СШАDirector of Business Development - Airlines
5 дн. назад
190k–240k USD / годСШАDirectorHybrid
business developmentcustomer relationship managementproposal development
Lead business development to acquire new airline customers and expand commercial presence globally.
О компании
- is transforming ground handling with autonomy, redefining how airlines and ground service providers around the globe run day-to-day operations. We are a Series A company backed by top-tier venture capital investors in aviation and autonomous driving. Our customers include some of the world’s largest airlines and ground handling providers. For more information, visit.
- We are hiring a Director of Business Development to win new airline customers and expand ’s commercial presence globally. You will identify and develop opportunities, build relationships with customer decision-makers, and lead the commercial process from initial engagement through signed, funded agreements. You will work directly with ’s leadership and our Product, Engineering, Operations, Finance, and Legal teams. This is a hands-on individual contributor role. You will personally lead customer conversations, develop proposals and business cases, and manage the details required to move complex opportunities forward. You Will
- Build and execute a focused business development plan for new airline customers. Prioritize opportunities based on fleet potential, customer readiness, commercial value, and fit with ’s deployment capabilities.
- Develop new relationships and advance existing prospects through direct outreach, introductions, industry events, and customer visits.
- Build relationships across airline operations, ground support equipment, finance, procurement, and executive leadership.
- Understand customer workflows, operations, and deployment requirements. Work with internal teams to develop business cases that connect ’s solutions to measurable customer value.
- Lead proposals, paid feasibility engagements, tenders, and commercial negotiations with support from ’s leadership, Finance, and Legal. Establish a clear path from initial deployment to fleet expansion.
- Qualify funding, executive sponsorship, procurement timelines, and customer commitments early. Establish clear success criteria and commercial next steps for each engagement.
- Work with Product, Engineering, and Operations to assess technical fit, implementation effort, and delivery capacity. Align scope and timing internally before making customer commitments.
- Maintain accurate opportunity plans and forecasts, including next steps, owners, decision dates, expected revenue, and commercial risks.
Требования
- 10+ years of experience in business development, enterprise sales, or commercial roles, with direct responsibility for winning new enterprise customers.
- A track record of personally originating and closing complex agreements involving multiple stakeholders, complex buying processes, and significant implementation requirements.
- Experience navigating customer budgets, procurement processes, business cases, and contract negotiations.
- The ability to build credibility with frontline operating teams and senior executives, and lead substantive discussions about operational performance and investment decisions.
- Strong financial and commercial judgment. You can evaluate customer economics, develop an ROI case, and distinguish early interest from an opportunity with a credible path to funding.
- Exceptional written and verbal communication, including executive presentations, commercial proposals, and negotiation.
- Strong follow-through and the ability to manage several complex opportunities independently. You are comfortable personally preparing materials and handling the details needed to advance a deal.
- Willingness to travel regularly, domestically and internationally.
Другое
- Experience selling to airlines and airports, with an established network in aviation.
- Experience commercializing robotics, industrial automation, or other technology deployed in industrial operations at scale.
- VC-backed startup experience.