Director of 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’re hiring a Mid-Market Sales Director to own team revenue for a fast-growing, multi-product motion (core platform + add-ons like Sites, payments, APIs). You’ll build a high-performance culture across inbound and outbound, raise deal quality, and partner cross-functionally to unblock product/pricing needs. This is a hands-on leadership role: forecast rigor, pipeline hygiene, coaching, and deal strategy are table stakes.

Reports to: Senior Director of Sales (NORAM)
Direct reports: 8 Sales Managers

What you’ll do here:

• Hit the number: Own quarterly Closed Business (CB) targets for mid-market; deliver accurate weekly and monthly forecasts with clear upside/commit risk.
• Lead & develop the team: Hire, onboard, and coach Sales Managers/AEs; institute a consistent operating rhythm (1:1s, pipeline reviews, call coaching, deal inspections).
• Elevate execution:
  
• Drive KPIs across the funnel (dials/quality conversations, demos, time-to-live/realization).
• Enforce activity quality (e.g., demo set → demo held, show rate, AE acceptance) not just volume.
• Build a prospecting culture with focused call blocks and targeted sequencing.
• Multi-product attach: Increase attach of value-add products (e.g., Websites/Sites, payments, add-ons) with simple talk tracks, proof points, and offer strategy.
• Deal strategy & pricing: Guide complex negotiations (multi-site, multi-region, seasonality); partner with Pricing/RevOps on guardrails, discounts, and business cases.
• Pipeline quality: Improve source mix, coverage, and velocity; ensure late-stage opportunities meet exit criteria (true 100% confidence rules, mutual close plans).
• Cross-functional leadership: Work with Marketing/SDR for targeted pipeline, with Onboarding/PayOps for smooth go-lives, with Product for roadmap signals, and with CS on expansion paths.
• Process & tooling: Level up CRM hygiene and forecasting (Salesforce/HubSpot/Close), implement MEDDICC/SPICED or similar, and standardize mutual action plans.
• Performance management: Recognize top talent; address underperformance with clear PIPs and coaching plans tied to metrics and behaviors.
• Market intel: Feed competitive and product insights back to Product/Marketing; equip the team with objection handling and win stories by vertical.

• ≥100% team CB attainment, with consistent, ±10% forecast accuracy.
• Higher realization: Time-to-live and 90-day revenue realization measurably improved.
• Healthier funnel: +X% more quality conversations; +Y% demo-to-won conversion; reduced slip/“last-week” risk.
• Attach growth: Clear lift in Sites/payments attach for mid-market wins.
• Stronger team: Bench built; ramp productivity at or above plan; top/bottom quartile gaps narrowed through coaching.

Requirements:

• 5+ years of Sales Management Experience and related industry experience
• A track record of accurate forecasting, deal inspection, and improving conversion across the funnel.
• Strong coaching muscle: call reviews, talk tracks, objection handling, and structured development plans.
• Comfort with pricing & packaging trade-offs, seasonality, and building business cases.
• CRM discipline (Salesforce/HubSpot/Close) and a sales methodology (MEDDICC/SPICED/Challenger).
• Cross-functional chops: working with Product, Marketing, Enablement, RevOps, and Implementation.
• Clear, concise communication; executive presence with customers and internally.
  

• Experience in travel/experiences, ticketing, payments, POS, or marketplaces.
• Leading multi-product sales and launches (e.g., site/SEO, payments, kiosks, APIs).
• Building teams across multiple geographies or languages.
  

• High-trust, high-accountability culture with transparent metrics and feedback.
• Regular onsite/virtual enablement; occasional customer/industry travel (≈10–20%).

Benefits 

• Medical, dental + vision coverage
• 26 vacation days, 10 sick days & 12 paid holidays per year
• 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
• Wellness benefits (Headspace subscription & wellness webinars)   
• Work-from-home assistance
• Hybrid friendly
• Paid volunteer hours

Salary Range: Earning Potential: $225,000 (Base Salary of $110,000-$120,000)

Application Deadline: December 3, 2025

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

At FareHarbor, we believe making experiences better for everyone starts with fostering a workplace where every voice is heard and everyone is empowered to thrive. We’re committed to inclusion, welcoming all qualified job seekers to apply and join our ‘ohana.

FareHarbor is an equal opportunity employer in accordance with all applicable federal, state and local laws. We do not discriminate on the basis of race, color, religion, gender, gender identity, sex, sexual orientation, national origin, disability, age, or veteran status, or any other classification protected by federal, state, or local law. If you need adjustments during the application or interview process, or on the job, we’re here to support you. Please reach out to your recruiter to request any accommodations.

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Any offer of work (e.g. employment, assignment) will be subjected to the successful completion of pre-employment screening.