Sales Manager, APAC

Iridium Satellite•McLean, VA

6d•Hybrid

About The Position

Aireon is seeking an experienced aviation sales professional to own regional commercial outcomes for Aireon Surveillance data and derived products in APAC. This individual contributor role involves defining and executing account and campaign strategy, leading complex pursuits with ANSPs and other aviation stakeholders, and shaping market adoption. The position requires sound judgment in ambiguous situations, trusted relationships with technical and executive audiences, and consistent delivery of bookings, pipeline, and forecast discipline in long-cycle sales environments. The Sales Manager owns the APAC commercial plan, including annual and multi-year planning, segmentation, target account strategy, and regional go-to-market priorities aligned with global commercial strategy. The role leads end-to-end enterprise and government sales cycles, coordinates cross-functional pursuit teams, and serves as a senior Aireon spokesperson in APAC. It may also provide functional leadership and coaching to regional commercial resources. The position primarily works in an office setting and is largely sedentary, with most work performed using a computer and basic office equipment. Under Iridium’s Hybrid Work Policy, employees are expected to work at least four days per week in an Iridium office. Travel of up to 50% is required.

Requirements

At least 8 years of progressive sales experience in the aviation industry, including enterprise and/or government sales in the APAC region.
Demonstrated success owning regional bookings or revenue targets, building pipeline, and delivering forecast accuracy in long-cycle, multi-stakeholder environments.
Proven ability to build deep, trusted relationships with senior stakeholders across ANSPs, airlines, and/or governmental aviation bodies.
Strong working knowledge of aviation/ATM concepts such as ATC, ATFM, and CNS, and ability to translate technical capabilities into customer outcomes and business value.
Experience leading complex procurement processes, including RFP/RFI response leadership, negotiation coordination, and internal approval navigation.
Excellent communication and executive presence, including the ability to deliver workshops and briefings and represent Aireon externally.
Ability to prioritize independently, exercise sound judgment in ambiguity, and coordinate cross-functional teams to deliver outcomes.
Bachelor’s degree in business, Engineering, Aviation Management, or a related field, or equivalent relevant experience in lieu of a degree.

Nice To Haves

Working knowledge of APAC aviation procurement norms and contracting practices with ANSPs and government agencies.
Proficiency with Salesforce, including pipeline management, forecasting, and reporting discipline.
Experience establishing regional sales operating rhythms, playbooks, and scalable processes.
Demonstrated ability to influence cross-functional priorities across Product, Marketing, Legal/Contracts, and Operations to win and deliver strategic customer outcomes.
Experience selling data products, analytics, and/or innovative business models in regulated or government markets.

Responsibilities

Own the APAC commercial plan, including annual and multi-year planning, segmentation, target account strategy, and regional go-to-market priorities aligned with global commercial strategy.
Lead end-to-end enterprise and government sales cycles with ANSPs and aviation stakeholders, from opportunity identification and qualification through solution shaping, proposal development, negotiation coordination, contracting, and close.
Be accountable for APAC bookings and revenue targets, pipeline health, and forecast accuracy; establish and maintain a cadence for regional performance reviews and reporting.
Navigate governmental organizations and procurement environments, building relationships across operational, technical, procurement, legal, and executive stakeholders.
Structure and lead pursuit teams for strategic opportunities, including RFI/RFP/RFQ responses, stakeholder mapping, pursuit strategy, and executive engagement plans, in partnership with internal subject-matter experts.
Serve as a senior Aireon spokesperson in APAC, shape market understanding of Aireon’s value proposition, and coordinate internal executive alignment for high-impact pursuits and escalations.
Partner with Marketing to define APAC positioning, messaging, campaigns, and event strategy; represent Aireon at industry forums, conferences, and executive briefings.
Partner with Product Management to translate APAC customer requirements, regulatory dynamics, and competitive insights into recommendations for roadmap, packaging, and commercialization.
Establish and improve sales processes, playbooks, and best practices, including account planning, qualification standards, and win/loss reviews.
May provide functional leadership and coaching to regional commercial resources, reinforcing consultative selling, stakeholder management, and forecasting discipline.
Travel up to 50%.