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.