Account Executive

This is a fully remote position, open to applicants in Kenya.

📋 Description

• Manage a designated list of target airlines within the African market.

• Conduct research on each account to identify key decision-makers and comprehend their business and technology priorities.

• Travel to airlines throughout the region to cultivate relationships with owners, executives, and commercial leaders.

• Convert relationships into qualified opportunities and product demonstrations.

• Utilize calls, emails, LinkedIn, referrals, and industry contacts to arrange meetings and maintain engagement between visits.

• Facilitate discovery conversations and align Farel’s platform with each airline’s commercial and operational requirements.

• Collaborate closely with Farel’s leadership and product teams throughout the sales journey.

• Manage each opportunity from the initial conversation through to proposal, negotiation, and final signature.

• Represent Farel at airline conferences, trade shows, and industry events.

⛳️ Requirements

• A minimum of 5 years of experience in selling complex B2B technology, including enterprise software, cybersecurity, payments, telecommunications, infrastructure, hardware, aviation technology, or other critical systems.

• Proven success in acquiring new customers through field sales, outbound prospecting, and establishing executive relationships.

• Experience in managing complex, multi-stakeholder sales processes lasting between 6 to 12 months.

• Strong field-sales background, encompassing customer visits, regional travel, and face-to-face meetings.

• Confidence in building relationships with founders, owners, and senior executives.

• Ability to grasp a technical product and articulate it as a compelling business narrative.

• Excellent follow-up skills, organizational abilities, and patience throughout lengthy sales cycles.

• Comfortable working independently and contributing to market development.

• Willingness to travel throughout Africa.

• Experience in selling to airlines, airports, travel companies, or transportation firms (preferred but not mandatory).

• Existing network within the African airline industry (preferred but not mandatory).

• Experience in selling mission-critical technology (preferred but not mandatory).

• Readiness and capacity to travel frequently across the assigned African territory, including approximately every other week during the first six months.

• At least five years of quota-carrying SaaS or software sales experience that includes outbound new-business acquisition.

• Field-sales experience that involves customer-site visits, regional travel, trade shows, or other in-person prospect interactions.

🏝️ Benefits

• Flexible remote work options.

• Opportunities for travel across Africa.

• Support from Farel’s leadership and product teams for demonstrations and technical discussions.