Account Executive, Small Commercial Airlines

ForeFlight•Austin, TX

2h•$91,000 - $105,000•Remote

About The Position

We are seeking a dynamic Account Executive for our Small Commercial Airline team in the US. This role is pivotal in leading sales campaigns, building strong customer relationships, and ensuring the successful execution of Jeppesen ForeFlight strategy/goals targeting airline operators with 20 aircraft or fewer.

Requirements

1-4 years of experience in SaaS and B2B sales in the US, aviation and/or software-related fields
Proficiency and business fluency in English
Proven ability to develop and maintain ongoing customer relationships
Prior experience in the aviation industry
Excellent presentation, writing, and communication skills
Experience in prospecting, lead generation, and lead nurturing
Pipeline management, including track record of consistently attaining or exceeding quota
Pilot or aviation enthusiast

Nice To Haves

Bachelor's degree
Deep knowledge of the aviation industry with specialized knowledge of Jeppesen Foreflight solutions
Negotiation, problem solving and influencing skills
Willingness to work a flexible schedule with moderate travel requirements
Experience with Salesforce CRM is a plus

Responsibilities

Identify and cultivate leads through targeted campaigns and effective communication strategies in partnership with the Marketing organization. This candidate should excel in identifying and penetrating target prospects and demonstrate a strategic approach into breaking into new accounts and expanding our client base.
Develop and execute a sales strategy aligned to a customer’s specific set of needs or requirements. Craft strategic-specific activities, secure and manage resources, and gain appropriate management sponsorship to successfully execute in the target territory.
Collaborate with numerous internal resources to help successfully execute a sales strategy.
Partner with cross-functional teams (Solution Engineering, Marketing, Product Mgmt, Customer Success, Legal, Contracts) to drive new business acquisition while protecting existing revenue.
Initiate, maintain, and advance customer relationships to become a trusted business partner. Establish and expand a network to address customer needs, elevate our relationships, and branch out cross-functionally.
Identify and pursue both current and future business opportunities, promoting the value of JeppesenForeflight's portfolio and fostering strategic partnerships. These responsibilities will include the generation and management of an individual territory sales pipeline which will necessitate ownership of an accurate forecast that will be consulted on a weekly, monthly, and quarterly basis.
Lead the preparation of proposals, develop compelling themes and discriminators, and ensure the right resources are engaged. Lead negotiations to finalize commitments.
Lead the approval process by advocating customer requirements and presenting the business case to management to ensure high-quality deals. Balance enterprise, business unit, and customer goals to meet Long Range Business Plan (LRBP) objectives.
Responsible for at least attainment on target bookings and revenue goals as set by the business.
Act as a mentor to junior colleagues and share insights to help our business mature.
Leverage MEDDPICC and Close Plans to score and evaluate opportunities.
Research and analyze competitive landscape.