Sales Director, Destinations West (California/Hawaii)

SUMMARY

The Sales Director for the US Destinations West role drives sales and is responsible for developing, growing, and managing a digital advertising business for Destinations, Attractions, and Airports accounts in California & Hawaii. Depending on Sojern’s presence within the assigned region or vertical, the Sales Director will define and lead the go-to-market strategy and/or support retention of Sojern’s existing client base while also developing and acquiring new clients across the region. Clients may include major tourism boards, attractions, airports, and co-op stakeholders. 

The Sales Director for the US Destinations West team will look to grow new business and retain existing clients in order to achieve sales goals at both an individual contributor and team level. The Sales Director will be tasked with hitting existing goals while accomplishing objectives such as Co-op development and driving new business segments and emerging channels. A key part of this role will involve collaborating internally with teams to ensure efficiencies, develop and refine processes and grow the business. 

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Define, develop and lead the  go-to-market strategies to acquire and grow strategic accounts in the assigned region/vertical.
• Lead the development and expansion of a high-value advertising book focused on tourism, attraction and airport clients, while continuously identifying expansion / new business opportunities.
• Independently manage and grow a large portfolio, driving strategic sales conversations with senior stakeholders. 
• Drive the full sales cycle, including client outreach, strategic planning, and deal negotiation.
• Create and deliver persuasive, data-driven presentations that underline Sojern’s Value Proposition in a competitive landscape.
• Collaborate cross-functionally with sales, account management, and product teams to build impactful client programs.
• As a self-motivated, resourceful sales professional, consistently meet and exceed ambitious and growth focused quarterly sales targets in a fast-paced, high-performance environment.
• Maintain organized, accurate activity tracking and forecasting in Salesforce.

SUCCESS CRITERIA

• Account Planning: Build and adjust client growth plans based on business goals and market dynamics.
• Customer Relationships: Foster trust, satisfaction, and loyalty with high-priority clients.
• Sales Negotiation: Secure high-value, win-win agreements with strategic stakeholders.
• High-Impact Presentations: Communicate effectively to diverse audiences with data-driven insights.
• Broadening Business Value: Identify client challenges and present comprehensive, tailored solutions.
• Opportunity Targeting: Prioritize sales efforts based on market trends and decision-maker influence.
• Portfolio Management: Optimize time and resources to drive value across accounts.
• Strategic Planning: Develop long-term strategies aligned with company and client objectives.

QUALIFICATIONS

• Minimum 6 years sales experience in digital and programmatic advertising within the travel vertical.
• Proven track record of developing and growing strategic client accounts.
• Experience leading go-to-market strategies and managing large advertising portfolios.

Skills

• Strong understanding of the programmatic advertising ecosystem and digital media landscape.
• Demonstrated ability to build strategic sales plans and respond to RFPs.
• Excellent written and verbal communication skills, including presentation and negotiation.
• Ability to work autonomously, manage complex sales cycles, and collaborate cross-functionally.
• Proficient in Salesforce, Google Workspace (G Suite), and Microsoft Office Suite.

Education

• Bachelor’s degree in Business, Marketing, Communications, Hospitality, or a related field from an accredited college or university.

Preferred

• Experience working with major global hotel groups, airlines, co-op's, tourism boards, or brand advertisers.
• Familiarity with digital sales planning and reporting tools.

Additional Requirements

• Willingness to travel 30–50%, depending on client and business needs.

What we have for you:

We take a whole-person approach to create a Sojernista Experience that allows our people to thrive, not just as employees, but as humans. As an employee of Sojern, you would benefit from this in the following ways:

• Rewards & Recognition: Competitive compensation packages. Bonusly program to reward and recognize team wins and performance, plus employees can take up to 40 hours of paid time per year to volunteer and give back to the community 
• Flexibility: Flexi-Friday benefit, hybrid or remote work options for most roles, time-zone friendly work hours with async collaboration
• Connection: Team offsites planned annually, six employee resources groups, regular virtual and in office team building events, monthly company All Hands & leadership Q&As
• Wellbeing: PTO allowance to recharge, comprehensive healthcare options, paid parental leave (16 weeks for birthing parents; 12 weeks for non-birthing parents), retirement contributions and investment options (for applicable locations), travel benefits (hotel stay benefit & IATA membership), plus mental health, wellness & financial health resources
• Growth: Learning & development stipend, mentorship program, career development programs, leadership training
• Productivity: Home office tech set up (laptop, monitor, keyboard, mouse), monthly internet and phone allowance, modern tools to communicate and collaborate (Slack, Google Suite)

Our Sojernista First workplace philosophy is designed to take a flexible approach, recognizing that the needs of our employees may differ depending on their role, team, or location. What does not differ is our focus on building genuine connections, increasing global collaboration, and providing programs, tools and resources centered around the needs and wellbeing of our employees, regardless if you are working in an office, hybrid, or fully remote.

About Sojern:

At Sojern, we believe in the power of travel as a way to bring the world together. It is that passion that drives Sojern to build smart digital solutions that help travel marketers reach travelers efficiently, and increase long-term growth, customer loyalty and profitability.

Our customers include hotels, attractions and tourism boards, and they use the power of machine learning, data science and real-time traveler data in Sojern’s products to build direct relationships with travelers across social, mobile and the web. Now, more than ever, our thousands of customers rely on Sojern to drive visits, bookings, and ticket sales by engaging with travelers as they plan their travel.

As a globally distributed company, we are headquartered in San Francisco with employees based in 14 countries and counting. Our team is passionate about travel and the core values that define our culture: Win as a Team, Embrace Inclusion, Be Genuine, Deliver Wow, and Center Around the Customer. Check out our Glassdoor reviews! #LI-LC1 #LI-Remote

Hiring Locations:

US Roles at Sojern based outside of our Omaha, NE or San Francisco, CA office can sit in any of the following states: AZ, CA, CO, CT, FL, GA, IL, IN, IA, KS, MA, MI, MN, MO, NE, NJ, NY, NC, PA, SD, TN, TX, UT, WA, and WI. Please only apply if you are able to live and work full-time in one of the states listed above. State locations and specifics are subject to change as our hiring requirements shift.

CA residents: For information on the personal information that Sojern collects when you apply for this job, and how that information is handled, please see the Sojern Privacy Policy.

This sales role follows a 60/40 base-to-variable pay structure, and the hiring range reflects total On-Target Earnings (OTE).