[Hiring] Multinational Sales Director @American Express Global Business Travel

Role Description

Amex GBT is a place where colleagues find inspiration in travel as a force for good and – through their work – can make an impact on our industry. We’re here to help our colleagues achieve success and offer an inclusive and collaborative culture where your voice is valued.

Our multi-national Sales team spans several territories across Europe, each led by an experienced Sales Manager who owns a portfolio of multi-national prospects. This role is different from the rest of the team: alongside carrying your own book of business, you'll lead, coach, and develop a group of Sales Managers across the European region, and report directly to the VP. You'll be a key strategic voice at Amex GBT, recognized both as a top individual performer and as the person who helps the rest of the team perform at their best.

What we're looking for:

• This is a genuine player-coach role. You'll keep closing new business yourself — acquiring multi-national prospects across your own portfolio, representing our value proposition, and owning your individual sales cycle end to end — while also taking responsibility for the performance and development of a team of Sales Managers across Europe.

As an individual contributor, you will:

• Build and maintain strong relationships with key internal partners, while building and developing senior-level client contacts of your own.
• Build a sound set of prospects and lead your personal pipeline.
• Move your prospects through the sales cycle to closure.
• Bring exceptional relationship management and consultative sales skills to your own deals.
• Apply a sophisticated ability to synthesize client needs.

As team lead and coach, you will:

• Lead, coach, and develop a team of Sales Managers across European territories, providing hands-on mentorship on deal strategy, negotiation, and pipeline management.
• Set team-wide targets in partnership with the VP, and track performance against quota — coaching into gaps and reinforcing what's working.
• Run regular 1:1s, pipeline reviews, and deal-coaching sessions with each member of your team.
• Act as an escalation point for complex or strategic deals anywhere in the team's territories.
• Support recruitment, onboarding, and ongoing professional development for the team.
• Help enhance the sales process within Amex GBT, and share what's working across your team more broadly.
• Represent your team's collective performance and strategy to senior leadership.
• Balance your own sales quota with the time and attention a team genuinely needs from its lead.
• Work and give effectively in a team and matrixed environment, both as a contributor and as a leader.

Qualifications

• 5+ years' experience within a Travel Management Company.
• Strong travel industry reputation and knowledge (desirable).
• 5–10 years' sales experience, including sales leadership experience.
• Proven experience leading, coaching, or mentoring a sales team — ideally in a player-coach capacity, where you balanced your own quota with team leadership.
• Strong people-management skills: performance management, 1:1 coaching, and team development.
• Experience in global/multi-national sales with a strategic approach.
• Proven success selling to and winning large/multi-national accounts, with the ability to sell client-specific solutions.
• Extensive client-facing experience globally, with the ability to engage and influence at senior levels within large global organizations, and a strong understanding of how to drive and communicate client value.
• Comfortable operating across multiple European markets and working cultures.
• B2B business development and sales; executive relationship management.
• Pipeline management; sophisticated deal construction.
• Consultative problem solving; strategic business planning.
• Knowledge of and use of the Challenger sales model — and the ability to coach others in it.
• Proposal writing and negotiation skills.
• Experience implementing global expansion, with strong written and verbal communication skills for clients and internal stakeholders alike.
• Confident with Salesforce, Word, PowerPoint, Outlook, and Excel.
• Strong time management and organizational skills — this matters even more when balancing a personal quota with team leadership.
• Ability to travel up to 40% or more, given the team spans multiple European countries; virtual/remote team leadership experience is a plus.

Benefits

• Flexible benefits tailored to each country starting the day you do, including health and welfare insurance plans, retirement programs, parental leave, adoption assistance, and wellbeing resources.
• Travel perks: choice of deals each week from major travel providers on everything from flights to hotels to cruises and car rentals.
• Access to over 20,000 courses on our learning platform, leadership courses, and new job openings available to internal candidates first.
• Championing Inclusion in every aspect of our business through global INclusion Groups.
• And much more!