Jobs and Careers

VP, Business Development - Airline

United States - Remote, United StatesRemotefull_timeVerifiedPosted 7 Oct 2025

💰 $180,000/yr($160,000/yr – $180,000/yr)

About the role

Location: NYC Metro Area

Summary

The Vice President of Business Development, Airlines, focuses on lead generation and new client development in North America and Latin America. Responsibilities span lead generation, proposals, RFPs, GTA negotiations, and relationship management to secure new clients. Activities include cold calls, client visits, trade show attendance, participation in RFPs, and preparing business cases. The ideal candidate has consultative SaaS sales experience and is confident and customer focused.

Essential Functions: Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Sales

Understand airline customer requirements. Develop and use key airline relationships to explain API’s capabilities, efficiencies, and value proposition.
Drive lead generation for new API prospects. Run discovery sessions to confirm the need for API's solutions. Guide prospects through our SaaS and service offerings.
Lead client negotiation and contracting processes, ensuring favorable terms and alignment with organizational objectives.
Develop strategic client plans, integrating account planning frameworks and competitive battle cards to enable proactive, insight-driven client management.
Maintain healthy sales pipeline by being proactive and disciplined.
Effectively manage the solicitation of business from new and existing accounts to exceed specific individual and company revenue objectives.
Partner with marketing and sales operations to create effective presentations and proposals.
Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
Participate in key API client presentations, RFP’s and the creation of business cases and strategy.
- Learn and maintain knowledge of API’s proprietary technology and service solutions and how they serve the needs of clients and prospective clients.
- Record all opportunities and activity in the CRM.
Identify and develop new client needs and work with product to develop new solutions.

Trade Show/Summits/Media
- Represent API professionally at industry events for airlines, rail, hotels, and ground transportation companies. Contribute by speaking, authoring editorial content, and supporting public relations and marketing.

Required Skills, Education and Experience

Experience selling to commercial airlines or in a vendor role in the airline industry.
Bachelor’s degree in business administration, sales, marketing or a related field.
5+ years of B2B consultative sales experience (SaaS preferred) with a proven track record of achievement.

Strategic thinking and business acumen.
Ability to be customer focused and build strong relationships.
Demonstrated experience in client negotiation and contract management, with a focus on risk mitigation and value creation.
Exceptional verbal and written communication skills.
Persuasive presentation skills both in person or through video conferencing for both small and large audience settings.
Proficient in Microsoft Excel, Word, PowerPoint, Outlook, and social media tools such as LinkedIn.
Effectively use all available tools and methodology i.e. CRM, phone, email, and webinar and other available tools and resources to track and provide solutions to client needs, requests and overall expectations.
Ability to manage workload in a fast paced environment to meet goals and deadlines.
Results driven.
Shows attention to detail and the ability to produce high quality work.
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