Senior Account Executive, Aerospace

Company Introduction:

Airspace is a tech-enabled freight forwarder that’s redefining how the world’s most critical packages are delivered. Headquartered in Carlsbad, California, Airspace has employees who are based around the world. Our European headquarters is in Amsterdam, The Netherlands.

As a recognized leader in AI and machine learning, our team leverages data and patented technology to coordinate logistics across a global network of drivers and airlines. Our goal is to deliver those packages that are truly mission-critical in a way that is faster, more transparent, more secure, and more accountable than ever before. The items we deliver range from organs for transplant, to parts for critical machinery including grounded aircraft and highly sensitive components such as semiconductors.  

Airspace has been rated one of America’s best Startup Employers, listed as one of CNBC’s Disruptor 50 companies, and featured as an Innovation and Disruption leader by CBS News. Airspace has the support of leading investors such as Telstra Ventures, HarbourVest Partners, Defy Partners, DBL Partners, and Scale Ventures. To date the company has raised more than $140m. 

The company is growing rapidly and serving more places around the world than ever before. We are looking for passionate, motivated individuals who want to make an IMPACT every day to help us execute on our mission of reshaping the world of time-critical logistics. 

As a Senior Account Executive - Aerospace, you will play a pivotal role in driving the growth and success of the Aerospace sector and Airspace.  Reporting directly to the Sector VP of Aerospace, your primary responsibilities will involve focused lead generation and the acquisition of new enterprise clients to achieve and exceed sales targets. 

Key Characteristics:

• Knowledge of the Aerospace industry (commercial and general aviation operators , OEMs, MROs) and key stakeholders.
• Demonstrated ability to manage complex opportunities - targeting high value prospects, uncovering challenges, creating compelling solutions, negotiating pricing tariffs and contracts.
• Thrive in a fast-paced and dynamic sales environment.
• Collaborating with cross-functional teams to ensure long-term customer success.
• Team player committed to sharing knowledge and supporting colleagues (#OneTeam)
• Ability to manage multiple high-priority initiatives while staying focused on daily responsibilities and tasks
• Strong experience selling premium solutions to global enterprise clients.  
• Our service and solutions provide long-term measurable value that benefit our customers by reducing operating expenses and saving time, while ensuring key shipments are delivered faster than our competitors.

Responsibilities:

• Manage the sales process from initial lead generation and prospecting to contract completion of new clients.
• Develop and execute comprehensive sales plans for high value prospects (HVPs) and strategic expansion opportunities within the Aerospace sector.
• Successfully navigate the discovery process to ensure clear understanding of customer’s current challenges, pain points, and drivers for making a change.
• Confirm and communicate the differentiated value of Airspace services to the customer at both the operational and business level, including return-on-investment estimates, ability to deliver business value through reference and case selling, and proof of concept engagements.
• Understand and navigate the formal and informal buying process in the customer's environment.
• Identify the customer’s key stakeholders, decision-makers, and influencers, develop strategies for each to mitigate risk and increase deal confidence, and create champions within the organization to support a purchase decision.
• Manage the contract negotiation and closing process including negotiation of terms and conditions, and procurement activities.
• Partner with the Account Management team to maximize value through higher service adoption, customer satisfaction, retention, and expansion
• Partner with Operations, Finance, Analytics and Product teams to stand up value based solutions that meet your clients’ requirements
• Clearly communicate with internal teams about account and opportunity developments.
• Develop a