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About the role
Key responsibilities & impact- Own new business acquisition among small and midsize airlines across North America, running the full sales cycle—from targeted outbound and discovery through contract signature and first revenue—while building a repeatable process that scales.
- Build and qualify pipeline Develop account lists targeting North American 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 across North America.
- 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 North American hubs, cultivating local relationships and brand presence.
Requirements
What you’ll need- 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.
- 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-level executives and translate product value into business outcomes.
- Based in North America; ability to travel across North America region as needed.
Benefits
Comp & perks- Remote from North America: 100%
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
SaaS salessoftware salesnegotiationpresentationstakeholder managementbusiness acquisitionpipeline developmentcontract managementdata-driven decision makingA/B testing
Soft Skills
self-directedconsultative sellingcommunicationrelationship buildingadaptabilityproblem-solvingcollaborationleadershipstrategic thinkingcustomer success orientation