Business Development Manager

Aircraft Performance Group is a flight operations performance engineering firm specializing in aviation software solutions. They are seeking a results-driven Business Development Manager to drive outbound sales, build strategic relationships, and close high-value opportunities across their aviation software portfolio.

Responsibilities:

• Own and execute outbound sales strategy across a defined portfolio of Top 50 strategic accounts
• Drive new logo acquisition while expanding revenue within existing enterprise customers
• Develop and maintain multi-threaded relationships across customer organizations (e.g., flight operations, dispatch, safety, IT, and executive leadership)
• Identify, originate, and close complex, high-value SaaS deals with long sales cycles
• Lead account planning, including whitespace analysis, growth strategy, and competitive positioning
• Act as a trusted advisor to customers, aligning APG solutions with operational efficiency, safety, and performance outcomes
• Lead and manage RFPs, tenders, and enterprise procurement processes
• Collaborate with SDRs and Marketing to support pipeline generation, while maintaining primary ownership of outbound opportunity creation
• Accurately manage pipeline and forecast revenue using CRM tools (Salesforce preferred)
• Represent APG at industry events, conferences, and customer engagements
• Provide structured market and competitor insights to inform product and go-to-market strategy

Requirements:

• 8+ years of experience in B2B sales, with a strong focus on enterprise outbound sales
• Demonstrated success selling SaaS and/or aviation software solutions
• Proven track record of consistently exceeding quota in complex, multi-stakeholder sales environments
• Strong consultative and value-based selling skills
• Ability to communicate complex technical and operational concepts to both technical users and executive stakeholders
• Exceptional negotiation, presentation, and closing skills
• High level of business acumen and commercial judgment
• Strong analytical and problem-solving capabilities
• Ability to manage multiple complex sales cycles simultaneously in a global, cross-functional environment
• High emotional intelligence with the ability to build trust across diverse customer profiles
• Experience managing and growing strategic or named accounts
• Strong understanding of aviation operations (flight planning, runway performance, or adjacent domains) strongly preferred
• Bachelor's degree in Business, Aviation, or related field preferred
• Proficiency with CRM systems (Salesforce preferred) and pipeline management best practices
• Pilot license or formal aviation training is highly desirable and considered a strong differentiator