Sales Manager, Key Accounts - Special Missions

About the role

Drive strategic growth by building trusted relationships with leading aerospace and defense organizations that shape the future of aviation connectivity.

At Gogo, we're transforming how people connect in the sky. Our Special Missions team works with aerospace and defense customers to deliver advanced connectivity solutions that support critical aviation operations around the world.

As our Sales Manager, Key Accounts - Special Missions, you'll develop, manage, and expand strategic relationships with major aerospace and defense prime contractors, aircraft manufacturers, and systems integrators. You'll work closely with customer stakeholders and cross-functional Gogo teams to identify new business opportunities, navigate complex procurement and contracting processes, and convert opportunities into long-term revenue growth.

If you're someone who enjoys building strategic relationships, navigating complex organizations, developing new business opportunities, and managing commercial relationships throughout the customer lifecycle, we'd love to meet you.

What You'll Do

• Develop and execute strategic account plans that drive growth and expand Gogo's presence within key aerospace and defense organizations
• Build and maintain relationships with major industry customers and partners, including aircraft manufacturers, prime contractors, and systems integrators
• Map customer organizations to identify decision-makers, influencers, program offices, procurement teams, contracts personnel, supply chain stakeholders, and executive sponsors
• Develop a deep understanding of customer programs, aircraft platforms, business priorities, procurement processes, contractual requirements, and organizational structures
• Manage strategic customer relationships from opportunity identification through proposal development, contract execution, order fulfillment, and long-term account growth
• Lead opportunity development efforts and coordinate internal resources to support customer pursuits and program requirements
• Oversee contract modifications, renewals, amendments, statements of work, and other commercial agreements throughout the business lifecycle
• Collaborate with Gogo Contracts, Legal, Finance, Operations, and Program Management teams to ensure compliance with customer requirements and successful program execution
• Identify opportunities to expand customer engagement, increase market penetration, and support long-term revenue growth
• Represent Gogo at customer meetings, industry conferences, trade shows, and strategic business events

What You'll Bring

• Bachelor's Degree in Business Administration, Engineering, Aerospace, Supply Chain, or equivalent practical experience
• 3+ years of professional experience within an aerospace and defense prime contractor, OEM, systems integrator, or related aviation organization
• Experience working directly with procurement, contracts, supply chain, finance, or program management organizations
• Demonstrated ability to build and maintain strategic customer relationships within complex aerospace and defense environments
• Strong understanding of purchase orders, contracts, statements of work, amendments, pricing structures, and commercial agreements
• Willingness and ability to travel up to 30% to support customer meetings, conferences, trade shows, and industry events

Even Better If You Have

You don't need to check every box below. If you bring experience in some of these areas, we'd especially like to hear from you:

• Experience working with organizations such as Lockheed Martin, Boeing, L3Harris, Sierra Nevada Corporation, Northrop Grumman, RTX, General Dynamics, BAE Systems, or other major aerospace and defense companies.
• Experience supporting aerospace, defense, special missions, ISR, or government aviation programs
• Knowledge of aerospace and defense procurement, acquisition, and contract management processes
• Experience working with aircraft manufacturers, system integrators, or aviation technology providers
• Exposure to aviation connectivity, communications, or aerospace technology solutions
• Experience managing long-term strategic accounts with complex sales or contractual requirements
• Ability to understand technical solutions and effectively communicate customer requirements to internal teams
• Strong attention to detail when managing customer contracts, purchase orders, pricing, and commercial requirements
• Excellent oral, written, presentation, and interpersonal communication skills
• Ability to establish credibility with stakeholders ranging from procurement specialists to executive leadership
• Ability to work independently while collaborating effectively across cross-functional teams
• Experience navigating large organizations and identifying key decision-makers, influencers, and stakeholder groups

Why Gogo?

At Gogo, we're transforming how people connect in the sky.

Our teams build and support technology that powers connectivity aboard business aircraft around the world. That means the work you do here has a destination beyond a screen, spreadsheet, or meeting; it becomes part of an experience happening thousands of feet above the ground.

• You'll work alongside people who know their craft, challenge ideas, solve difficult problems, and care about building what comes next.
• Ready to help shape the future of connected aviation? Come aboard.
• Equal Pay Disclosure(s)

Base Pay

116,000.00 - 145,000.00 USD Annual

Target Annual Short-Term Incentive: Bonus Plan at 10% (% of Annualized Base Pay)

Eligible for Incentive Stock Program: Yes

Benefits

• Gogo offers competitive benefits including medical, dental and vision coverage with plans that can fit each employee's needs.
• We offer an immediate vesting 401k plan, paid time off and volunteer time off.
• Employees have the option to participate in an Employee Stock Purchase Plan.