Aviation Data Sales Leader – North America

Spire; Washington (District of Columbia); Hybrid; USD 120,000 - 190,000; Full time

Benefits offered by this job

Flexible, remote-first working

Job summary

Spire in North America seeks a Sales Manager to own revenue growth for its aviation portfolio. You’ll hunt, build a territory plan, and drive sales through partners and direct government engagements, expanding into integrated Aviation + Weather and RFGL offerings.

You will work with a high-potential, remote-first team, manage multi-stakeholder deals, and travel up to 50% across North America as needed.

Qualifications

• 8+ years of experience in sales or business development selling data products, SaaS, or technology solutions in North America.
• Proven track record selling through or alongside prime contractors, systems integrators, application service providers, and data integrators (B2B2G) and to governments (B2G).
• Experience structuring and negotiating reselling or distribution agreements.
• Fluent in English, and willing to travel up to 50% across North America for customer meetings, partner engagement, and industry events.

Responsibilities

• Own the territory: Build and execute a territory plan spanning North America - mapping the contractor and integrator ecosystem, agencies, budgets, procurement vehicles, and prime relationships country by country, and prioritizing the opportunities with the highest revenue potential.
• Hunt relentlessly and exceed targets: Meet and surpass assigned quota through proactive outbound prospecting, disciplined qualification, and full-cycle execution. This is a hunting role: you create demand rather than wait for it.
• Sell to and through the partner ecosystem (B2B2G): Own relationships with commercial defense contractors, systems integrators, application service providers, and data integrators across the region - identifying, qualifying, and winning positions that embed Spire's aviation data inside their programs, platforms, applications, and bids.
• Build the reseller channel: Structure and negotiate reselling and distribution agreements with data integrators and software companies, creating a scalable indirect revenue engine alongside your direct business.
• Sell direct to government (B2G): Uncover the operational needs of civil aviation authorities, ANSPs, defense and security agencies, maritime security and multi-domain awareness organizations, search and rescue organizations, transport ministries, and research institutions, and propose tailored solutions built on Spire's global flight tracking, historical data, and analytics.
• Navigate government procurement: Lead responses to tenders, RFPs, and RFIs; structure deals through direct contracts, teaming agreements, and reseller or integration partnerships; and manage long, multi-stakeholder sales cycles with rigor and patience.
• Master the product: Develop deep expertise across Spire's aviation APIs and ADS-B coverage, historical flight datasets, and their applications in airspace monitoring and security, maritime and multi-domain awareness, airport and airline operations, SAR, safety oversight, and AI model development - to communicate compelling value to technical and executive audiences alike.
• Grow into the integrated portfolio: As Spire's offerings expand, position Aviation + Weather and Aviation + RFGL signal-interference integrated products in your accounts - capturing and qualifying customer demand signals today and feeding them to product and leadership to inform the roadmap and the timing of expansion.
• Build lasting relationships: Develop trusted, long-term relationships with contractor, integrator, and software company executives and senior government stakeholders, understanding their missions, constraints, and objectives to position Spire for multi-year engagements.
• Negotiate and close: Lead commercial negotiations on terms and pricing across government contracting frameworks, reseller and distribution agreements, and partner margins, reaching mutually beneficial deals and closing reliably.
• Manage your pipeline: Maintain an accurate, up-to-date pipeline in our CRM, forecasting rigorously and following up on every lead, tender, and opportunity.
• Know the market: Track government aviation programs, defense, airspace, and maritime security modernization initiatives, multi-domain awareness programs, competitive movements, and emerging opportunities across your regions to inform strategy and shape demand early - before tenders are published.
• Represent Spire: Raise Spire's profile at airshows, defense and security exhibitions, and ATM and ANSP forums across North America, generating qualified opportunities and strengthening the partner ecosystem.
• Collaborate cross-functionally: Partner with product, engineering, legal, and customer success teams to align solutions with customer requirements - including data sovereignty, security, and compliance considerations for government buyers - and feed market insight back into the product roadmap.

Skills

Hunter mindset

Territory planning

Sales negotiation

Relationship building

Communication skills

English fluency

Self-motivated

Remote collaboration

Education

Bachelor's degree or equivalent practical experience

Tools

Salesforce

LinkedIn Sales Navigator

Job description

Spire in North America seeks a Sales Manager to own revenue growth for its aviation portfolio. You’ll hunt, build a territory plan, and drive sales through partners and direct government engagements, expanding into integrated Aviation + Weather and RFGL offerings.

You will work with a high-potential, remote-first team, manage multi-stakeholder deals, and travel up to 50% across North America as needed.