Sales Manager, APAC

Iridium; McLean (VA); On-site; USD 140,000 - 190,000; Full time

Job summary

Iridium, in McLean, VA, is seeking an experienced Sales Manager for APAC to own regional commercial outcomes for Aireon-related data products. You will define account strategy, lead complex pursuits with ANSPs and aviation stakeholders, and shape market adoption in a multi-year, long-cycle sales environment.

You’ll partner with Marketing and Product Management to translate customer requirements into roadmap opportunities, manage end-to-end cycles, and drive bookings, pipelines, and forecast

Qualifications

• 8+ years of progressive sales experience in aviation, including enterprise and/or government sectors.
• Experience engaging ANSPs, airlines, and government bodies.
• Ability to lead complex procurement processes (RFP/RFI).

Responsibilities

• Own APAC accounts and campaign strategy to drive bookings and revenue.
• Lead pursuit teams for high-impact proposals and negotiations.
• Define APAC positioning, messaging, and event strategy with Marketing.
• Coordinate with Product Management to translate customer requirements into roadmaps.
• Establish and improve sales processes, playbooks, and governance.
• Travel up to 50% as needed.

Skills

APAC enterprise sales

Government sales

Stakeholder management

RFP/RFI leadership

Executive communication

Forecasting & pipeline

Aviation knowledge

Education

Bachelor’s degree in Business / Engineering / Aviation Management

Tools

Salesforce

Job description

Overview

Iridium is an award-winning satellite communications company operating the world's only truly global voice and data network, delivering reliable connectivity anywhere on Earth. For more than 20 years, Iridium has powered mission-critical communications for governments, businesses, aviation, maritime, and the rapidly expanding Internet of Things.

Now part of Iridium, Aireon is the world's only space-based air traffic surveillance system, providing real-time visibility of aircraft over oceans, the poles, and remote regions. Together, Iridium and Aireon are helping build a safer, more connected, and more efficient future for global aviation.

Join our team and help shape how the world stays connected. We foster a collaborative, inclusive culture where employees are empowered to innovate, grow professionally, and make a meaningful impact.

Responsibilities

What We’re Looking For:

If you are an experienced aviation sales professional with 8+ years of APAC enterprise and/or government sales experience, you will be excited about the Sales Manager, APAC opening with Aireon. In this individual contributor role, you will own regional commercial outcomes for Aireon Surveillance data and derived products by defining and executing APAC account and campaign strategy, leading complex pursuits with ANSPs and other aviation stakeholders, and shaping market adoption. You will succeed in this role if you thrive in ambiguity, build trusted relationships across technical and executive audiences, and consistently deliver bookings, pipelines, and forecast discipline in long-cycle environments.

What You’ll Do:

• May provide functional leadership and coaching to regional commercial resources (direct reports and/or dotted line), reinforcing consultative selling, stakeholder management, and forecasting discipline.
• Serve as a senior Aireon spokesperson in APAC, shaping market understanding of Aireon's value proposition and coordinating internal executive alignment for high-impact pursuits and escalations.
• Establish and continuously improve sales processes, playbooks, and best practices (e.g., account planning, qualification standards, win/loss reviews) to increase repeatability and performance.
• Partner with Marketing to define APAC positioning, messaging, campaigns, and event strategy; represent Aireon at industry forums, conferences, and executive briefings.
• Partner with Product Management to translate APAC customer requirements, regulatory dynamics, and competitive insights into recommendations for roadmap, packaging, and commercialization.
• Structure and lead pursuit teams for strategic opportunities (RFI/RFP/RFQ responses, stakeholder mapping, pursuit strategy, and executive engagement plans) in partnership with internal SMEs.
• Navigate complex governmental organizations and procurement environments, building durable relationships across operational, technical, procurement, legal, and executive stakeholders.
• Lead end-to-end enterprise/government sales cycles with ANSPs and aviation stakeholders—from opportunity identification and qualification through solution shaping, proposal development, negotiation coordination, contracting, and close.
• Be accountable for APAC bookings/revenue targets, pipeline health, and forecast accuracy; establish and maintain an operating cadence for regional performance reviews and reporting.
• Own the APAC commercial plan (annual and multi-year), including segmentation, target account strategy, and regional go-to-market priorities aligned with global commercial strategy.

Qualifications

What You’ll Need to Succeed:

• Ability to prioritize independently, exercise sound judgment in ambiguity, and coordinate cross-functional teams to deliver outcomes.
• Excellent communication and executive presence, with the ability to deliver workshops/briefings and represent Aireon externally.
• Experience leading complex procurement processes, including RFP/RFI response leadership, negotiation coordination, and internal approval navigation.
• Proven ability to build deep, trusted relationships with senior stakeholders across ANSPs, airlines, and/or governmental aviation bodies.
• Strong working knowledge of aviation/ATM concepts (e.g., ATC, ATFM, CNS) and the ability to translate technical capabilities into customer outcomes and business value.
• Demonstrated success owning regional bookings/revenue targets, building pipeline, and delivering forecast accuracy in long-cycle, multi-stakeholder environments.
• 8+ years of progressive sales experience in the aviation industry, including enterprise and/or government sales within the APAC region.
• Bachelor’s degree in business, Engineering, Aviation Management, or a related field OR equivalent relevant experience in lieu of degree.

Things ThatWould beGreatif You Brought to the Table:

• Working knowledge of APAC aviation procurement norms and contracting practices with ANSPs and government agencies.
• Proficiency with Salesforce (pipeline management, forecasting, reporting discipline) and data-driven performance reporting.
• Experience establishing regional sales operating rhythms, playbooks, and scalable processes.
• Demonstrated ability to influence cross-functional priorities (Product, Marketing, Legal/Contracts, Operations) to win and deliver strategic customer outcomes.
• Experience selling data products, analytics, and/or innovative business models in regulated/government markets.

We’ll also need you to:

• Be able to travel up to 50%

ADA and EEO

Work Environment:

This position primarily works in an office setting and is largely sedentary with the majority of the position working with a computer. The role typically requires the use of basic office equipment such as a phone, video, computer, keyboard, mouse, and printer.

We believe in-person connection drives innovation, strengthens mentorship, and builds culture, while flexibility enables employees to do their best work. Under Iridium's Hybrid Work Policy, employees are expected to work at least four days per week (approximately 80%) in an Iridium office to support collaboration, relationship-building, and professional growth.

Additional Information

This job description outlines the general nature and level of work for this role and is not a comprehensive list of duties, responsibilities, or qualifications. Employees may be assigned additional responsibilities as needed.

Actual compensation will be determined based on a variety of factors and this range represents an estimate of compensation at the time of posting. Base salary is only one part of our compensation package for this role. You may also be eligible for company stock and annual bonus. Employee benefits also include medical, dental, and vision insurance coverage; 401(k) retirement plan options; paid time off and paid holidays; paid parental leave; and other discounts and perks.

Iridium is an Equal Opportunity Employer, including individuals with disabilities and protected veterans.