• 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.