Own new business acquisition among small and midsize airlines across Latam, running the full sales cycle—from targeted outbound and discovery through contract signature and first revenue—while building a repeatable process that scales.
Build and qualify pipeline: Develop account lists targeting Latam, craft outbound sequences, and represent Farel at regional aviation events to engage airline executives and commercial leaders.
Lead consultative deals: Run discovery workshops, quantify business cases, coordinate solution demos, and manage multi-stakeholder evaluations for six-figure ARR opportunities across Latam carriers.
Drive contracts to close: Own pricing, negotiation, and commercial terms, partnering with Legal and Finance to reach signature and hand-off to Customer Success.
Refine the sales engine: Instrument funnels, A/B-test outreach, and share win/loss insights with Marketing, Product, and Leadership to sharpen positioning and roadmap.
Represent Farel in-market: Act as the face of Farel at trade shows, airline forums, and partner meetings across Latam hubs, cultivating local relationships and brand presence.

5+ years of quota-carrying SaaS/software sales experience, including closing six-figure, multi-stakeholder deals.
Demonstrated record of new business acquisition in aviation, travel-tech, or other enterprise-software domains; familiarity with airline systems (PSS, revenue management, etc.) is a plus.
Startup mindset: self-directed, data-driven, and comfortable iterating quickly on outreach, messaging, and process.
Strong negotiation, presentation, and stakeholder-management skills, able to engage C-level executives and translate product value into business outcomes.
Based in Latam; ability to travel across Latam as needed.

Account Executive

Key skills