Digital Portfolio Sales Director, Commercial Aviation

Jeppesen ForeFlight is seeking a Digital Portfolio Sales Director to plan, develop, and manage competitive full-cycle sales campaigns targeting the small commercial aviation segment, specifically operators with 20 aircraft or fewer. This hunting role requires proactively executing sales activities within North America, leading strategic and tactical initiatives to drive revenue growth, establish and nurture customer relationships, and position our Digital Aviation Solutions (DAS) portfolio as a trusted provider that helps customers improve operational efficiency and reduce operating costs. As a key member of the small commercial sales team, the Sales Director will provide guidance, input, and feedback to help shape and mature the territory sales strategy. The role demands a sales background, sales hunting skillset, a strategic mindset, proactivity, and the ability to navigate complex environments; it can be based anywhere in the United States, requires travel to Jeppesen ForeFlight offices and client sites as needed, and involves hybrid hours with flexibility for multiple time zones.

Position Responsibilities:

• Lead Generation:  Identify and cultivate leads through targeted campaigns and effective communication strategies in partnership with the Marketing organization.  This candidate should excel in identifying and penetrating target prospects and demonstrate a strategic approach into breaking into new accounts and expanding our client base 
• Develop and Execute Sales Strategies: Develop and execute a sales strategy aligned to a customer’s specific set of needs or requirements.  Craft strategic-specific activities, secure and manage resources, and gain appropriate management sponsorship to successfully execute in the target territory and its accounts 
• Coordinate Cross-Functionally: Collaborate with numerous internal resources to help successfully execute your sales strategy. This would include engagement with marketing, technical sales and services leads to align strategy and execution, ensuring a cohesive and coordinated go-to-market effort 
• Build and Mature Customer Relationships: Initiate, maintain, and advance customer relationships to become a trusted business partner. Establish and expand a network to address customer needs, elevate our relationships, and branch out cross-functionally
• Develop Customer Solutions: Coordinate with internal and external teams to develop segment-specific tailored solutions that provide a competitive advantage and drive business growth while meeting targeted margins
• Pipeline Management: Identify and pursue both current and future business opportunities, promoting the value of Jeppesen ForeFlight’s portfolio and fostering strategic partnerships. These responsibilities will include the generation and management of an individual territory sales pipeline which will necessitate ownership of an accurate forecast that will be consulted on a weekly, monthly, and quarterly basis 
• Proposal Preparation and Negotiation: Lead the preparation of proposals, develop compelling themes and discriminators, and ensure the right resources are engaged. Lead negotiations to finalize commitments that benefit both the customer and the company 
• Package Solutions: Coordinate the packaging of Jepessen ForeFlight and industry products and knowledge into relevant solutions that meet customer requirements 
• Be a Customer Advocate: Lead the approval process by advocating customer requirements and presenting the business case to management to ensure high-quality deals. Balance enterprise, business unit, and customer goals to meet Long Range Business Plan (LRBP) objectives 
• Quota Attainment:  Given that this is a quota-carrying role, this person will be responsible for at least attainment on target bookings and revenue goals as set by the business 
• Mentorship and Coaching: Act as a mentor to junior colleagues, provide insight in the shaping of this new team, and share insights to help our business mature 

Basic Qualifications:

• Full-cycle sales account executive experience, with a successful track record of success in hunting new logos
• Working knowledge of the aviation industry or airline experience 
• Sales Knowledge and experience working with SAAS and a B2B  environment 
• Experience in prospecting, lead generation, and lead nurturing 
• Pipeline management, including a track record of consistently attaining or exceeding quota 

Preferred Qualifications:

• Deep knowledge of the aviation industry with specialized knowledge in Jeppesen ForeFlight / Aerdata digital solutions
• Experience and use of sales tooling, including CRM (e.g. Salesforce), dashboarding, and reporting 
• Advanced negotiation, problem solving and influencing skills 
• Experience in working and negotiating with senior customer executives, including C-suite personnel 

About ForeFlight

Why You Should Join

• Medical, dental, vision insurance with Employer paid health premiums
• Open PTO Policy
• 401(k) with up to 10% company matching and immediate vesting
• 12 Weeks Paid Maternity Leave
• 4 Weeks Paid Paternity Leave
• Flight Training Rewards
• Tuition Stipend