Aviation Specialist - Sales

<p><strong>Job Title: </strong>Account Executive – Airlines Software Sales</p><p><strong>Location:</strong> Remote</p><p><strong>Position Type:</strong> Fulltime permanent position</p><p><br></p><p><strong>Responsibilities:</strong></p><p>Role Summary:</p><p>We are looking for an Account Executive to drive new business and expand existing relationships across the North American airline and travel organizations. This is a consultative, enterprise B2B sales role.</p><p>You will own the full sales motion: identifying and qualifying opportunities, building relationships with C-suite and VP-level buyers, crafting solution narratives that map our capabilities to real operational problems, and leading commercial negotiations through to close. You will work closely with our pre-sales, solutions architecture, and delivery teams to ensure success.</p><p><br></p><p>Required Qualifications:</p><ul><li>7+ years of enterprise B2B sales experience, with a demonstrated track record of closing multi-stakeholder opportunities.</li><li>Direct experience selling to airlines. This is a hard requirement. You must understand airline buying process.</li><li>Proven ability to navigate complex sales cycles (6 – 9 months) involving multiple decision-makers and procurement processes.</li><li>Ability to establish and nurture senior relationships (VP-level and above) that you can engage regularly.</li><li>Strong command of consultative selling methodologies (MEDDIC, Challenger, Solution Selling, or similar).</li><li>Ability to craft and deliver executive-level presentations and business case narratives that connect operational pain points to technology solutions.</li><li>Experience working collaboratively with pre-sales, solutions architecture, and professional services teams.</li><li>Comfort operating in a fast-moving, entrepreneurial environment.</li><li>Bachelor’s degree in Business, Engineering, Aviation Management, or a related field; MBA is a plus.</li><li>Ability to travel frequently for client engagements and industry events across North America and internationally, if necessary.</li></ul><p><br></p><p>Key Responsibilities:</p><ul><li>Own a named account portfolio across North America, building and executing a multi-year pipeline strategy aligned to company revenue targets.</li><li>Develop and maintain senior-level relationships (C-suite, VP Operations, CIO, CDO, COO) across target accounts, positioning Client as a trusted transformation partner; not just a vendor.</li><li>Lead complex, consultative sales engagements end-to-end from opportunity qualification and needs discovery through solution development, proposal, commercial negotiation, and contract execution.</li><li>Collaborate with pre-sales and solutions architecture teams to design compelling, client-specific solution proposals that tie our platform capabilities to measurable business outcomes.</li><li>Build and maintain accurate pipeline forecasts in CRM; provide regular, transparent reporting on deal status, risks, and revenue projections to sales leadership.</li><li>Drive account expansion within existing clients by identifying upsell and cross-sell opportunities across Client’s full portfolio of solutions.</li><li>Represent Client at industry events, conferences, and airline forums to build market presence and generate qualified pipeline.</li><li>Maintain deep, current knowledge of the competitive landscape and articulate Client’s differentiated value clearly.</li><li>Serve as the voice of the customer internally, conveying market feedback to product, delivery, and leadership teams to shape roadmap priorities and go-to-market strategy.</li></ul>