Account Executive

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

📋 Description

• Develop and qualify a pipeline by creating account lists focused on the Latin America and Caribbean markets, crafting outbound sequences, and representing Farel at regional aviation events to connect with airline executives and commercial leaders.

• Lead consultative sales by conducting discovery workshops, quantifying business cases, coordinating solution demonstrations, and overseeing multi-stakeholder evaluations for six-figure ARR opportunities in the Latin America and Caribbean regions.

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

• Enhance the sales process by analyzing funnels, conducting A/B tests on outreach strategies, and sharing insights from win/loss analysis with Marketing, Product, and Leadership to refine positioning and roadmap.

• Act as Farel's representative in the market by participating in trade shows, airline forums, and partner meetings across Latin America and Caribbean hubs, fostering local relationships and enhancing brand visibility.

⛳️ Requirements

• At least five years of experience in quota-carrying SaaS or software/technology sales, including the ability to close six-figure, multi-stakeholder deals.

• Proven experience in managing lengthy and complex B2B sales cycles, typically spanning 6 to 12 months.

• A successful track record of acquiring new clients through outbound prospecting and managing the comprehensive sales cycle from initial outreach to contract signing.

• Excellent negotiation, presentation, and stakeholder management skills, with the capability to engage C-level executives and translate technical product features into clear business benefits.

• A startup mentality: self-motivated, data-oriented, resourceful, and comfortable with independently testing and refining outreach, messaging, and sales processes.

• Must reside in one of the locations specified in this posting.

🏝️ Benefits

• Must reside in one of the locations specified in this posting.

• Willingness and ability to travel frequently throughout the assigned Latin America and Caribbean territory, including approximately every other week during the initial six months.