Associate Director, Head of Sales FlightAware (Remote)

Raytheon Technologies • Annapolis, MD

127d • $147,000 - $295,000 • Remote

About The Position

FlightAware, a leader in global aviation data and analytics, is seeking a Sales Leader to manage all Partners and Advertising Sales teams. This role is responsible for driving revenue growth across FlightAware's strategic partner ecosystem, digital advertising business, and data licensing opportunities. The ideal candidate is a proven commercial leader with deep experience in aviation, data platforms, or advertising sales, capable of building relationships, shaping strategy, and leading high-performing sales teams.

Requirements

• Typically requires a University Degree and minimum 12 years prior relevant experience or an Advanced Degree in a related field and minimum 10 years of experience.
• 10+ years of sales leadership experience, with proven success managing multi-channel B2B and advertising sales teams.
• Excellent leadership skills with a track record of developing high-performing global teams.

Nice To Haves

• Background in aviation, aerospace, data platforms, or digital advertising strongly preferred.
• Strong commercial acumen, with experience in complex deal negotiations and partner ecosystems.
• Proven ability to scale advertising revenue streams (digital, programmatic, direct).
• Strong analytical mindset with experience in sales forecasting, CRM, and data-driven decision-making.
• Exceptional communication, negotiation, and relationship-building skills at the C-suite level.

Responsibilities

• Lead and develop global Partner Sales and Advertising Sales teams, ensuring a high-performance, customer-first culture.
• Set clear objectives, KPIs, and incentive structures to align with FlightAware's revenue goals.
• Recruit, coach, and mentor top commercial talent.
• Own the commercial strategy for FlightAware's global partner ecosystem, including airlines, integrators, and resellers.
• Negotiate and manage strategic partnerships, joint go-to-market initiatives, and distribution agreements.
• Drive growth in FlightAware's data licensing and API adoption through partner channels.
• Oversee the digital advertising business across FlightAware's platforms, including programmatic and direct sales channels.
• Build relationships with aviation, travel, and lifestyle advertisers to expand advertising revenues.
• Optimize inventory, pricing, and product offerings to maximize yield.
• Deliver consistent revenue growth across partner and advertising segments.
• Implement structured sales cadences, forecasting, and pipeline management.
• Collaborate closely with Product, Marketing, and Finance to align on market needs, pricing, and product positioning.
• Serve as the executive sponsor for top-tier partners and advertisers.
• Represent FlightAware in industry forums, customer engagements, and executive briefings.
• Report regularly on performance, risks, and opportunities to FlightAware's senior leadership.

Benefits

• Medical, dental, and vision insurance
• Three weeks of vacation for newly hired employees
• Generous 401(k) plan that includes employer matching funds and separate employer retirement contribution, including a Lifetime Income Strategy option
• Tuition reimbursement program
• Student Loan Repayment Program
• Life insurance and disability coverage
• Optional coverages you can buy pet insurance, home and auto insurance, additional life and accident insurance, critical illness insurance, group legal, ID theft protection
• Birth, adoption, parental leave benefits
• Ovia Health, fertility, and family planning
• Adoption Assistance
• Autism Benefit
• Employee Assistance Plan, including up to 10 free counseling sessions
• Healthy You Incentives, wellness rewards program
• Doctor on Demand, virtual doctor visits
• Bright Horizons, child and elder care services
• Teladoc Medical Experts, second opinion program

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: Transportation Equipment Manufacturing
• Education Level: Bachelor's degree