Senior Account Executive - Airline or Airline Catering

About This Role

This Senior Account Executive role involves driving 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.

Responsibilities

• 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
• 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
• 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
• 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