POSITION SUMMARY:

Magellan Jets is seeking a visionary and results-driven Executive Vice President, Sales Administration to lead and scale the company's revenue-generating engine. The EVP will serve as the senior-most sales leader in the organization, accountable for the full sales lifecycle from prospecting through renewal and expansion. This is a leadership role focused on building, coaching, and inspiring a distributed sales organization of 30+ professionals while simultaneously architecting the processes, infrastructure, and culture that allow the team to operate at peak performance. This role will not carry an active book of business. The role reports directly to the Chief Operating Officer and serves as a member of the Senior Leadership Team (SLT).

The ideal candidate brings deep expertise in high-touch, consultative selling environments, ideally in private aviation, luxury services, or premium B2B markets, and possesses the strategic acumen to influence product, pricing, marketing, and technology decisions at the executive level. This is a builder's role: the EVP will be expected to raise the bar on every dimension of the sales organization while maintaining the white-glove culture and personal relationships that define the Magellan Jets brand.

ESSENTIAL FUNCTIONS:

Revenue Leadership and Team Production:

• Own and drive the company's top-line revenue targets across jet card, charter, fractional, and membership product lines
• Establish clear individual and team production expectations for all sales professionals, including SVPs and Area Managers who carry active books of business
• Monitor performance daily, weekly, and monthly against KPIs; intervene early with underperformers and accelerate momentum with high performers
• Build a culture of accountability, urgency, and excellence that is equally comfortable closing a $500K jet card and nurturing a long-term client relationship
• Create and maintain a highly competitive, high-performance sales environment that rewards both hunter and farmer behaviors

Sales Process, Standards, and Enablement:

• Establish and enforce a consistent, scalable sales methodology across all regions, product types, and client segments
• Define standards for pipeline management, CRM hygiene, activity metrics, proposal quality, and client communication
• Implement structured onboarding and continuous training programs that compress ramp time and raise floor performance across the team
• Manage a sales training function that provides ongoing education on successful sales techniques, processes, competitive analysis, industry information, and product knowledge
• Lead regular cadences, including weekly pipeline reviews, monthly business reviews, and quarterly all-hands sales meetings
• Develop new opportunities and strategies to generate self-sourced leads and grow Magellan Jets' share of specific markets such as corporate, travel industry, sports, and family offices
• Partner with Sales Operations to build dashboards, reporting infrastructure, and predictive analytics that keep the team ahead of the number

AI, Automation, and Technology:

• Champion the adoption of AI and automation tools across the sales organization to maximize productivity, reduce administrative burden, and improve forecast accuracy
• Lead the evaluation and implementation of sales technology, including CRM enhancements, AI-assisted prospecting, automated pipeline alerts, and conversation intelligence tools
• Foster a data-driven sales culture in which every advisor is comfortable interpreting their own performance analytics and making real-time adjustments
• Partner with Sales Operations, Marketing, and IT to build automated workflows that allow advisors to spend more time selling and less time on administrative tasks
• Stay current on emerging AI applications in high-touch sales environments and continuously push the organization to adopt best-in-class solutions

Account Management and Renewals:

• Oversee the growing Account Management team responsible for jet card renewals, client retention, charter retention, and expansion revenue
• Define the structure, KPIs, and processes for Account Management to ensure renewal rates are maximized and churn is minimized
• Create a seamless handoff protocol between Sales, Client Experience, and Accoun Management to ensure continuity of the client experience
• Champion a proactive renewal cadence that identifies at-risk accounts early and equips the team to act decisively

Compensation Design and Goal-Setting:

• Partner with the COO and CFO to design, implement, and continuously refine the sales compensation plan to ensure it drives the right behaviors at every level and accounts for ongoing AI-driven automation occurring in the market
• Lead the annual goal-setting process, translating company revenue targets into individual, regional, and product-line quotas
• Ensure compensation plans are competitive, clearly understood, and structured to reward both new business acquisition and retention
• Model the financial impact of compensation plan changes and present scenarios with clear P&L implications

Cross-Functional Collaboration:

• Serve as a member of the Senior Leadership Team and the primary sales voice in executive leadership discussions, representing the sales organization's perspective on pricing, product, and client experience, and owning the management and execution of SLT deliverables
• Work closely with Marketing to align lead generation strategy with sales capacity, quality expectations, and ICP targeting, ensuring an adequate and well-qualified pipeline at all times
• Provide structured, data-driven feedback on new product development, hour bundle configurations, pricing architecture, and competitive positioning
• Collaborate with Operations, Charter, and Client Services teams to resolve escalations, improve service delivery, and build feedback loops that elevate the overall client experience
• Partner with Finance on revenue forecasting, deal desk decisions, and margin guardrails for custom pricing approvals

COMPETENCIES:

The following knowledge, skills, and abilities are required to perform the essential functions of this position and are consistent with the Magellan Jets culture:

Knowledge and Education:

