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About the role
- Build and qualify pipeline Develop account lists targeting local and regional carriers, craft outbound sequences, and represent Farel at regional aviation events to engage airline executives and commercial leaders.
- Lead consultative deals Run discovery workshops, quantify business cases, coordinate solution demos, and manage multi-stakeholder evaluations for six-figure ARR opportunities — adapting your approach to local enterprise buying processes and multi-stakeholder decision-making dynamics.
- Drive contracts to close Own pricing, negotiation, and commercial terms, partnering with Legal and Finance to reach signature and hand-off to Customer Success.
- Refine the sales engine Instrument funnels, A/B-test outreach, and share win/loss insights with Marketing, Product, and Leadership to sharpen positioning and roadmap.
- Represent Farel in-market Act as the face of Farel at trade shows, airline forums, and partner meetings across key aviation hubs, building long-term relationships and brand presence in the market.
Requirements
- 5+ years of quota-carrying SaaS/software sales experience, including closing six-figure, multi-stakeholder deals.
- Demonstrated record of new business acquisition in aviation, travel-tech, or other enterprise-software domains; familiarity with airline systems (PSS, revenue management, etc.) is a plus.
- Fluent **Japanese** and English (both required); ability to conduct executive-level conversations, presentations, and contract negotiations in both languages.
- Strong understanding of the local aviation market and enterprise sales environment.
- Startup mindset: self-directed, data-driven, and comfortable iterating quickly on outreach, messaging, and process.
- Strong negotiation, presentation, and stakeholder-management skills, able to engage C-suite and operational leadership across multiple internal stakeholders.
- **Based in Japan;** ability to travel domestically and regionally as needed.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
SaaS salessoftware salesnegotiationpresentationstakeholder managementbusiness acquisitioncontract negotiationdata-driven decision makingA/B testingpipeline management
Soft Skills
consultative sellingself-directedadaptabilityrelationship buildingcommunicationexecutive-level conversationteam collaborationproblem-solvingstrategic thinkingcustomer success orientation