Director of Business Development - Airlines

You Will

• Build and execute a focused business development plan for new airline customers. Prioritize opportunities based on fleet potential, customer readiness, commercial value, and fit with AeroVect’s deployment capabilities.
• Develop new relationships and advance existing prospects through direct outreach, introductions, industry events, and customer visits.
• Build relationships across airline operations, ground support equipment, finance, procurement, and executive leadership.
• Understand customer workflows, operations, and deployment requirements. Work with internal teams to develop business cases that connect AeroVect’s solutions to measurable customer value.
• Lead proposals, paid feasibility engagements, tenders, and commercial negotiations with support from AeroVect’s leadership, Finance, and Legal. Establish a clear path from initial deployment to fleet expansion.
• Qualify funding, executive sponsorship, procurement timelines, and customer commitments early. Establish clear success criteria and commercial next steps for each engagement.
• Work with Product, Engineering, and Operations to assess technical fit, implementation effort, and delivery capacity. Align scope and timing internally before making customer commitments.
• Maintain accurate opportunity plans and forecasts, including next steps, owners, decision dates, expected revenue, and commercial risks.

You Have

• 10+ years of experience in business development, enterprise sales, or commercial roles, with direct responsibility for winning new enterprise customers.
• A track record of personally originating and closing complex agreements involving multiple stakeholders, complex buying processes, and significant implementation requirements.
• Experience navigating customer budgets, procurement processes, business cases, and contract negotiations.
• The ability to build credibility with frontline operating teams and senior executives, and lead substantive discussions about operational performance and investment decisions.
• Strong financial and commercial judgment. You can evaluate customer economics, develop an ROI case, and distinguish early interest from an opportunity with a credible path to funding.
• Exceptional written and verbal communication, including executive presentations, commercial proposals, and negotiation.
• Strong follow-through and the ability to manage several complex opportunities independently. You are comfortable personally preparing materials and handling the details needed to advance a deal.
• Willingness to travel regularly, domestically and internationally.

We Prefer

• Experience selling to airlines and airports, with an established network in aviation.
• Experience commercializing robotics, industrial automation, or other technology deployed in industrial operations at scale.
• VC-backed startup experience.