our sales process.
• Analytical mindset with proficiency in sales analytics and Salesforce (preferred) or CRM tools to drive data\-driven decision\-making.
• Demonstrated success in developing and implementing sales strategies that have consistently met or exceeded revenue targets.
• Strong leadership abilities with a track record of building and managing high\-performing support sales teams.
• Excellent business acumen and strategic thinking skills, with the ability to translate market trends and customer needs into actionable plans.
• Effective communicator and influencer, capable of presenting ideas clearly and persuasively at all levels of the organization.
• Highly adept in the use of Microsoft Office products including Excel, Word, PowerPoint, SharePoint, Outlook, and Teams
• Bachelor’s degree in business administration, sales, marketing, or a related field, or equivalent industry experience.
• Ability to work in the Orlando\-area office (onsite) 2\-3 days p/week

PREFERRED QUALIFICATIONS

• Knowledge of Seaware
• Travel Industry experience
• International business experience

Bonus Eligibility: up to 20%OUR BENEFITS* Travel benefits for employees and their family

• Voyage of Discovery trips for employees to travel as guests
• Health insurance including Medical, Dental, Vision
• 401(k) plan with employer match
• Long\-Term Disability, Life \& AD\&D Insurance
• Flexible Spending Account (FSA) to be used for out\-of\-pocket medical and dependent care
• Pre\-Tax Commuter Benefit
• 7\-8 Paid Holidays
• 2\-3 Floating Holiday Options (pro\-rated per start date)
• Up to 15 days of vacation (pro\-rated per anniversary year)
• Parental Leave
• Sick/personal days per city \& state ordinance
• Pet Insurance discount

Communication SkillsUsing the English language, this person must have the ability to read, write, and comprehend policies, legal guidelines, correspondence, and memos. Must also possess the ability to effectively communicate\-both in writing and orally\-with a professional demeanor.

PHYSICAL DEMANDSWhile performing the duties of this job, the employee is frequently required to sit, talk and hear. The employee will also be required to write and type. The employee is occasionally required to stand, walk, and reach with hands and arms.

COMPENSATION STATEMENTLindblad Expeditions determines the pay for positions using local, national, and industry\-specific survey data. We evaluate external equity and the cost of labor/prevailing wage index in the relative marketplace for jobs directly comparable to jobs within our company. Our posted salary range is based on national data and may be refined for a candidate's region/town/cost of living. For new hires, we strive to make competitive offers allowing the new employee room for future growth. Salaries will be based on the applicant’s location, level of experience, education, and specialized knowledge and skills. An employee/candidate with a stronger skill set will receive higher pay. EQUAL OPPORTUNITY EMPLOYER STATEMENTAt Lindblad Expeditions, we simply could not do our work without the diverse kaleidoscope of humanity that creates and delivers our remarkable offerings across the planet. As a Company that respects and celebrates the inherent diversity in the places we explore, we recognize the need to mirror that same diversity and all the interconnected perspectives within our organization. We are committed to building a community of different genders, races, ages, sexual orientations, chosen identities, and countries of origin where every person brings their whole self to work and whose skills, talents, and abilities are valued. We believe we can explore further and in a more meaningful way by actively creating a more diverse and inclusive organization where everyone feels they belong. Lindblad Expeditions is an equal opportunity employer. Individuals seeking employment at Lindblad Expeditions are considered without regard to race, sex, color, religion, national origin, age, disability, genetics, marital status, pregnancy, unemployment status, sexual orientation, citizenship status, or veteran status.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.