Director of Business Development — Airlines

AeroVect • New York, NY

9d

About The Position

AeroVect is hiring a Director of Business Development to win new airline customers and expand its commercial presence globally. The role identifies and develops opportunities, builds relationships with customer decision-makers, and leads the commercial process from initial engagement through signed, funded agreements.

This is a hands-on individual contributor role working directly with AeroVect’s leadership and Product, Engineering, Operations, Finance, and Legal teams. The Director personally leads customer conversations, develops proposals and business cases, and manages the details required to move complex opportunities forward.

Requirements

• 10+ years of experience in business development, enterprise sales, or commercial roles, with direct responsibility for winning new enterprise customers.
• A track record of personally originating and closing complex agreements involving multiple stakeholders, complex buying processes, and significant implementation requirements.
• Experience navigating customer budgets, procurement processes, business cases, and contract negotiations.
• Ability to build credibility with frontline operating teams and senior executives, and lead substantive discussions about operational performance and investment decisions.
• Strong financial and commercial judgment, including the ability to evaluate customer economics, develop an ROI case, and distinguish early interest from opportunities with a credible path to funding.
• Exceptional written and verbal communication, including executive presentations, commercial proposals, and negotiation.
• Strong follow-through and ability to independently manage several complex opportunities, personally preparing materials and handling the details needed to advance a deal.
• Willingness to travel regularly, domestically and internationally.

Nice To Haves

• Experience selling to airlines and airports, with an established network in aviation.
• Experience commercializing robotics, industrial automation, or other technology deployed in industrial operations at scale.
• VC-backed startup experience.

Responsibilities

• Build and execute a focused business development plan for new airline customers, prioritizing opportunities based on fleet potential, customer readiness, commercial value, and fit with AeroVect’s deployment capabilities.
• Develop new relationships and advance existing prospects through direct outreach, introductions, industry events, and customer visits.
• Build relationships across airline operations, ground support equipment, finance, procurement, and executive leadership.
• Understand customer workflows, operations, and deployment requirements, and work with internal teams to develop business cases connecting AeroVect’s solutions to measurable customer value.
• Lead proposals, paid feasibility engagements, tenders, and commercial negotiations with support from AeroVect’s leadership, Finance, and Legal, establishing a clear path from initial deployment to fleet expansion.
• Qualify funding, executive sponsorship, procurement timelines, and customer commitments early; establish clear success criteria and commercial next steps for each engagement.
• Work with Product, Engineering, and Operations to assess technical fit, implementation effort, and delivery capacity, and align scope and timing internally before making customer commitments.
• Maintain accurate opportunity plans and forecasts, including next steps, owners, decision dates, expected revenue, and commercial risks.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed