Account Executive, NAM

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

📋 Description

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

• Develop and qualify a sales pipeline by creating account lists, targeting North American craft outbound sequences, and representing Farel at regional aviation events to connect with airline executives and commercial leaders.

• Lead consultative sales processes by conducting discovery workshops, quantifying business cases, coordinating solution demonstrations, and overseeing multi-stakeholder evaluations for six-figure ARR opportunities across North America.

• Drive contract closures by managing pricing, negotiations, and commercial terms, collaborating with Legal and Finance to obtain signatures and transition to Customer Success.

• Enhance the sales engine by analyzing funnels, A/B testing outreach strategies, and sharing win/loss insights with Marketing, Product, and Leadership to refine positioning and product roadmap.

• Serve as Farel's representative in the market by being the face of the company at trade shows, airline forums, and partner meetings across North American hubs, building local relationships and strengthening brand presence.

⛳️ Requirements

• A minimum of 5 years of experience in quota-carrying SaaS/software sales, including the successful closing of six-figure, multi-stakeholder deals.

• Proven track record of acquiring new business in aviation, travel-tech, or other enterprise software sectors; familiarity with airline systems (PSS, revenue management, etc.) is advantageous.

• Possess a startup mindset: self-motivated, data-oriented, and comfortable with rapidly iterating outreach strategies, messaging, and processes.

• Exceptional negotiation, presentation, and stakeholder management skills, capable of engaging C-level executives and translating product value into tangible business outcomes.

• Must be based in North America and willing to travel within the North American region as required.

🏝️ Benefits

• 100% remote work from North America.