Sales Manager, Aviation – North America

Spire•Boulder, CO

1d•$130,500 - $171,000•Hybrid

About The Position

Spire is seeking a self-directed, quota-carrying Sales Manager to own revenue growth for its aviation portfolio 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 maritime security, airspace security, and multi-domain awareness organizations. The role requires understanding government procurement, long sales cycles, tenders, offsets, and partner-delivered programs, and is expected to expand into integrated Aviation + Weather and Aviation + RF geolocation (RFGL) offerings. The position involves building and executing a regional territory plan, generating new business, developing partner and reseller channels, managing government procurement opportunities, and closing commercial agreements. The successful candidate will develop deep expertise in Spire’s aviation APIs, ADS-B coverage, historical flight datasets, and analytics, and will build long-term relationships with government and commercial stakeholders. The role also includes maintaining pipeline and forecasts, monitoring the market, representing Spire at relevant industry events, and collaborating across product, engineering, legal, and customer success teams. Travel of up to 50% across North America is expected. Spire operates a hybrid work model, and this position requires working in the office at least three days per week. The role offers a base salary range of $130,500–$171,000 USD, plus commission and equity participation, with benefits that vary by country of employment. 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 government customers, including positioning products as subcontracted or embedded components of partner-delivered programs.
Experience structuring and negotiating reseller or distribution agreements with data integrators and software companies.
Demonstrated track 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 into government, security, or research organizations.
Ability to grow into commercial deal cycles and a broader integrated product portfolio as territory scope evolves.
Consultative, value-based selling approach and excellent communication, presentation, and negotiation skills, including with senior stakeholders.
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 and willing to travel up to 50% across North America.
Bachelor’s degree or equivalent practical experience; a high-tech field is preferred.

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 into 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 the contractors and integrators serving them.

Responsibilities

Build and execute a North America territory plan, mapping partner ecosystems, agencies, budgets, procurement vehicles, and prime relationships.
Generate new business through outbound prospecting, disciplined qualification, and full-cycle sales execution to meet or exceed quota.
Develop and manage relationships with commercial defense contractors, systems integrators, application service providers, and data integrators, securing positions for Spire data in their programs, platforms, applications, and bids.
Build a reseller channel by structuring and negotiating reselling and distribution agreements with data integrators and software companies.
Sell directly to civil aviation authorities, ANSPs, defense and security agencies, maritime security and multi-domain awareness organizations, search and rescue organizations, transport ministries, and research institutions.
Lead responses to tenders, RFPs, and RFIs, structure deals through direct contracts and partner arrangements, and manage long, multi-stakeholder sales cycles.
Develop expertise in Spire aviation APIs, ADS-B coverage, historical flight datasets, and analytics, and communicate their value to technical and executive audiences.
Position integrated Aviation + Weather and Aviation + RFGL products as offerings expand, and relay customer demand signals to product and leadership teams.
Build trusted, long-term relationships with partner, software company, and government stakeholders.
Lead commercial negotiations on terms and pricing for government contracts, reseller and distribution agreements, and partner margins; close deals reliably.
Maintain an accurate CRM pipeline, forecast rigorously, and follow up on leads, tenders, and opportunities.
Monitor government aviation, defense, airspace, and maritime security programs, modernization initiatives, competitors, and market 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.

Benefits

Base salary plus uncapped commission and equity participation; annual equity awards are also referenced.
Vacation, sick, and personal time off; generous time-off policy.
Optional medical, dental, vision, life, and disability coverage.
401(k) plan.
Health and wellness reimbursement program, including fitness reimbursement.
Employee Stock Purchase Plan (ESPP).
Education assistance and support for professional development.
Family leave.
Employee Assistance Program (EAP).
Employee referral program.
Healthy snacks and beverages in every office.
Launch Attendance and Name Your Satellite Program (NYSP).
Local statutory benefits; specific benefits vary by country of employment.