Sales Manager, AVIAS (Airport Infrastructure and Planning Software)
$150,000–$200,000 year
On-siteHollywood, Florida, United States
Job Summary
Own revenue growth for AVIAS across North America by prospecting, qualifying, and closing with airport operators and sponsors. Lead the full sales cycle from discovery through negotiations while selling specific modules like FLOW, INSPECT, SITES, and RUMBLE to match client needs. Build multi-year account plans, drive renewals and cross-sells, and maintain accurate forecasting in Deltek CRM to meet quarterly and annual quotas. Synthesize customer feedback on features and workflows to shape product roadmaps and collaborate with Marketing and Business Development on go-to-market strategies. Represent the company at industry events such as AAAE and ACI-NA to deliver talks and demos. Work 40-60% of the time traveling to customers and conferences, reporting to the Director of InfraSolutions.
Required Qualifications
- 10+ years in B2B sales
- 5+ years selling software/SaaS (enterprise solutions)
- 5+ years working with airport clients (planning, operations, engineering, maintenance, or IT)
- Proven track record managing complex sales cycles with public agencies/authorities, RFP/RFQ processes, and multi-stakeholder committees
- Strong solution selling: discovery, ROI/TCO, business case creation, and executive storytelling
- Excellent written, verbal, and presentation skills
- Willingness to travel 40-60% to customers, conferences, and MJ offices
- Familiarity with airport planning/operations concepts such as Part 139 inspections/NOTAMs, terminal LoS/capacity, pavement management, obstruction analysis, and real estate/land development
Desired Qualifications
- Experience selling platforms with multiple modules/tiers and usage-based add-ons
- Background influencing product roadmaps and pricing/packaging for SaaS
- Working knowledge of cloud/SaaS fundamentals (security, uptime, browser-based access, AWS)
- Existing relationships across airport sponsors, operators, and consulting partners
Hiring someone like this?
Get your role in front of qualified candidates on Sorce.