Senior Account Executive

Overview

This role is for a Senior Account Executive based in Ireland focused on spearheading strategic enterprise sales within the aviation sector. The successful candidate will play a vital role in helping airline customers adopt advanced technological solutions aimed at fostering sustainability in aviation. Being a high-impact individual contributor, you will oversee complex sales cycles from prospecting to contract finalization, engage with senior decision-makers, and mentor junior sales team members.

Key Responsibilities

• Manage the entire enterprise sales lifecycle—from initial outreach to contract completion.
• Design and implement targeted account-based strategies aimed at airlines and key strategic clients.
• Source, qualify, and nurture new business opportunities in global airline markets.
• Cultivate and sustain a robust sales pipeline via proactive prospecting, networking, industry events, referrals, and partnerships.
• Forge trusted relationships with senior executives, creating thorough stakeholder maps and tailored engagement plans.
• Develop and update strategic account plans aligning with clients' needs and commercial goals.
• Lead intricate negotiations involving six- and seven-figure deals and manage enterprise procurement protocols.
• Navigate complex stakeholder ecosystems independently while coordinating internal resources throughout the sales process.
• Collaborate closely with Marketing, Product, Customer Success, Implementation, and leadership to ensure client requirements are met effectively.
• Support smooth transitions from sales to implementation and client success teams.
• Represent customer interests internally by providing market insights influencing commercial and product strategies.
• Mentor junior sales representatives and contribute to deal analysis, account planning, sales tactics, and enhancing commercial workflows.
• Exemplify strong pipeline building, disciplined opportunity management, and effective execution in enterprise sales.

Requirements

• At least 10 years of progressive enterprise B2B sales experience, including significant exposure selling to airlines.
• Proven ability to drive pipeline creation through strategic account-based selling.
• Successful history selling enterprise software, SaaS, or relevant technology solutions to major airline clients.
• Track record of individually handling and closing deals with a total contractual value exceeding CHF 3 million.
• Experience managing complex six- and seven-figure sales opportunities.
• Strong grasp of airline procurement processes, stakeholder management, and purchasing procedures.
• Capability to independently advance complex sales while managing multiple internal and external stakeholders.
• Outstanding communication, negotiation, presentation, and relationship-building skills.
• Robust commercial insight with the ability to align customer challenges to business value.
• High levels of accountability, resilience, and confidence in handling extended and complex sales cycles.
• Collaborative team player eager to share knowledge and support the commercial team.
• Passion for developing junior sales personnel through mentoring.
• Existing industry contacts or a strong professional network within airlines is highly advantageous.
• Comprehensive understanding of airline operations and internal organizational structures is highly preferred.
• Experience in selling across diverse international markets with an ability to adapt strategies to various regional cultures and buying behaviors is a plus.
• Fluency in English is mandatory; additional language skills are beneficial.
• Willingness to travel internationally up to 30% annually for client engagements, conferences, and networking.

Benefits and Work Environment

• Work remotely with an international, multicultural team.
• Engage in mission-driven work aimed at cutting food waste, fuel usage, costs, and carbon emissions within aviation.
• Influence technological adoption that supports sustainable aviation practices.
• Collaborate closely with company founders and senior leadership.
• Access continuous learning and enterprise sales development opportunities.
• Experience an inclusive, collaborative culture embracing creativity, diversity, and teamwork.
• Frequent opportunities for face-to-face customer interaction, industry events, and global networking.
• Further details on remuneration and perks provided during recruitment stages.
• Recruitment involves recruiter screening, hiring manager and technical interviews, followed by founder and peer discussions.

Additional Information

This job posting is managed on behalf of a partner company who is responsible for application processing and next steps. The hiring process is assisted by AI tools for screening and shortlisting candidates, though final decisions are made by humans. Applicants' personal data is handled under applicable data protection laws including GDPR, with options available to exercise data rights.