Senior Account Executive - Airline or Airline Catering

Job description

**This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Senior Account Executive – Airline or Airline Catering based in Spain.** Join a mission-driven, international team developing innovative technology to make the aviation industry more sustainable and efficient. As a Senior Account Executive, you will drive enterprise sales growth by building strategic relationships with airlines and converting complex business opportunities into long-term partnerships. You will own the entire sales cycle, from prospecting and pipeline development to executive-level negotiations and contract signature. Working closely with company founders and cross-functional teams, you will shape commercial strategies and expand the business across global airline markets. This hands-on role combines strategic account-based selling, independent decision-making, and mentoring opportunities within a collaborative environment. Your work will directly contribute to reducing food waste, operational costs, fuel consumption, and carbon emissions across the aviation industry. The position is fully remote in Europe, with regular travel to customers and industry events. ### Accountabilities: - **Strategic Enterprise Sales:** Own the complete enterprise sales cycle, from initial prospecting and opportunity qualification through stakeholder engagement, commercial negotiations, procurement, and contract signature. - Develop and execute account-based sales strategies targeting airlines and relevant aviation organizations, aligning commercial activities with business growth objectives. - Build and maintain relationships with senior executives, decision-makers, and key stakeholders across complex airline organizations. - Create strategic account plans, map stakeholder networks, and develop tailored engagement strategies to advance opportunities through lengthy enterprise sales cycles. - **Pipeline Generation and Market Development:** Proactively identify, qualify, and develop new business opportunities across global airline markets, maintaining a healthy pipeline of high-value prospects. - Generate qualified opportunities through industry networking, referrals, strategic partnerships, conferences, trade shows, and direct outreach. - Expand market presence by identifying emerging customer needs, developing new relationships, and positioning technology solutions around airline operational and commercial priorities. - **Commercial Leadership:** Lead by example through consistent pipeline generation, disciplined opportunity management, and successful execution of complex enterprise sales opportunities. - Mentor and coach junior sales colleagues, sharing best practices in enterprise selling, stakeholder engagement, account planning, and negotiation. - Contribute to deal reviews, sales strategy discussions, and the continuous improvement of commercial methodologies and processes. - **Cross-functional Collaboration:** Partner with Marketing, Product Management, Customer Success, Implementation, and company founders to coordinate resources and maximize sales effectiveness. - Translate customer requirements into actionable insights for internal teams, ensuring proposed solutions address operational challenges and business priorities. - Facilitate smooth transitions from sales to implementation and customer success, supporting long-term customer satisfaction and relationship development. - Represent customer and market perspectives internally, helping shape product direction, commercial positioning, and future growth opportunities. ## Requirements: - At least 10 years of enterprise B2B sales experience, including substantial experience selling to airlines or within the aviation industry. - Demonstrated success selling enterprise software, SaaS platforms, or technology solutions to large, complex organizations, ideally with direct experience in airline or airline catering markets. - Proven ability to independently generate qualified pipeline through strategic prospecting, account-based selling, and relationship development. - A strong record of personally leading and closing major enterprise opportunities with a combined contract value exceeding CHF 3 million, including experience managing individual six- and seven-figure deals. - In-depth understanding of airline purchasing processes, organizational structures, stakeholder dynamics, and enterprise procurement requirements. - Ability to navigate complex sales environments, build consensus among multiple decision-makers, and advance opportunities through extended sales cycles. - Excellent communication, presentation, persuasion, and negotiation skills, with confidence engaging senior executives and other high-level stakeholders. - Strong commercial and business acumen, including the ability to develop account strategies, assess opportunity potential, manage pipelines, and negotiate commercially sound agreements. - A proactive, independent, and results-oriented mindset, with a high degree of ownership, accountability, resilience, and commitment to closing business. - A collaborative approach and willingness to work closely with founders and cross-functional teams in a dynamic, international environment. - Interest in mentoring and developing junior commercial colleagues while remaining primarily focused on hands-on selling and individual sales performance. - Fluent English, both written and spoken; additional languages are an advantage. - Willingness to travel up to approximately 30% of the year for customer meetings, industry conferences, trade shows, and relationship-building activities. - **Preferred qualifications:** An established network within the airline industry, deep knowledge of airline operations, experience selling SaaS or enterprise software directly to airlines, and a track record of selling across international markets with different business cultures and purchasing practices. - Previous experience coaching or mentoring junior sales professionals is also an advantage. ## Benefits: - Fully remote working arrangement within Europe, offering flexibility in where you work. - Opportunity to contribute directly to a more sustainable aviation industry by helping reduce food waste, fuel consumption, operational costs, and CO₂ emissions. - High-impact role with direct exposure to company founders and involvement in strategic commercial decisions. - Opportunity to build and execute enterprise sales strategies with significant ownership over pipeline development and business growth. - Collaborative, international working environment with colleagues across multiple countries and functions. - Exposure to complex, high-value enterprise sales opportunities and long-term relationships with global airline customers. - Professional development through continuous learning, collaboration, and hands-on experience with innovative aviation technology. - Opportunity to mentor junior sales colleagues and contribute to the development of commercial best practices. - A culture that values initiative, accountability, creativity, collaboration, and continuous improvement. - Regular engagement with industry leaders through customer meetings, conferences, trade shows, and other networking opportunities. - Inclusive, equal-opportunity workplace committed to ensuring that people from diverse backgrounds can contribute and thrive.