Sales Manager, Aviation – North America

Spire•Boulder, CO

20h•Hybrid

About The Position

Spire is seeking a self-directed, quota-carrying Sales Manager to own revenue growth for its aviation portfolio and bundles across North America. The role combines selling through commercial defense contractors, systems integrators, application service providers, and data integrators with direct sales to civil aviation and defense agencies. Potential customers also include organizations focused on maritime security, airspace security, and multi-domain awareness. The role requires navigating government procurement, long sales cycles, tenders, offsets, and partner-delivered programs. The position owns territory strategy and execution, including mapping partners, agencies, budgets, procurement vehicles, and prime relationships. The successful candidate will build partner and reseller channels, sell directly to government customers, lead tender and proposal responses, and develop trusted relationships with senior stakeholders. They will become knowledgeable about Spire’s aviation APIs, ADS-B coverage, historical flight datasets, and analytics, and will help expand sales into integrated Aviation + Weather and Aviation + RF geolocation products. The Sales Manager will maintain a rigorous pipeline and forecast, monitor market and government program developments, represent Spire at industry events, and collaborate with product, engineering, legal, and customer success teams. The position is remote-first within a globally distributed team, with a requirement to work in the office at least three days per week. Travel of up to 50% across North America is expected. Access to US export-controlled software or technology may be required; Spire will arrange necessary licenses if needed.

Requirements

At least 8 years of experience in sales or business development selling data products, SaaS, or technology solutions in North America.
Proven experience selling through or alongside prime contractors, systems integrators, application service providers, resellers, or data integrators, and selling to governments; experience positioning a solution as a subcontracted or embedded component of a partner-delivered program.
Experience structuring and negotiating reseller or distribution agreements with data integrators and software companies.
Demonstrated record of consistently meeting or exceeding sales targets and quotas.
Domain fluency in aviation, aerospace, defense, maritime data, or geospatial data, or deep experience selling digital transformation and analytics to government, security, or research organizations.
Consultative, value-based selling approach and excellent communication, presentation, and negotiation skills, including effectiveness with audiences from working level to minister level.
Ability to build and maintain trusted relationships across cultures, time zones, and seniority levels.
Proficiency with sales tools such as Salesforce or a similar CRM and LinkedIn Sales Navigator.
Self-motivated, results-oriented, and able to work independently in a remote, globally distributed team.
Fluent in English.
Willingness to travel up to 50% across North America for customer meetings, partner engagement, and industry events.
Bachelor’s degree or equivalent practical experience; preferably in a high-tech field.

Nice To Haves

Background or hands-on experience in flight operations, such as airline or cargo operations, dispatch, ANSP, or military flight operations.
Experience embedding data or technology products in contractor, systems integrator, or application service provider solutions or national programs.
Experience selling weather data, forecast services, or numerical weather prediction outputs to aviation, defense, or national meteorological customers.
Familiarity with geospatial data, ADS-B, air traffic surveillance, RF geolocation and signal-interference detection, satellite data, or AI and analytics applications built on aviation and weather data.
An existing network across civil aviation authorities, ANSPs, defense ministries, maritime and airspace security organizations, or regional contractors and integrators.

Responsibilities

Build and execute a North American territory plan, mapping the contractor and integrator ecosystem, agencies, budgets, procurement vehicles, and prime relationships.
Prospect proactively, qualify opportunities, execute full sales cycles, and meet or exceed assigned quotas.
Own relationships with commercial defense contractors, systems integrators, application service providers, and data integrators, and secure opportunities to embed Spire data in their programs and bids.
Engage partners before tenders are published, secure teaming agreements, and position Spire as the data layer on recurring recompetes.
Structure and negotiate reseller and distribution agreements with data integrators and software companies.
Identify operational needs among civil aviation authorities, ANSPs, defense and security agencies, maritime security and multi-domain awareness organizations, search and rescue organizations, transport ministries, and research institutions; propose tailored Spire solutions.
Lead responses to tenders, RFPs, and RFIs, and structure deals through direct contracts, teaming agreements, reseller arrangements, and integration partnerships.
Develop expertise in Spire’s aviation APIs, ADS-B coverage, historical flight datasets, and analytics, and communicate their value to technical and executive audiences.
Position Aviation + Weather and Aviation + RFGL integrated products as the portfolio expands; capture customer demand signals and share them with product and leadership teams.
Build trusted, long-term relationships with partner executives and senior government stakeholders.
Lead commercial negotiations on terms and pricing across government contracting frameworks, reseller and distribution agreements, and partner margins.
Maintain accurate CRM pipeline records, forecast rigorously, and follow up on leads, tenders, and opportunities.
Track government aviation programs, defense, airspace and maritime security modernization, multi-domain awareness programs, competitors, and emerging opportunities.
Represent Spire at airshows, defense and security exhibitions, and ATM and ANSP forums across North America.
Collaborate with product, engineering, legal, and customer success teams to align solutions with customer requirements, including data sovereignty, security, and compliance considerations, and relay market insight to inform the product roadmap.