Account Executive

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

📋 Description

• Take charge of acquiring new business from small to midsize airlines throughout Latam, managing the entire sales cycle—from targeted outreach and discovery to contract signing and initial revenue—while creating a scalable and repeatable process.

• Develop and qualify a sales pipeline: Create targeted account lists for Latam, design outbound sequences, and represent Farel at regional aviation events to connect with airline executives and commercial leaders.

• Lead consultative sales processes: Conduct discovery workshops, quantify business cases, coordinate solution demonstrations, and manage evaluations involving multiple stakeholders for six-figure ARR opportunities with Latam carriers.

• Drive contracts to successful closure: Manage pricing, negotiations, and commercial terms, collaborating with Legal and Finance teams to finalize agreements and transition to Customer Success.

• Enhance the sales engine: Implement funnels, conduct A/B testing on outreach strategies, and share insights on wins and losses with Marketing, Product, and Leadership to refine positioning and future roadmaps.

• Represent Farel in the market: Serve as the face of Farel at trade shows, airline forums, and partner meetings across key Latam hubs, fostering local relationships and enhancing brand visibility.

⛳️ Requirements

• Over 5 years of experience in quota-carrying SaaS/software sales, with a proven track record of closing six-figure, multi-stakeholder deals.

• Established history of acquiring new business within the aviation, travel-tech, or other enterprise software sectors; familiarity with airline systems (PSS, revenue management, etc.) is advantageous.

• Startup mentality: self-motivated, data-oriented, and comfortable making rapid iterations on outreach, messaging, and processes.

• Exceptional negotiation, presentation, and stakeholder management abilities, capable of engaging with C-level executives and translating product benefits into tangible business results.

• Based in Latam; willingness to travel across the region as necessary.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Opportunity to work with a dynamic and innovative team.

• Access to professional development and growth opportunities.

• Flexible work environment with remote work options.