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 Development- Lead, 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 & Execution- Develop 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 Management- Oversee 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 Edge- Protect 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.Profil2. THE PROFILEEducation- Bachelor’s or Master’s degree in Business Administration, Sales, Marketing, or a related discipline. An MBA is an advantage.Languages- Excellent command of English (spoken & written).- Additional languages are a plus, given the global client portfolio.Knowledge / Experience- Proven 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.Personality- Strategic 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.Other- Willingness 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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