Account Executive

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 based in Romania.

As a Senior Account Executive, you will drive enterprise sales growth and build strategic relationships with airlines worldwide, contributing to a more sustainable and efficient aviation industry. You will own the entire sales cycle, from identifying new opportunities and developing strategic accounts to negotiating complex deals and closing high-value contracts. Working closely with the founding team and cross-functional experts, you will help deliver innovative technology solutions that reduce food waste, operational costs, fuel consumption, and CO₂ emissions. This is a hands-on individual contributor role that combines strategic thinking, proactive pipeline generation, and commercial leadership. You will also mentor junior colleagues and contribute to the continuous improvement of sales processes. Join a fully remote, international, and collaborative environment where your expertise can make a measurable impact on the future of aviation.

Accountabilities

- Own the full enterprise sales cycle, from prospecting and initial engagement to commercial negotiations and contract signature.

- Develop and execute strategic account-based sales plans targeting airlines and other relevant enterprise prospects across global markets.

- Identify, qualify, and develop new business opportunities while building and maintaining a strong pipeline of high-value deals.

- Establish and nurture relationships with executive decision-makers and key stakeholders, navigating complex airline procurement processes and organizational structures.

- Lead six- and seven-figure enterprise sales opportunities, manage commercial discussions, and drive opportunities toward successful closure.

- Develop stakeholder maps, account plans, and tailored engagement strategies to maximize growth opportunities and strengthen market presence.

- Generate new opportunities through industry networking, referrals, strategic partnerships, conferences, and trade shows.

- Collaborate with Marketing, Product Management, Customer Success, Implementation, and the founding team to coordinate resources and align solutions with customer needs.

- Ensure smooth transitions from sales to implementation and customer success, communicating customer requirements and expectations effectively.

- Represent customer and market insights internally to inform product development, commercial strategy, and sales process improvements.

- Lead by example in pipeline generation and enterprise sales execution, while mentoring junior sales colleagues and sharing best practices in account management, negotiation, and stakeholder engagement.

• At least 10 years of experience in enterprise B2B sales, including substantial experience selling to airlines or within the aviation industry.
• A proven track record of generating qualified pipeline through proactive prospecting and strategic account-based selling.
• Demonstrated success selling enterprise software, SaaS, or technology solutions to large, complex organizations, preferably airlines.
• Evidence of personally leading and closing enterprise deals with a combined contract value exceeding CHF 3 million, including experience managing six- and seven-figure opportunities.
• Strong understanding of airline buying processes, enterprise procurement, stakeholder management, and complex, relationship-driven sales cycles.
• Ability to independently manage strategic opportunities, develop commercial strategies, and navigate multiple decision-makers throughout lengthy sales processes.
• Excellent communication, presentation, negotiation, and relationship-building skills, supported by strong commercial awareness and business acumen.
• A proactive, resilient, and accountable mindset, with the ability to take ownership of sales targets and consistently drive opportunities forward.
• A collaborative, team-oriented approach and a genuine interest in coaching and mentoring junior commercial colleagues.
• Fluency in English; additional languages are an advantage.
• Willingness to travel up to 30% of the year for customer meetings, industry events, conferences, trade shows, and relationship-building activities.
• Strongly preferred: Direct experience selling SaaS or enterprise software to airlines, an established network within the airline industry, a deep understanding of airline operations and organizational structures, and experience adapting sales strategies to different international markets and business cultures.

How Jobgether works:

We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.

We appreciate your interest and wish you the best!

Why Apply Through Jobgether?

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