Our client is an established technology provider operating in a specialised segment of the global transportation industry. Our solutions help large-scale, international clients improve operational efficiency, safety, and collaboration. With a strong track record of innovation, a loyal customer base, and a stable recurring revenue model, we combine the agility of a niche software specialist with the resources of a larger corporate group.1. THE POSITION1.1. MissionAs Head of Sales you will take the commercial helm of a global leader in aviation technology solutions. Your mission: to accelerate growth, strengthen our premium positioning, and lead our sales and account management organisation to new levels of performance. We currently serve a strong international customer base in the airline industry, with a robust recurring revenue model. Operating in a niche, high-value B2B SaaS market, we compete with major aircraft manufacturers and several specialised software providers.What's in it for you?Global impact: Lead the commercial growth of a premium SaaS provider in the aviation sector.Leadership challenge: Shape, coach, and structure a sales & account management team to deliver consistent results.Strategic influence: Work closely with senior leadership to align commercial priorities with product, operations, and marketing.International exposure: Manage large-scale airline accounts and pursue new business globally; travel internationally ~1× per month.Innovation & stability: Combine the security of a mature recurring revenue base with the excitement of a market hungry for technological innovation.1.2. Key AccountabilitiesLeadership & Team DevelopmentLead, mentor, and expand a team of Account Managers and Business Development professionals, transitioning from reactive account servicing to proactive growth-focused selling.Set clear KPIs, revenue targets, and activity plans, ensuring effective follow-up and performance management.Implement sales governance, processes, and tools to enable scalable execution.Foster a culture of accountability, knowledge sharing, and continuous improvement.Commercial Strategy & ExecutionDevelop and execute a multi-year sales plan, broken down by region, account tier, and product focus.Define target markets with emphasis on large-fleet airline operators.Drive both farming (deepening relationships and upselling within existing accounts) and hunting (acquiring new customers).Lead complex B2B SaaS sales cycles with contract values linked to fleet sizes.Customer Operations & Relationship ManagementOversee the integration and onboarding of new customers (typical project cycle: 3–6 months).Build long-term, senior-level relationships with airline executives, ensuring the company remains a strategic partner.Ensure retention and renewal rates remain high, proactively addressing churn risks.Market Positioning & Competitive EdgeProtect and strengthen the company's premium brand against low-cost market entrants.Collaborate with product teams to ensure solutions meet evolving customer needs and industry trends.Identify white-space opportunities in untapped regions and airline segments.2. THE PROFILEEducationBachelor's or Master's degree in Business Administration, Sales, Marketing, or a related discipline. An MBA is an advantage.LanguagesExcellent command of English (spoken & written).Additional languages are a plus, given the global client portfolio.Knowledge / ExperienceProven track record in B2B sales leadership, with experience in SaaS or subscription-based models.Familiarity with the aviation industry or other specialised technology markets is highly valued.Skilled in managing international sales teams and implementing structured sales processes.Experience leading both account management and new business development strategies.Comfortable with enterprise-level negotiations and engaging with C-level stakeholders.PersonalityStrategic leader with strong analytical and commercial acumen.Hands-on operator who leads by example in high-value sales opportunities.Inspirational people manager who develops talent and builds high-performing teams.Resilient and adaptable in a competitive, fast-changing industry.OtherWillingness to travel internationally (approx. once per month).Ideally based in Belgium, with hybrid work model.Commitment to a long-term leadership role in a stable yet ambitious growth environment.
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