The Account Executive will lead new business acquisition for Farel's airline operating system across Australia, New Zealand, and the Pacific. This role involves managing the full sales cycle from outbound prospecting to contract close, building scalable processes, and representing Farel at regional industry events.
What You'll Do
- Build and qualify pipeline by developing account lists targeting Australian and Pacific carriers
- Craft outbound sequences to engage airline executives and commercial leaders
- Represent Farel at regional aviation events
- Lead consultative deals through discovery workshops
- Quantify business cases for potential clients
- Coordinate solution demos
- Manage multi-stakeholder evaluations for six-figure ARR opportunities across Australia, NZ, and Pacific Island carriers
- Drive contracts to close by owning pricing, negotiation, and commercial terms
- Partner with Legal and Finance to reach contract signature and hand-off to Customer Success
- Refine the sales engine by instrumenting funnels
- A/B-test outreach strategies
- Share win/loss insights with Marketing, Product, and Leadership to improve positioning and product roadmap
- Represent Farel in-market at trade shows, airline forums, and partner meetings across Sydney, Melbourne, Auckland, and key Pacific hubs
- Cultivate local relationships and brand presence in the region
What We're Looking For
- 5+ years of quota-carrying SaaS/software sales experience
- Experience closing six-figure, multi-stakeholder deals
- Demonstrated record of new business acquisition in aviation, travel-tech, or other enterprise-software domains
- Startup mindset: self-directed, data-driven, and comfortable iterating quickly on outreach, messaging, and process
- Strong negotiation, presentation, and stakeholder-management skills
- Ability to engage C-level executives and translate product value into business outcomes
- Based in Sydney
- Ability to travel across Australia, NZ, and the Pacific region as needed
Nice to Have
- Familiarity with airline systems (PSS, revenue management, etc.)
Work Mode
- 100% remote from Australia, with ability to travel as needed
- Locations include Sydney, Melbourne, Auckland, and Pacific hubs
