Sales Manager

Our client is an established technology provider operating in a specialised segment of the global transportation industry. Our solutions help large-scale, international clients improve operational efficiency, safety, and collaboration. With a strong track record of innovation, a loyal customer base, and a stable recurring revenue model, we combine the agility of a niche software specialist with the resources of a larger corporate group.

THE POSITION

Mission

As Head of Sales you will take the commercial helm of a global leader in aviation technology solutions. Your mission: to accelerate growth, strengthen our premium positioning, and lead our sales and account management organisation to new levels of performance. We currently serve a strong international customer base in the airline industry, with a robust recurring revenue model. Operating in a niche, high-value B2B SaaS market, we compete with major aircraft manufacturers and several specialised software providers.

What’s in it for you?

• Global impact: Lead the commercial growth of a premium SaaS provider in the aviation sector.
• Leadership challenge: Shape, coach, and structure a sales & account management team to deliver consistent results.
• Strategic influence: Work closely with senior leadership to align commercial priorities with product, operations, and marketing.
• International exposure: Manage large-scale airline accounts and pursue new business globally;
• travel internationally ~1× per month.
• Innovation & stability: Combine the security of a mature recurring revenue base with the excitement of a market hungry for technological innovation.

Key Accountabilities

Leadership & Team Development

• - Lead, mentor, and expand a team of Account Managers and Business Development professionals, transitioning from reactive account servicing to proactive growth-focused selling.
• - Set clear KPIs, revenue targets, and activity plans, ensuring effective follow-up and performance management.
• - Implement sales governance, processes, and tools to enable scalable execution.
• - Foster a culture of accountability, knowledge sharing, and continuous improvement.

Commercial Strategy & Execution

• Develop and execute a multi-year sales plan, broken down by region, account tier, and product focus.
• Define target markets with emphasis on large-fleet airline operators.
• Drive both farming (deepening relationships and upselling within existing accounts) and hunting (acquiring new customers).
• Lead complex B2B SaaS sales cycles with contract values linked to fleet sizes.

Customer Operations & Relationship Management

• Oversee the integration and onboarding of new customers (typical project cycle: 3–6 months).
• Build long-term, senior-level relationships with airline executives, ensuring the company remains a strategic partner.
• Ensure retention and renewal rates remain high, proactively addressing churn risks.

Market Positioning & Competitive Edge

• Protect and strengthen the company’s premium brand against low-cost market entrants.
• Collaborate with product teams to ensure solutions meet evolving customer needs and industry trends.
• Identify white-space opportunities in untapped regions and airline segments.

THE PROFILE

Education

• Bachelor’s or Master’s degree in Business Administration, Sales, Marketing, or a related discipline. An MBA is an advantage.

Languages

• Excellent command of English (spoken & written).
• Additional languages are a plus, given the global client portfolio.

Knowledge / Experience

• Proven track record in B2B sales leadership, with experience in SaaS or subscription-based models.
• Familiarity with the aviation industry or other specialised technology markets is highly valued.
• Skilled in managing international sales teams and implementing structured sales processes.
• Experience leading both account management and new business development strategies.
• Comfortable with enterprise-level negotiations and engaging with C-level stakeholders.

Personality

• Strategic leader with strong analytical and commercial acumen.
• Hands-on operator who leads by example in high-value sales opportunities.
• Inspirational people manager who develops talent and builds high-performing teams.
• Resilient and adaptable in a competitive, fast-changing industry.

Other

• Willingness to travel internationally (approx. once per month).
• Ideally based in Belgium, with hybrid work model.
• Commitment to a long-term leadership role in a stable yet ambitious growth environment.