• 15+ years of progressive sales leadership experience, including at least five years managing managers
• Experience leading a multi-region or geographically distributed sales organization of 25 or more team members
• Demonstrated track record of building and scaling a sales organization supporting revenues in excess of $150M
• Experience owning both new business and renewal or retention teams within the same organization
• Experience building new lead-generation channels, including self-sourced pipeline
• Bachelor's degree in business, marketing, or a related field, or an equivalent combination of education and progressive professional experience; MBA or equivalent advanced degree preferred
• Deep knowledge of consultative, high-ticket selling methodology gained in premium or luxury services or private aviation
• Private aviation industry experience (operator, broker, fractional, or jet card program), including knowledge of jet card, on-demand charter, fractional, and membership commercial models; strongly preferred
• Knowledge of sales compensation plan design and the behavioral and financial consequences of plan structure
• Knowledge of CRM architecture and the broader sales technology ecosystem, with Salesforce preferred
• Working knowledge of emerging AI and automation applications in high-touch sales environments, including AI-assisted prospecting, automated pipeline workflows, and conversation intelligence platforms
• Understanding of unit economics, margin structure, and deal-level profitability
• Experience selling to ultra-high-net-worth individuals and family offices, including familiarity with the discretion and confidentiality these clients require; preferred
• Experience operating as a player-coach in a founder-led or scaling growth company; preferred

Skills:

• Executive communication skills, both written and verbal, that are equally effective in the boardroom, on the sales floor, and one-on-one with a direct report
• Coaching and development skills, including the ability to deliver candid feedback with care in a manner that changes behavior
• Talent assessment and recruiting skills across all levels of a sales organization, from advisor through senior vice president
• Analytical and forecasting skills, including pipeline analytics, coverage ratio modeling, and quota construction
• Financial modeling skills sufficient to present compensation and pricing scenarios with clear P&L implications
• Process design and documentation skills that translate informal practice into repeatable, scalable methodology
• Facilitation skills for leading pipeline reviews, monthly business reviews, and quarterly all-hands sales meetings
• Cross-functional influencing skills, with the ability to shape product, pricing, and marketing decisions without direct authority

Abilities:

• Owns and delivers against aggressive top-line revenue targets across jet card, charter, fractional, and membership product lines
• Leads, develops, and retains high-performing managers and their teams across multiple regions
• Sets ambitious goals and creates urgency and competitive intensity without creating chaos
• Uses data to make bold decisions and to challenge conventional thinking
• Holds high performers and underperformers accountable with equal consistency and professionalism
• Balances hunting and farming priorities without allowing either to be deprioritized
• Maintains a white-glove, client-first orientation while driving significant process, system, and cultural change
• Treats the business as their own and holds themselves to the same standard to which they hold others
• Builds an organization from good to great, with the resilience and energy required in a scaling growth environment
• Sustains a regular field travel cadence, including overnight travel, to support distributed teams and client meetings

MANAGEMENT RESPONSIBILITIES

Team Structure and Scope:

• Directly manages three SVPs of Sales, each responsible for two geographic regions and their respective Area Managers and advisor teams
• Six Area Managers (one per region) reporting to the SVPs
  • 20-30 Private Aviation Advisors in field teams reporting to the Area Managers
  • Six Sales Associates reporting to the SVPs
  • Two sales support roles: Senior Manager of Sales Success and Enablement, and Sales Analyst
• Total sales organization of 30+ team members
• SVPs and Area Managers carry active books of business; the EVP, Sales Administration does not carry a book of business

Performance Management:

• Conduct regular one-on-one meetings with direct report(s) to ensure alignment on priorities, performance, and professional development.
• Lead formal performance review processes, including quarterly and annual evaluations.
• Establish clear, measurable goals and objectives aligned with departmental and organizational priorities.
• Provide ongoing coaching, mentorship, and constructive feedback to support individual growth and accountability.
• Address performance issues in a timely and professional manner, partnering with HR and senior leadership as appropriate.

Team Leadership and Oversight:

• Lead the day-to-day operating rhythm of the sales organization across all regions
• Provide day-to-day guidance, coaching, and support while remaining actively involved in execution
• Foster a collaborative, accountable, and high-performance team environment
• Ensure remote sellers receive the tools, training, support, and visibility needed to perform at the highest level, eliminating friction caused by geography

Talent Development and Onboarding:

• Attract, recruit, and onboard world-class sales talent across all levels of the organization, ensuring alignment with organizational needs and culture.
• Develop and execute structured onboarding and training plans to ensure new hires are effectively integrated and set up for success.
• Design and execute individualized development plans, structured coaching cadences, and clear career pathing at every level.
• Build a next-generation bench by identifying and developing internal candidates for Area Manager and SVP roles.

WORK ENVIRONMENT:

• Location: Monday-Thursday onsite in Quincy, MA; remote on Fridays
• Conditions: General office environment with moderate noise levels. Regular travel to field teams, aircraft, and client locations is required.

PHYSICAL DEMANDS:

• Extended periods sitting at a desk or workstation.
• Occasional walking and movement between work areas (e.g., meetings, restrooms, or kitchen).
• Repetitive hand and wrist movements via frequent typing and use of a mouse.
• Light lifting of office supplies, documents, or equipment (up to 20 lbs).
• Prolonged use of a computer screen.
• Ability to travel by commercial and private aircraft, including navigating airports and ramp areas.

POSITION TYPE AND EXPECTED HOURS OF WORK:

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