Senior Account Director

Pacific International Executive Search; Fort Worth, Arlington, Dallas (TX, TX, TX); On-site; USD 150,000 - 210,000; Full time

Job summary

Pacific International Executive Search is seeking a Senior Account Director to own and drive growth across a $500M+ airline portfolio. You will lead strategy, customer growth, retention, and commercial performance, serving as the executive sponsor to major airline customers.

The ideal candidate will have 10+ years in commercial leadership within aviation services or related industries, with proven P&L and negotiation experience and an MBA preferred.

Qualifications

• 10+ years of progressive commercial leadership in service-based industries such as aviation, airlines, or logistics.
• Proven success managing large, complex customer portfolios and strategic airline relationships.
• Strong commercial acumen with experience in negotiations, pricing strategy, forecasting, and P&L decisions.

Responsibilities

• Lead and grow a portfolio exceeding $500M in annual revenue across strategic airline accounts.
• Develop and execute commercial strategies focused on retention, growth, profitability, and long-term partnership success.
• Build executive-level relationships with airline customers and act as the primary commercial contact.
• Lead complex contract negotiations, renewals, RFPs, pricing discussions, and commercial agreements.
• Partner with Operations, Finance, and Service Delivery to ensure exceptional outcomes.
• Drive account performance through forecasting, budgeting, and KPI management.
• Lead executive business reviews and strategic planning with customers and internal stakeholders.
• Identify opportunities for new business, service expansion, and revenue growth across existing accounts.
• Develop and mentor a high-performing commercial team while fostering accountability and customer focus.

Skills

Commercial leadership

Portfolio management

Negotiation

Executive presence

Strategic account management

Education

Bachelor's degree

MBA preferred

Job description

Pacific International has been retained by a leading global aviation services organization to identify a Senior Account Director. This is a high-impact executive leadership opportunity for a commercially driven leader to take ownership of a $500M+ portfolio, leading strategy, customer growth, retention, and commercial performance across some of the organization's most important airline partnerships.

This role will serve as a key member of the commercial leadership team, reporting directly to the Chief Commercial Officer and acting as the executive sponsor for a portfolio of major airline customers. The successful candidate will be responsible for strengthening customer relationships, leading contract negotiations, driving revenue growth, and ensuring world-class service delivery across a complex and highly visible account base.

The organization is undergoing significant growth and transformation, creating an exciting opportunity for a leader who can balance strategic thinking with hands-on execution while helping shape the future of the business. This position is ideal for someone with deep experience in service-intensive environments such as aviation services, airlines, airport operations, cargo, logistics, hospitality, or related service-based industries..

Key Responsibilities

• Lead and grow a portfolio exceeding $500M in annual revenue across strategic airline accounts.
• Develop and execute commercial strategies focused on customer retention, growth, profitability, and long-term partnership success.
• Build trusted executive-level relationships with airline customers, serving as the primary commercial point of contact.
• Lead complex contract negotiations, renewals, RFPs, pricing discussions, and commercial agreements.
• Partner closely with Operations, Finance, and Service Delivery teams to ensure exceptional customer outcomes.
• Drive account performance through effective forecasting, budgeting, and KPI management.
• Lead executive business reviews and strategic planning sessions with customers and internal stakeholders.
• Identify opportunities for new business, service expansion, and revenue growth across existing accounts.
• Develop and mentor a high-performing commercial team while fostering a culture of accountability, collaboration, and customer focus.
• Support ongoing transformation initiatives, process improvements, and commercial excellence programs.

Ideal Background

• 10+ years of progressive commercial leadership experience within ground handling, aviation services, airlines, airport operations, cargo, logistics, hospitality, or related service-based industries.
• Proven success managing large, complex customer portfolios and strategic airline relationships.
• Strong commercial acumen with experience leading negotiations, pricing strategy, forecasting, and P&L-driven decision making.
• Executive presence with the ability to influence senior stakeholders and C-suite leaders.
• Demonstrated experience leading and developing high-performing sales, account management, or commercial teams.
• Bachelor's degree required; MBA preferred.

About Pacific International Executive Search:

Pacific International, a globally recognized retained executive search firm, is dedicated to empowering Fortune 500, FTSE 100, and high-growth enterprises in building exceptional C-suite, senior-level, and strategic leadership teams while championing diversity and inclusion. Our adaptability, agility, and forward-thinking ethos distinguish us in the ever-evolving business landscape. Since 1997, we have been dedicated to building lasting client partnerships based on trust and reliability, and a proven track record of successful C-suite and mid-to-senior-level leadership project delivery across many key industries globally.

PACIFIC DIVERSITY STATEMENT:

At Pacific International, diversity, equity, and inclusion are at the core of who we are and what we do. Our commitment to these values is unwavering and we proudly champion diversity on behalf of our clients in every Executive Search mandate we undertake. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status, or other characteristics protected by law. In pursuit of these objectives, we actively encourage applications from individuals of all backgrounds and identities.