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Senior Account Executive, Aerospace

Airspace

Airspace

Sales & Business Development
Carlsbad, CA, USA
Posted on Friday, March 15, 2024

Company Introduction:

Airspace is a tech-enabled freight forwarder that’s redefining how the world’s most critical packages are delivered. Headquartered in Carlsbad, California, Airspace has employees who are based around the world. Our European headquarters is in Amsterdam, The Netherlands.

As a recognized leader in AI and machine learning, our team leverages data and patented technology to coordinate logistics across a global network of drivers and airlines. Our goal is to deliver those packages that are truly mission-critical in a way that is faster, more transparent, more secure, and more accountable than ever before. The items we deliver range from organs for transplant, to parts for critical machinery including grounded aircraft and highly sensitive components such as semiconductors.

Airspace has been rated one of America’s best Startup Employers, listed as one of CNBC’s Disruptor 50 companies, and featured as an Innovation and Disruption leader by CBS News. Airspace has the support of leading investors such as Telstra Ventures, HarbourVest Partners, Defy Partners, DBL Partners, and Scale Ventures. To date the company has raised more than $140m.

The company is growing rapidly and serving more places around the world than ever before. We are looking for passionate, motivated individuals who want to make an IMPACT every day to help us execute on our mission of reshaping the world of time-critical logistics.

As a Senior Account Executive - Aerospace, you will play a pivotal role in driving the growth and success of the Aerospace sector and Airspace. Reporting directly to the Sector VP of Aerospace, your primary responsibilities will involve focused lead generation and the acquisition of new enterprise clients to achieve and exceed sales targets.

Key Characteristics:

  • Knowledge of the Aerospace industry (commercial and general aviation operators , OEMs, MROs) and key stakeholders.
  • Demonstrated ability to manage complex opportunities - targeting high value prospects, uncovering challenges, creating compelling solutions, negotiating pricing tariffs and contracts.
  • Thrive in a fast-paced and dynamic sales environment.
  • Collaborating with cross-functional teams to ensure long-term customer success.
  • Team player committed to sharing knowledge and supporting colleagues (#OneTeam)
  • Ability to manage multiple high-priority initiatives while staying focused on daily responsibilities and tasks
  • Strong experience selling premium solutions to global enterprise clients.
    • Our service and solutions provide long-term measurable value that benefit our customers by reducing operating expenses and saving time, while ensuring key shipments are delivered faster than our competitors.

Responsibilities:

  • Manage the sales process from initial lead generation and prospecting to contract completion of new clients.
    • Develop and execute comprehensive sales plans for high value prospects (HVPs) and strategic expansion opportunities within the Aerospace sector.
    • Successfully navigate the discovery process to ensure clear understanding of customer’s current challenges, pain points, and drivers for making a change.
    • Confirm and communicate the differentiated value of Airspace services to the customer at both the operational and business level, including return-on-investment estimates, ability to deliver business value through reference and case selling, and proof of concept engagements.
    • Understand and navigate the formal and informal buying process in the customer's environment.
    • Identify the customer’s key stakeholders, decision-makers, and influencers, develop strategies for each to mitigate risk and increase deal confidence, and create champions within the organization to support a purchase decision.
    • Manage the contract negotiation and closing process including negotiation of terms and conditions, and procurement activities.
  • Partner with the Account Management team to maximize value through higher service adoption, customer satisfaction, retention, and expansion
  • Partner with Operations, Finance, Analytics and Product teams to stand up value based solutions that meet your clients’ requirements
    • Clearly communicate with internal teams about account and opportunity developments.
  • Develop a 5x, 12-month pipeline of qualified opportunities to meet and exceed your quota targets.
  • Direct accountability to achieve quarterly and annual sales targets.

Requirements:

  • 5+ years of enterprise sales experience in the Aerospace industry with a track record of selling and closing six-figure deals.
  • Direct experience in prospecting, lead generation, solution selling, and negotiating of contracts with commercial, general aviation operators , OEMs, MROs.
  • Consistently meet or exceed sales targets by selling complex deals requiring approval from multiple stakeholders including Operations,Supply Chain, Procurement, and Vendor Management.
  • Use SFDC to maintain a current and accurate pipeline of all forecasted opportunities.
  • Ability to project manage large RFPs/tenders ensuring all deadlines are met
  • Ability to build and manage customer executive relationships.
  • Ability to follow and execute sales processes with accurate data inputs and high attention to detail.

Compensation:

  • Competitive salary
  • Uncapped Commissions
  • High-quality health, vision, and dental care plan options.
  • Unlimited PTO.
  • 401K company contribution program with company match.
  • Professional training and education reimbursements.

Salary Range

  • Base Salary: $110k to $130k

Core Values:

  • We are One Team. We believe we all accomplish more when we are working together.
  • We make an Impact. We are determined to have a positive influence on our environment, our customers, our industry, and our world.
  • We are Passionate. We care deeply about our mission and are not afraid to raise the bar.
  • We are Transparent. We pride ourselves on having open, honest, and sincere communication with our team and customers.
  • We are Innovative. We never settle and are always striving to improve our product, service, and ourselves.

About Airspace:

From life-saving organs to essential machinery components, Airspace is trusted by the world’s largest companies and most critical healthcare organizations to move their most time-sensitive shipments on time, every time. Our proprietary AI-powered platform is the most advanced of its kind- awarded and protected by multiple patents, it provides speed, reliability, and transparency unrivaled in time-critical logistics. We are thinkers, builders, and doers; from building and deploying AI in the world to assembling a world-class operations team, Airspace is on a hypergrowth trajectory while remaining hyper-focused on the needs of our customers and team members.

With offices in the United States in Carlsbad, CA, Dallas, TX, and in Europe in Amsterdam, Frankfurt, Stockholm, and London, we are rapidly scaling into new markets and industries while continuing to innovate and maximize value for our customers. Backed by leading investors including Telstra, HarbourVest, Prologis, Qualcomm, Defy, and others, Airspace has raised $140M to date.

Join our team of 300+ technologists, futurists, and industry veterans as we work as One Team to revolutionize time-critical logistics.

Airspace is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. Additionally, Airspace participates in the E-Verify program for all locations.

For this role the acquisition of recruitment agencies is not appreciated, thank you for your understanding.