Senior Account Executive

AvioBook; Limburg; Sur place; EUR 90 000 - 130 000; Plein temps

Résumé du poste

AvioBook, part of the Thales Group, is seeking a Senior Account Executive to drive new logo growth from Hasselt, Belgium. You will own the end-to-end sales journey, leveraging an established airline/aviation software network and the Thales global commercial network.

The role emphasizes building a pipeline, closing new business, and representing Aviobook at industry events, with opportunities to shape international growth beyond Europe.

Qualifications

• 8–15 years of B2B SaaS or complex software sales experience.
• Proven track record in new-business/hunting sales.
• Established network in airline and aviation software.
• Experience managing long and complex sales cycles.
• Experience selling remotely into international markets.
• Strong knowledge of Flight Operations, EFB, or MRO.
• Experience leading RFPs and tenders.
• Strong negotiation skills.
• Familiarity with MEDDPICC or Value Selling.
• Experience with Salesforce or similar CRM.
• Fluency in English; Dutch or French a plus.

Responsabilités

• Build and execute a go-to-market plan for priority international markets.
• Identify and open new accounts through outbound prospecting and your network.
• Own the full sales cycle from first contact to contract signature.
• Lead complex RFPs and tenders.
• Manage commercial and contractual negotiations with pricing discipline.
• Maintain CRM and forecasting discipline in Salesforce.
• Represent Aviobook at aviation events, conferences and trade shows.

Connaissances

Enterprise software sales

New-business hunting

Aviation industry network

Forecasting with CRM

MEDDPICC / Value Selling

Salesforce / CRM

English fluency

Remote international selling

Sales strategy

Negotiation skills

Outils

Salesforce

Description du poste

Help shape the next chapter of aviation software

Aviobook develops software for flight operations, including Electronic Flight Bag (EFB) solutions, and is part of the Thales Group. With 60+ customers worldwide, we help airlines and operators run safer, more efficient flight operations.

We are looking for a Senior Account Executive to join our New Business team and accelerate our growth in markets outside Europe.

This is a true new-logo / hunter role. You will own the sales journey end to end — from identifying and opening target accounts, through discovery and complex stakeholder management, to negotiation and signature.

Most importantly, you bring an existing network within the airline and aviation software industry and know how to turn those relationships into new opportunities.

What you'll do

You will work closely with the Head of Sales & Account Management, Marketing, Product and the wider Thales commercial network to build and execute our go-to-market strategy.

Your responsibilities will include:

• Build and execute a go-to-market plan for priority international markets, including market mapping, segmentation and account prioritization.
• Identify and open new accounts through targeted outbound prospecting and your existing industry network.
• Build a qualified pipeline across priority regions, leveraging both your own network and the global Thales AGS network.
• Conduct discovery and qualification with senior stakeholders across Flight Operations, IT, Finance and Procurement.
• Own the full sales cycle, from first conversation through commercial negotiation and contract signature.
• Lead complex RFPs and tenders.
• Manage commercial and contractual negotiations while protecting pricing and value.
• Maintain strong CRM and forecasting discipline in Salesforce.
• Partner with Customer Success and Operations to ensure a structured handover following each new-logo win.
• Represent Aviobook at aviation events, conferences and trade shows.
• Bring market intelligence back to Sales and Product — including competitive developments, pricing trends and customer needs.

What we’re looking for

We're looking for an experienced enterprise software salesperson who is comfortable creating opportunities rather than waiting for them.

You’ll ideally bring:

• 8–15 years of B2B sales experience, predominantly in SaaS or complex software.
• A proven track record of new-business / hunting sales into large, multi-stakeholder organisations.
• An established network within the airline and aviation software industry, particularly among Flight Operations, IT, Procurement and other decision-makers.
• Strong experience managing long and complex sales cycles, typically 12–24 months.
• Experience selling remotely into international markets, including markets where you don't have a local presence.
• Solid knowledge of the aviation sector — particularly Flight Operations, EFB and/or MRO.
• Experience leading complex RFPs and tenders.
• Strong commercial and contractual negotiation skills.
• Familiarity with structured sales methodologies such as MEDDPICC or Value Selling.
• Experience with Salesforce or a comparable CRM and a disciplined approach to forecasting.
• Professional fluency in English. Dutch or French is a plus.

The mindset that will make you successful

This role is for someone who:

• Creates opportunities rather than waiting for them.
• Is highly self-sufficient and knows how to find the information and people needed to move a deal forward.
• Has the resilience to stay focused through long enterprise sales cycles.
• Is curious about technology and able to quickly learn complex products and domains.
• Has a genuine appetite for international travel — approximately 30% of the time.
• Combines commercial drive with rigour, preparation and strong follow-through.
• Takes a consultative approach: listening, diagnosing and creating value rather than hard-selling.
• Enjoys working across cultures and collaborating with colleagues from Sales, Product, Marketing and Customer Success.

Why AvioBook?

We are adding a senior commercial profile at our Hasselt HQ to open existing and new markets beyond our current customer base. This is a hunter role: you build your own pipeline and close new business, with the autonomy of a senior individual contributor. You do that with a product suite already flying with airlines worldwide and the backing of the Thales Group.

You’ll have access to:

• An established customer base of 60+ airlines and operators worldwide.
• Commercial support from Thales AGS's global network.
• Aviobook teams and offices in Dallas and Singapore.
• Close collaboration with Product, Marketing, Customer Success and Solution Engineering.
• The opportunity to build and execute your own market strategy and make a visible impact on international growth.

Ready to open new markets in aviation?

If you have the aviation network, enterprise sales experience and entrepreneurial mindset to build something from the ground up, we'd love to hear from you.