Head of Charter Sales (Barcelona/Athens/Zagreb/Marseille)

About the Role:

The job position can be located in Barcelona (Spain),  in Zagreb (Croatia),  in Athens (Greece) or in Marseille (France)

Dream Yacht Charter and Navigare Yachting are two of the world’s leading global yacht ownership and charter companies, operating across all major sailing destinations worldwide. Together, the brands offer a full range of services including yacht sales, charter holidays, yacht management, and owner services, serving a large international customer base of both first time and repeat clients.

Role Overview:

The Head of Charter Sales leads the global or regional sales function, driving charter revenue across bareboat, skippered, crewed, and cabin charter products. This role combines strategic leadership with hands-on team management, owning both the revenue targets and the client experience through the sales journey.

Key Responsibilities:

• Define and execute the annual charter sales strategy, aligned with fleet capacity, seasonal demand, and pricing structures
• Lead, coach, and develop a team of charter sales consultants and account managers
• Own the full sales pipeline — from lead generation and broker relationships through to booking conversion and post-sale follow-up
• Build and maintain relationships with key charter brokers, travel agents, tour operators, and similar partners
• Collaborate with marketing to develop campaigns, promotions, and early booking incentives that drive occupancy
• Monitor KPIs: occupancy rates, revenue per available week, conversion rates, average booking value, and repeat client rate
• Manage the annual sales budget and provide accurate forecasting to senior leadership
• Represent the company at boat shows, trade events, and industry conferences
• Work closely with the base operations and fleet teams to align availability, boat readiness, and client expectations
• Identify new market opportunities — geographic expansion, new customer segments (e.g. non-sailors, corporate), or new charter formats (cabin charters, liveaboard, flotilla)
• Use CRM tools to manage the pipeline and ensure high-quality client data and reporting

Requirements and Qualifications:

• • 15+ years of sales experience, with at least 5 in a leadership role
  • Deep knowledge of the yacht charter industry — products, seasonality, pricing, and broker ecosystem
  • Proven track record of meeting or exceeding revenue targets
  • Strong people management skills with experience building and motivating sales teams
  • Commercial mindset with the ability to analyze data and translate it into action
  • Excellent communication and relationship-building skills — comfortable with both high-net-worth clients and trade partners
  • Sailing knowledge or personal sailing experience is a significant advantage
  • Proficiency in CRM systems (HubSpot or similar) and reporting tools
  • Fluency in English required; additional languages (French, German, Spanish) a plus

Nice to have:

• Experience in luxury travel, adventure tourism, or experiential hospitality
• Existing network within the charter broker community
• Familiarity with yacht ownership/management programs as an adjacent revenue stream