Account Executive

PROS; United States; Hybrid; USD 120,000 - 180,000; Full time

Job summary

PROS is seeking an Account Executive for Travel products to drive new business within the transportation and logistics industry, including airlines, 3PLs, freight carriers and passenger carriers.

The role centers on prospecting, managing, and closing opportunities with senior executives, and building a strategic, data-driven pipeline. You will collaborate across Sales, Legal, Finance, Marketing, Pre-Sales, Services and Customer Success to win deals.

Qualifications

• 5+ years of business development or enterprise SaaS sales experience in travel/airlines.
• Proven track record of exceeding sales goals and managing long sales cycles.
• Ability to prospect, negotiate and close opportunities with senior executives.

Responsibilities

• Develop relationships with key senior executive stakeholders within accounts.
• Move opportunities from prospecting to contracting with vigor.
• Build and manage a robust sales pipeline and document activities in Salesforce.
• Articulate PROS value proposition to both business and technical airline teams.
• Collaborate with product marketing, R&D and others on positioning and demos.

Skills

Sales acumen

Relationship building

Cross-cultural sensitivity

Detail oriented

Strong communicator

CRM proficiency

Education

Bachelor’s degree in Marketing, Business, Communications or related field

Tools

Salesforce

Excel

PowerPoint

Word

Job description

The Account Executive for Travel products is the primary direct sales team member who works to prospect, manage and close new business opportunities for enterprise-wide PROS solutions within the transportation and Logistics industry. This will also include companies such as 3rd party logistics, freight carriers and carriers of passengers. Supporting the AE is a high-performance team of professionals from Sales Management, Legal, Finance, Sales Operations, Marketing, Account Development, Pre-Sales Solutions Consulting,

Professional Services, Research & Development and Customer Success. PROS is powering modern commerce with dynamic pricing science!

A Day in the Life of the AE - About the role:

• Develop multiple strategic relationships with key senior executive resources for each account.

• Drive to work an opportunity from prospecting to contracting with vigor.

• Detail-oriented making sure all aspects of the sales cycle are executed with precision.

• Develop and implement account strategies and directs activities needed to achieve sales objectives.

• Build a sales pipeline to ensure continued meeting of sales targets, documenting all strategic activities within Salesforce.com.

• Manage client relationships, identifying influencers, recommendations, key decision makers.

• Accurately and consultatively articulate the value proposition of the PROS solution set to prospective customers at all levels

• Specifically identifies appropriate target customers in a defined geography within the travel industry.

• Work internally with R&D, product marketing and others on positioning products, product development requirements and/or designing demos.

Required Qualifications - About you:

We are looking for candidates who possess the rare combination of the following achievements, skills and behaviors:

At least 5 years of business development experience in SaaS Software solutions for airlines.

• You have a global mindset, with a sensitivity to and willingness to work across cultures and time zones.

• Proven track record of sales success and clear evidence of ability to exceed sales goals.

• Ownership mentality to independently develop and manage sales opportunities.

• Experience managing sales opportunities with long sales cycles.

• Experience building and executing region-specific sales strategy.

• Strong attention to detail and clear communicator and listener, both in-person and virtually.

• Ability to deliver clear and compelling offers to senior level and technical airline teams.

• Excellence in simultaneously managing multiple sales opportunities.

• Digitally savvy with a genuine interest in/good understanding of SaaS;

• A logical, data-driven mindset backed up by a creative and diligent approach to relationship building.

• Proficiency in Salesforce (or other CRM), Excel, PowerPoint, Word.

• Bachelor’s degree in Marketing, Business, Communications or related field.

Why Join PROS?

PROS culture and its extraordinary people are at the core of our success. We are passionate about what we do and relentless in delivering on our promises.

Our commitment to customer success inspires us to think smarter and dream bigger, empowering airlines to achieve more than they ever imagined through intelligent offer and revenue optimization.

At PROS, we foster a culture of care, where people feel supported to grow, innovate, and bring their best selves to work—every day. From flexible ways of working to continuous learning, we empower our teams to thrive both personally and professionally.

Join PROS, a dedicated travel technology company with nearly 40 years of proven airline expertise and a long runway for future growth, now powering the future of AI-driven airline retailing. If you want to be part of something exceptional, help us shape how airlines compete, innovate, and win.

Work Environment:

Most work activities are performed in an office or home-office environment and require little to moderate physical exertion. Work activities may require periods of extended hours, critical deadlines and stressful situations. To successfully complete the tasks of this position, individuals must be able to communicate clearly (in writing and orally), comprehend business terminology, interpret numerical data.

This job description is intended to convey information essential to understanding the scope of the job and the general nature and level of work performed by job holders within this job. This job description is not intended to be an exhaustive list of qualifications, skills, efforts, duties, responsibilities or working conditions associated with the position.

PROS Core Values

• We are Owners

We look for every opportunity to create a better PROS and a better experience for our customers – and we hold ourselves accountable.

• We are Innovators

We think creatively to find new paths to success – for our people, our customers and our business.

• We Care

We are centered on caring for the people, businesses, and communities we serve.