Account ExecutiveRemote - candidates must be based in one of the locations listed in this posting
Own new business acquisition among small and midsize airlines across North America, running the full sales cycle-from targeted outbound and discovery through contract signature and first revenue-while building a repeatable process that scales.
Although this is a remote position, candidates must be based in one of the locations specifically listed in this posting. The geographic requirement reflects the need for frequent travel and in-person engagement with prospective airline customers throughout the assigned territory.
What you'll do- Build and qualify pipeline Develop account lists targeting North American craft outbound sequences, and represent Farel at regional aviation events to engage airline executives and commercial leaders.
- Lead consultative deals Run discovery workshops, quantify business cases, coordinate solution demos, and manage multi-stakeholder evaluations for six-figure ARR opportunities across North American.
- Drive contracts to close Own pricing, negotiation, and commercial terms, partnering with Legal and Finance to reach signature and hand-off to Customer Success.
- Refine the sales engine Instrument funnels, A/B-test outreach, and share win/loss insights with Marketing, Product, and Leadership to sharpen positioning and roadmap.
- Represent Farel in-market Act as the face of Farel at trade shows, airline forums, and partner meetings across North American hubs, cultivating local relationships and brand presence.
Requirements- Five or more years of quota-carrying SaaS or software/technology sales experience, including closing six-figure, multi-stakeholder deals.
- Demonstrated experience managing long and complex B2B sales cycles, typically lasting 6-12 months.
- Proven record of acquiring new customers through outbound prospecting and managing the full sales cycle from initial outreach through contract signature.
- Strong negotiation, presentation, and stakeholder-management skills, with the ability to engage C-level executives and translate technical product capabilities into clear business outcomes.
- A startup mindset: self-directed, data-driven, resourceful, and comfortable independently testing and refining outreach, messaging, and sales processes.
- Must be based in one of the locations listed in this posting.
- Ability and willingness to travel frequently throughout the assigned North American territory, including approximately every other week during the first six months.
Preferred Qualifications- Experience selling aviation, travel technology, or other enterprise software. Familiarity with airline systems, including PSS, DCS, revenue management, or airline distribution, is a plus.
- Previous field-sales experience involving regular customer-site visits, regional travel, industry events, and in-person relationship development.
