Overview
The Account Executive is responsible for driving new business revenue growth across the TrustFlight's full portfolio of products and services. This is not a single-product role: you will work horizontally across Centrik, Tech Log, Smart Docs, and our services brands to identify, develop, and close opportunities with the organisations that keep aviation safe. You will own the full sales cycle - working in close partnership with our Marketing function and Sales Development team who generate and qualify pipeline, and taking that pipeline from initial engagement through discovery, solution design, negotiation, and close. This role reports to VP, Sales.
Responsibilities
* Develop and execute strategic account and territory plans to achieve and exceed revenue targets across your assigned market.
* Work closely with the Marketing and Sales Development teams, who generate and qualify inbound and outbound pipeline; take ownership of qualified opportunities and drive them through to close.
* Engage effectively with the stakeholders who drive purchasing decisions in aviation organisations - typically Directors of Safety, Heads of Compliance, Quality Managers, Continuing Airworthiness Managers, VP Operations, and senior IT leadership - building relationships that reflect an understanding of their operational world, not just their software requirements.
* Run structured, problem-led discovery conversations that get beneath the surface of what clients say they need to understand what they actually need - and why they haven't solved it yet.
* Educate prospective clients on the case for digital transformation in safety and compliance operations, challenging the status quo where organisations are still relying on legacy systems, disconnected tools, or manual and paper-based workflows.
* Deliver compelling solution presentations that articulate value in the client's language - connecting TrustFlight's capabilities to real operational risk, regulatory exposure, and efficiency outcomes.
* Pursue new business opportunities across the TrustFlight portfolio, identifying where different products and services solve client challenges individually or in combination - and positioning for platform expansion as the relationship matures.
* Collaborate closely with internal teams - Sales Development, Marketing, Product, and our services businesses - to bring the right resources to bear at the right moments in the sales cycle.
* Lead negotiations, prepare proposals, and navigate contract discussions to close deals efficiently and with integrity.
* Maintain accurate pipeline records and reliable sales forecasts in HubSpot CRM, with clear stage discipline and rigorous qualification.
* Stay informed on industry trends, regulatory developments, and the competitive landscape to identify differentiation opportunities and stay ahead of client needs.
* Represent TrustFlight at industry events, conferences, and trade shows to build presence and expand our network. This role involves regular travel to client sites and industry events.
* What Success Looks Like in this role: Building and maintaining a qualified pipeline that converts reliably to revenue, with clear visibility at every stage. Winning new aviation customers and expanding TrustFlight's presence within your market - one strong relationship at a time. Positioning TrustFlight as a strategic platform partner, not a point solution - helping clients understand the full value TrustFlight can deliver over the life of the relationship. Educating the market and challenging the status quo, particularly where organisations are still operating on legacy systems or fragmented manual processes. Being trusted by your clients to the point where they introduce you to their peers. Maintaining strong pipeline discipline and accurate forecasting, so the business can plan with confidence.
* A proven track record of meeting or exceeding new business sales targets in complex B2B environments. Typical deal values in this role range from $30K-$150K ARR; experience with larger strategic accounts and multi-year agreements is a meaningful advantage, as significant upside exists for the right opportunities.
* The ability to build trusted relationships at multiple levels of an organisation, operational, technical, and executive.
* Strong discovery, presentation, and negotiation skills; the ability to listen carefully, connect the dots, and make a compelling case for change.
* High learning agility and intellectual curiosity. The TrustFlight portfolio is broad and the industry is specialised; you will need to invest in building knowledge and you\'ll have our full support in doing so.
* A highly collaborative working style. This role sits within a team that includes Marketing, Sales Development, Product, and our services businesses, and success depends on working well with all of them.
* The gravitas to build genuine credibility with experienced aviation professionals - safety directors, accountable managers, quality leads who have high standards and limited patience for being sold at.
* Comfort with ambiguity, a long view on pipeline development, and the resilience to drive deals through extended decision processes.
* Excellent written and verbal communication in English; additional language skills are a plus.
* Willingness to travel to client meetings and industry events.
About TrustFlight and Portfolio
TrustFlight is a global provider of mission-critical digital platforms that power safety, compliance, and operational performance across aviation. Our technology helps aviation organisations manage the complex workflows required to operate safely and meet their regulatory obligations - replacing manual processes, fragmented systems, and legacy tools with connected digital operations.
* Centrik - safety, quality, and compliance management
* Tech Log - digital aircraft technical records and logbooks
* Smart Docs - controlled documentation and operational manuals
These are complemented by the specialist expertise of our aviation services businesses - Baines Simmons, Redline, and Kenyon - providing advisory, training, and operational support to organisations across the global aviation ecosystem. Together, TrustFlight enables aviation organisations to move from reactive, paper-based compliance to proactive, data-driven safety management - improving outcomes for operators, passengers, and the wider industry. Today over 200,000 users rely on TrustFlight systems daily across airlines, MROs, airports, and regulators worldwide.
* Our sales cycles are typically 6 months or longer. Discipline, patience, and consistent relationship-building are what drive success - not volume or velocity alone.
* You will be expected to develop working fluency in the TrustFlight portfolio over time. There is a meaningful learning curve, and we invest in helping you get there.
* We practice leadership at all levels, grounded in integrity, excellence, and responsibility.
* We set a high standard. We value both effort and results.
* Competitive compensation: We place huge importance on the contribution and experience you bring to the team. The actual compensation will be based on skills, qualifications, relevant experience, and work location.
* Health & Wellness: Comprehensive health benefits package including life assurance and private health insurance. Generous time off, plus an extra day off to celebrate your birthday.
* Professional Growth: As a fast-growing company, we offer incredible opportunities for career advancement and skill development.
* Invest in Your Future: Take advantage of our company contribution to pension.
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