Overview
The Director, Business Development in Aviation Training Solutions (SaaS) is responsible for driving significant growth and expanding the market presence of our SaaS training solutions into the Aviation industry. This role develops and executes business development strategies that leverage regulatory expertise to secure new clients, increase SaaS market share in the AVSEC industry, forge strategic partnerships with government officials, and stay ahead of competitors in a rapidly evolving marketplace. The role ensures screener AVSEC SaaS products deliver high performance while meeting aviation security regulations, providing customers with compliant training and assessment solutions. The role holder brings extensive experience in screener training and assessment, a deep understanding of industry regulations, and a proven record of scaling SaaS solutions in a competitive market.
Responsibilities
* Business Development & Growth: Develop and implement a growth-focused strategy to expand SaaS revenue and market share for SaaS products. Build a robust sales strategy and pipeline to enter new markets and geographies. Identify, evaluate, and secure new business opportunities to drive rapid expansion. Launch initiatives to upsell and cross-sell SaaS solutions, capitalizing on emerging opportunities. Deliver monthly and quarterly revenue targets. Lead weekly SaaS program meetings to ensure deliverables and sustained growth. Lead initiatives that enhance customer acquisition and retention through market segmentation and competitive analysis to refine go-to-market strategies.
* Sales & Tender Management: Oversee the SaaS sales cycle from lead generation to close, consistently achieving or exceeding targets. Lead high-value deal negotiations and close complex sales cycles, building long-term, profitable customer relationships. Deliver KPIs such as lead conversion, pipeline velocity, revenue per customer, and market penetration. Lead preparation, submission, and management of competitive bids and tenders for government and regulator contracts in compliance with regulatory requirements. Collaborate to develop compelling proposals addressing business needs and regulatory mandates. Identify and secure government grants, subsidies, and funding opportunities aligned with strategic objectives.
* Regulatory & Industry Expertise: Maintain a deep understanding of the AVSEC training industry and standards, focusing on how SaaS products support customers and regulators in meeting these standards. Establish relationships with regulatory bodies and strategic partners across regulated markets (e.g., CAA, DfT, ICAO). Translate regulatory mandates into actionable training sales aligned with international best practices.
* Analytics & Data: Develop analytical reports and training analytics frameworks to measure KPIs for product adoption, customer engagement, student performance, contract expiry, and revenue forecasting/pipeline. Use data-driven insights to inform product enhancements, sales strategies, and marketing campaigns. Report performance metrics to the executive team with actionable recommendations for scaling operations and future pipeline.
* Marketing & Communications: Collaborate with marketing to design and implement integrated strategies that support business development and growth. Create and disseminate marketing content (digital campaigns, case studies, webinars, thought leadership) highlighting regulatory compliance and industry expertise. Drive brand positioning and lead generation through marketing analytics and automation tools. Represent the company at industry events as a brand ambassador.
Qualifications
* Minimum of 10 years of experience in SaaS sales and/or business development. Minimum of 5 years’ demonstrated experience in aviation security (AVSEC) training, with understanding of training industry standards, regulation, image analysis, and practices.
* Proven experience in driving significant revenue growth and expanding market share for SaaS products, particularly in regulated industries. Deep understanding of the AVSEC training industry, focusing on screener training and assessment. Proven ability to develop winning proposals and navigate compliance requirements in the public sector. Expertise in leveraging data analytics to inform strategic decision-making, optimize sales performance, and forecast revenue growth.
* Certifications in sales excellence, business development, or AVSEC industry-specific compliance are advantageous.
* Regulatory access: Able to obtain a Background Check (CRC) and Counter Terrorism Check (CTC); identity verified and right to live/work in the UK; able to obtain UK SC level security clearance (full 5-year UK background check).
Seniority level
* Director
Employment type
* Full-time
Job function
* Human Resources
Industries
* Security and Investigations
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