Airlines - Software Sales

Job Title: Account Executive Location: Remote Position Type: Fulltime permanent position Responsibilities: Role Summary: 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. 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. Required Qualifications: • 7+ years of enterprise B2B sales experience, with a demonstrated track record of closing multi-stakeholder opportunities. • Direct experience selling to airlines. This is a hard requirement. You must understand airline buying process. • Proven ability to navigate complex sales cycles (6 – 9 months) involving multiple decision-makers and procurement processes. • Ability to establish and nurture senior relationships (VP-level and above) that you can engage regularly. • Strong command of consultative selling methodologies (MEDDIC, Challenger, Solution Selling, or similar). • Ability to craft and deliver executive-level presentations and business case narratives that connect operational pain points to technology solutions. • Experience working collaboratively with pre-sales, solutions architecture, and professional services teams. • Comfort operating in a fast-moving, entrepreneurial environment. • Bachelor’s degree in Business, Engineering, Aviation Management, or a related field; MBA is a plus. • Ability to travel frequently for client engagements and industry events across North America and internationally, if necessary. Key Responsibilities: • Own a named account portfolio across North America, building and executing a multi-year pipeline strategy aligned to company revenue targets. • 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. • Lead complex, consultative sales engagements end-to-end from opportunity qualification and needs discovery through solution development, proposal, commercial negotiation, and contract execution. • Collaborate with pre-sales and solutions architecture teams to design compelling, client-specific solution proposals that tie our platform capabilities to measurable business outcomes. • Build and maintain accurate pipeline forecasts in CRM; provide regular, transparent reporting on deal status, risks, and revenue projections to sales leadership. • Drive account expansion within existing clients by identifying upsell and cross-sell opportunities across Client’s full portfolio of solutions. • Represent Client at industry events, conferences, and airline forums to build market presence and generate qualified pipeline. • Maintain deep, current knowledge of the competitive landscape and articulate Client’s differentiated value clearly. • 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. Apply To this Job