Digital Sales Director

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Description
At United, we strive to provide only the best travel experiences – to our customers and our clients. Our Sales team works closely with travel agencies, United travel departments, corporate clients and more to provide phenomenal customer solutions that lead to fruitful business relationships. And through valued customer feedback, optimized partnerships, and innovative sales strategies, Sales continues to be the largest revenue-generating department at United.

Job Overview And Responsibilities
Leads the strategy, development, and execution of Worldwide Sales digital capabilities, with full accountability for core sales platforms, digital transformation initiatives, and technology driven sales effectiveness.

Owns and optimizes United’s digital sales ecosystem—including CRM, CPQ, Portal, SPM, and related platforms to maximize revenue, improve customer and partner engagement, and drive operational efficiency.

Acts as the enterprise leader for Sales digital transformation, overseeing all project management for Sales-related technology initiatives and ensuring alignment with business priorities. This includes ensuring the MD Sales Effectiveness and MDs of Field, Agency, Global & International Sales are part of the development and consultative process. To include, competitive insight, potential training needs and any business operational processes.

Serves as the expert voice on technology within Worldwide Sales, driving adoption of modern tools (AI, agents, CPQ, data fabrics and the like) to enhance sales productivity, decision-making, and customer experience, while representing United’s digital capabilities to external customers and partners. Also acts as expert in industry forums and or assigns team member to support Sales technical conversations with corporations, travel agencies and leisure agencies.

External & Internal AI And Travel Technology Thought Leadership

Serve as the expert voice within Worldwide Sales and externally

Advise senior leadership, customers, and partners on technology capabilities and opportunities

Represent United’s B2B digital strategy in customer engagements and industry forums

Translate emerging technologies into practical commercial applications

Sales Effectiveness & Innovation

Lead the development and deployment of technology enabled capabilities across Worldwide Sales

Identify and scale use cases leveraging technology including LLMs and autonomous agents

Improve seller productivity, pipeline generation, pricing optimization, and customer engagement

Identify and advocate for resigning processes using modern technology

Track and deliver measurable efficiency and effectiveness gains

Digital Platform Ownership & Strategy

Own, manage, and evolve the end-to-end Sales digital platform ecosystem, including CRM, CPQ, Sales Portal, and SPM platforms; as well as supporting and adjacent capabilities (e.g., UATP, SME marketing, and other sales-enabling tools)

Platform roadmap, prioritization, and performance outcomes

Ensure platforms deliver differentiated commercial capability, enable scalability across regions, and align with enterprise technology strategy

Ensure cross functional division input is obtained prior to prioritizing between projects

Sales Digital Transformation & Program Leadership

Lead all program and project management for Digital Technology (DT) initiatives supporting Sales

Own intake, prioritization, and execution governance for Sales DT work

Ensure delivery against timeline, budget, and business outcomes

Partner closely with Technology, Commercial, Front-Line Sales and Finance stakeholders

Worldwide Sales Technology Financing

Responsible for creating the business cases & securing the funding for Digital Technology initiatives

Responsible for tracking and reporting on KPIs used to measure the ROI of those initiatives

Qualifications
What’s needed to succeed (Minimum Qualifications)

Bachelor's degree

10+ years of relevant work experience with increasing levels of responsibility

8+ years of managerial experience

5+ years of experience, leading multi-location, remote work teams

3+ years of digital experience in airline industry as airline employee, supplier, consultant, or similar role

Significant expertise in sales solutions

Significant expertise in travel industry

Strong understanding of digital sales ecosystems and data-driven selling

Proven leadership in large-scale program and portfolio management

Strong communication and interpersonal collaboration skills

Must be legally authorized to work in the United States for any employer without sponsorship

Successful completion of interview required to meet job qualification

Reliable, punctual attendance is an essential function of the position

This role is based in Chicago and follows a hybrid work schedule

Requires up to 50% travel

What will help you propel from the pack (Preferred Qualifications)

Experience leading digital transformation at scale

Experience implementing enterprise sales solutions

Experience applying AI/ML solutions in commercial environments

Knowledge of airline/travel distribution (GDS, NDC, direct channels)

Experience with AI technologies (LLMs, SLMs, automation agents)

Strong external-facing communication and thought leadership capability

Demonstrates an understanding of the capabilities and limitations of generative AI tools and effectively leverages them to support research, analysis, content creation, and problem-solving.

Applies critical thinking to validate AI-generated outputs while adhering to organizational policies for responsible AI use, data privacy, and security

The base pay range for this role is $201,400.00 to $262,250.00.

The base salary range/hourly rate listed is dependent on job-related, factors such as experience, education, and skills. This position is also eligible for bonus and/or long-term incentive compensation awards.

You may be eligible for the following competitive benefits: medical, dental, vision, life, accident & disability, parental leave, employee assistance program, commuter, paid holidays, paid time off, 401(k) and flight privileges.

United Airlines is an Equal Opportunity Employer. We recruit, employ, train, compensate, and promote without regard to race, color, religion, national origin, gender identity, sexual orientation, disability, age, veteran status, or any other protected category under applicable law. We provide reasonable accommodations for applicants and employees with disabilities. To request an accommodation, contact JobAccommodations@united.com

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