Enterprise Account Executive
We're hiring an experienced Enterprise Account Executive to join our team.
About AireXpert
AireXpert is tech startup in Buffalo, NY that is here to transform the way aircraft maintenance operations occur within an airline. Built exclusively for aircraft operators, our one-of-a-kind digital platform, combines project management and communications technology that connects all maintenance stakeholders and amplifies performance like never before. AireXpert is here to enhance ethical standards to the industry while providing outstanding customer service.
Our crew has gained significant traction with airline brands that you rely on to fly and we’re always giving them tools to transform how they operate. We now have a loyal customer base with high-growth opportunities ahead of us and want you to join our journey!
Key Responsibilities Include
Enterprise Account Executive
Focus: New Logo Acquisition – Mid-Market Airlines (10–150 Aircraft)
Reports to: Founder, CEO / CGO
Location: US
Travel: 30% (conference and customer-driven)
About AireXpert:
AireXpert helps airlines and aircraft operators reduce operational disruption, prevent costly delays, and improve safety & compliance by optimizing workflows and eliminating the communication breakdowns that occur during maintenance and operational events.
Built by experienced aviation professionals with firsthand operational expertise, AireXpert connects people, data, and processes across maintenance, engineering, MROs, Materials and leadership teams. Our platform helps airlines make faster decisions, maintain FAA/EASA regulatory compliance, reduce AOG/OOS duration, and protect revenue in high-stakes environments where failure is not an option.
We are VC-backed and scaling deliberately, selling into complex airline organizations across the US, LATAM and EU, and we operate with urgency, ownership, and authenticity. This is an exciting time for our company; this role will have the ear of the CEO and will be an integral part of getting the company to the next level.
Role Overview:
We are seeking a seasoned Enterprise Account Executive to win new airline logos across all types of operators, passenger (70%) and cargo (30%) in the US, EMEA & LATAM.
This is a full -ycle selling role. You will build pipeline, lead complex discovery, navigate highly regulated buying environments, run pilots, manage long sales cycles (9–15 months), and close six-figure enterprise agreements.
Success in this role requires aviation credibility, political savvy, and the discipline to keep large, multi-stakeholder deals moving without relying on inbound leads, brand recognition, or SDR support.
Key Responsibilities:
- Own the full enterprise sales cycle from prospecting through close.
- Build and execute territory plans targeting mid-market airlines with 10–150 aircraft.
- Generate pipeline through:
- Industry conferences and events (~60%)
- Targeted outreach (ABM) (~20%)
- Founder-assisted strategic selling – Channel/Referrals (~20%)
- Lead discovery and solution design across complex buying committees, including:
- Maintenance & Engineering leadership
- IT, CIO, and CISO
- Operations
- Finance / CFO
- Run a consultative, outcome-driven sales process tied to:
- Reduced AOG duration
- Faster, safer operational decision-making
- Lower labor and overtime costs
- Fewer delays, cancellations & technical disruptions
- Improved regulatory compliance
- Acquire deep product knowledge and be able to demo the system AND answer basic technical questions.
- Manage pilot projects, including defining success criteria and post-pilot expansion plans.
- Maintain disciplined forecasting, deal strategy, and CRM hygiene.
- Partner closely with the founder and C-levels on late-stage strategy, commercial discussions, and executive alignment.
- Travel to conferences, customer sites, and executive meetings as required.
What Success Looks Like (Year 1):
- $500K closed ARR Year 1 (Year 2 - $1M+ quota)
- ~5 closed deals with $100K+ ACV
- ~25 qualified enterprise opportunities built and managed
- 80%+ of revenue within the defined ICP
- Strong pipeline entering Year 2 with expansion potential
What Great Looks Like:
- You understand airline operations, maintenance environments, and regulated industries.
- You know how to keep 9–15-month enterprise deals active and progressing.
- You multi-thread naturally and never rely on a single champion.
- You can speak credibly with Maintenance leaders, IT, Security, and Finance without reverting to generic SaaS language.
- You are comfortable selling through pilot projects, security reviews, and procurement friction.
- You create momentum without waiting for marketing, inbound leads, or brand pull.
- You operate with ownership, urgency, and professional humility.
- You use AI as a productivity and analysis tool, not a crutch.
- You are an operator, not a pitch artist.
Qualifications & Requirements
Required Experience:
- 8+ years of enterprise or complex B2B SaaS selling
- Prior experience selling into:
- Airlines, aviation, MROs, or aviation-adjacent industries (required)
- Proven track record closing $100K+ ACV deals with long sales cycles
- Experience navigating regulated, safety-critical environments
- Demonstrated ability to build pipeline independently
- Strong financial, operational, and ROI-based selling skills
- Comfort operating in a scaling company where process, pricing, and messaging continue to evolve
Nice to Haves:
- Experience selling into EMEA and LATAM airline markets
- Familiarity with FAA, EASA, or equivalent aviation compliance environments
- Experience selling platforms that require change management and adoption across frontline teams
- HubSpot experience
Red Flags – Do Not Apply If…
- You rely on brand-name recognition to get meetings
- You need inbound leads or SDRs to drive pipeline
- You lead with demos instead of discovery
- You name-drop logos but can’t explain how deals were actually won
- You struggle with long, political sales cycles
- You prefer transactional velocity over enterprise rigor
- You need heavy enablement and rigid playbooks to operate
Additional Benefits:
Compensation
- 50/50 compensation plan
- Base salary: $125K–$150K (based on experience)
- OTE: ~$250K with uncapped commission
Apply Now
Benefits at a glance
At AireXpert, we’re committed to the wellbeing and success of our team. We are proud to offer benefits that help you to feel and do your best.
Time off to rest and recharge
At our company, we prioritize giving employees ample time to rest and recharge because we understand that well-rested individuals are more productive, creative, and engaged in their work. This approach not only enhances the quality of their output but also fosters a positive work environment, contributing to overall job satisfaction and employee well-being. Life is about more than work.
ESOP - Employee share ownership
At AireXpert, we embrace the Employee Stock Ownership Plan (ESOP) as it fosters a culture of ownership and commitment among employees, encouraging them to contribute more meaningfully to the company's success. By having a stake in the business, employees are more likely to be invested in its growth and performance, aligning their personal goals with the long-term objectives of the company.
Healthcare coverage
Providing healthcare coverage to employees demonstrates a company's commitment to their well-being and job satisfaction, fostering a supportive and productive work environment. We've found that it helps to attract top talent, enhance employee retention, and reduce absenteeism due to health-related issues.
401K with company match
AireXpert makes a meaningful contribution to our employees' futures by offering a robust 401(k) plan. This not only demonstrates our investment in their long-term financial security and well-being but also enhances employee satisfaction and loyalty, as they know we are equally invested in their success beyond the workplace.