Senior Account Executive

Accountabilities

• Own the full enterprise sales cycle, from prospecting and initial engagement to commercial negotiations and contract signature.

• Develop and execute strategic account-based sales plans targeting airlines and other relevant enterprise prospects across global markets.

• Identify, qualify, and develop new business opportunities while building and maintaining a strong pipeline of high-value deals.

• Establish and nurture relationships with executive decision-makers and key stakeholders, navigating complex airline procurement processes and organizational structures.

• Lead six- and seven-figure enterprise sales opportunities, manage commercial discussions, and drive opportunities toward successful closure.

• Develop stakeholder maps, account plans, and tailored engagement strategies to maximize growth opportunities and strengthen market presence.

• Generate new opportunities through industry networking, referrals, strategic partnerships, conferences, and trade shows.

• Collaborate with Marketing, Product Management, Customer Success, Implementation, and the founding team to coordinate resources and align solutions with customer needs.

• Ensure smooth transitions from sales to implementation and customer success, communicating customer requirements and expectations effectively.

• Represent customer and market insights internally to inform product development, commercial strategy, and sales process improvements.

• Lead by example in pipeline generation and enterprise sales execution, while mentoring junior sales colleagues and sharing best practices in account management, negotiation, and stakeholder engagement.

Requirements:

• At least 10 years of experience in enterprise B2B sales, including substantial experience selling to airlines or within the aviation industry.

• A proven track record of generating qualified pipeline through proactive prospecting and strategic account-based selling.

• Demonstrated success selling enterprise software, SaaS, or technology solutions to large, complex organizations, preferably airlines.

• Evidence of personally leading and closing enterprise deals with a combined contract value exceeding CHF 3 million, including experience managing six- and seven-figure opportunities.

• Strong understanding of airline buying processes, enterprise procurement, stakeholder management, and complex, relationship-driven sales cycles.

• Ability to independently manage strategic opportunities, develop commercial strategies, and navigate multiple decision-makers throughout lengthy sales processes.

• Excellent communication, presentation, negotiation, and relationship-building skills, supported by strong commercial awareness and business acumen.

• A proactive, resilient, and accountable mindset, with the ability to take ownership of sales targets and consistently drive opportunities forward.

• A collaborative, team-oriented approach and a genuine interest in coaching and mentoring junior commercial colleagues.

• Fluency in English; additional languages are an advantage.

• Willingness to travel up to 30% of the year for customer meetings, industry events, conferences, trade shows, and relationship-building activities.

• Strongly preferred: Direct experience selling SaaS or enterprise software to airlines, an established network within the airline industry, a deep understanding of airline operations and organizational structures, and experience adapting sales strategies to different international markets and business cultures.

Benefits:

• Fully remote working environment, offering the flexibility to work from Romania.

• Opportunity to contribute to a meaningful sustainability mission focused on reducing aviation waste, fuel consumption, operating costs, and CO₂ emissions.

• Exposure to innovative technology solutions addressing real-world challenges in the global airline industry.

• Direct collaboration with company founders and experienced professionals across Sales, Marketing, Product, Customer Success, and Implementation.

• An international and diverse team environment spanning multiple countries and encouraging collaboration, creativity, and inclusion.

• Opportunities for continuous learning, professional development, and knowledge sharing.

• The opportunity to shape enterprise sales strategy, influence commercial processes, and develop long-term relationships with global airline customers.

• A hands-on commercial leadership opportunity combining individual sales ownership with mentoring and coaching responsibilities.

• Regular opportunities for international travel and direct engagement with airline executives, industry partners, and decision-makers.

• A commitment to equal opportunity, inclusion, and a workplace where people from all backgrounds can thrive.