Sales Manager, Aviation – North America

Spire•Washington, DC

1d•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 a partner ecosystem—including 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 position requires building a regional business across government procurement environments, long sales cycles, tenders, offsets, and partner-delivered programs. The successful candidate will establish Spire as a trusted aviation data partner and, as the portfolio expands, grow into selling integrated Aviation + Weather and Aviation + RF geolocation signal-interference products. The role operates with significant regional autonomy and involves close collaboration with product, engineering, legal, and customer success teams. Spire describes its work model as hybrid and requires this position to be in the office at least three days per week. The role requires travel of up to 50% across North America. Access to US export-controlled software or technology may be required; Spire will arrange necessary licenses if needed.

Requirements

At least 8 years of sales or business development experience 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 embedding solutions in partner-delivered programs.
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.
Ability to grow into commercial deal cycles and a broader integrated product portfolio as territory scope evolves.
Consultative, value-based selling approach and strong 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 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 regional contractors and integrators.

Responsibilities

Build and execute a North America territory plan, mapping partner ecosystems, agencies, budgets, procurement vehicles, and prime relationships, and prioritizing high-potential opportunities.
Meet and exceed assigned sales quotas through outbound prospecting, qualification, and full-cycle sales execution.
Develop and manage relationships with commercial defense contractors, systems integrators, application service providers, and data integrators; win positions for Spire data in their programs, platforms, applications, and bids.
Engage partner bid teams before tenders are published, secure teaming agreements, and position Spire as a recurring default data provider.
Structure and negotiate reseller 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 tender, RFP, and RFI responses, structure direct and partner-based deals, and manage long, multi-stakeholder sales cycles.
Develop expertise in Spire aviation APIs, ADS-B coverage, historical flight datasets, and relevant applications; communicate product value to technical and executive audiences.
Position integrated Aviation + Weather and Aviation + RFGL products as offerings expand, qualify customer demand, and share feedback with product and leadership teams.
Build long-term relationships with partner executives and senior government stakeholders.
Lead commercial negotiations on pricing, terms, partner margins, reseller agreements, and distribution agreements, and close deals.
Maintain an accurate CRM pipeline, forecast rigorously, and follow up on leads, tenders, and opportunities.
Track government aviation programs, defense and security initiatives, modernization programs, competitors, and emerging opportunities to inform strategy and develop demand ahead of tenders.
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 needs, including data sovereignty, security, and compliance considerations, and relay market insight to product teams.

Benefits

Competitive compensation: base salary plus uncapped commission and equity participation.
Generous time off and local statutory benefits; specific benefits vary by country of employment.
Support for professional development.
Name Your Satellite Program (NYSP).
Launch Attendance.
Education Assistance Program.
Employee Assistance Program (EAP).
Employee Stock Purchase Program (ESPP).
Family Leave.
Fitness Reimbursement.
Employee Referral Program.
Healthy snacks and beverages in every office.