Sales & Account Management Lead (Airline Solutions)

Overview

Owns the commercial relationship with airline customers, winning new business and growing existing accounts through upselling, cross-selling and renewals, with accountability focused first on Annual Contract Value (ACV) and then on revenue.

What you'll do

• Identify and qualify new-customer, upsell and cross-sell opportunities and understand customer business priorities.
• Progress opportunities from discovery and proposal through negotiation and contract closure.
• Create and update Account Development Plans aligned with Customer Success Plans.
• Organise account strategy meetings and opportunity reviews, and hold regular customer business reviews and executive discussions.
• Coordinate Pre-Sales and Strategic Sales Executive involvement in opportunities, particularly complex sales.
• Manage commercial renewals.
• Work closely with the Customer Success Manager to translate customer needs, adoption insights and value discussions into commercial opportunities, while advocating for customers internally.
• Maintain CRM records, pipeline updates, sales forecasts and internal reporting.
• Coordinate with the relevant teams on customer issues without taking over technical delivery or adoption ownership.

What you'll need

• Consultative SaaS sales, business development, opportunity qualification, strategic account planning, commercial proposal development and negotiation.
• Ability to build trusted C-level relationships, understand airline industry dynamics and customer priorities, and articulate a clear business case and customer value proposition.
• Sound financial and analytical judgement to assess commercial opportunities and support decision-making.
• Strong communication, presentation and cross-functional collaboration skills, including influencing without direct authority.
• Proficiency in CRM use for account and opportunity management, pipeline tracking, forecasting and reporting.
• Sufficient product and solution understanding to engage customers and bring in specialist expertise when needed.
• Demonstrated SaaS sales and business development capability and an understanding of the airline industry.
• Ability to build relationships with senior business decision-makers.
• Ability to identify customer needs, develop credible commercial proposals, negotiate and progress opportunities to closure.
• Ability to balance new-customer acquisition with growth and renewal of existing accounts.
• Sound financial and analytical understanding and disciplined account and pipeline management.
• Ability to work effectively with CSMs, Pre-Sales and Strategic Sales Executives.

Details

• Location: Delhi/NCR.
• Employment type: Full-time.
• Flexible working model.