Head of Aviation Sales

About The Weather Company:

The Weather Company is the world’s leading weather provider, helping people and businesses make more informed decisions and take action in the face of weather. Together with advanced technology and AI, The Weather Company’s high-volume weather data, insights, advertising, and media solutions across the open web help people, businesses, and brands around the world prepare for and harness the power of weather in a scalable, privacy-forward way. The world’s most accurate forecaster globally, the company reaches hundreds of enterprise clients and more than 360 million monthly active users via its digital properties from The Weather Channel (weather.com) and Weather Underground (wunderground.com).

AI is part of how we work:

Human judgment, expertise, and creativity remain essential and are amplified by AI. We expect everyone in this role to use AI thoughtfully and proactively to accelerate their performance, improve the quality of their work, and explore new possibilities. We are looking for people who are curious, adaptable, and excited to help shape an AI-enabled culture that delivers better outcomes for our customers and our company.

Job brief:

We are looking for a highly motivated, outcomes-focused Head of Sales to join our team leading our Aviation sellers to grow our business. The ideal candidate will have demonstrated success leading a sales team with a focus on the Aviation industry and Sales best practices. This individual should be highly motivated to achieve sales goals and will be responsible for developing and executing our sales strategy along with developing strong client relationships to grow and retain Aviation customers of The Weather Company. This role will require travel to client sites.  With a focus on both new revenue as well as upsells, we require an out-of-the-box thinker to effectively grow our name and position our offerings with short and long-term objectives in mind. 

The impact you'll make:

• Develop and implement a comprehensive sales strategy aligned with the company’s business goals of growing revenue and market share while maintaining strong customer relationships.
• Establish sales targets, performance metrics, and key performance indicators (KPIs) to measure success.
• Create and manage sales budgets, forecasts, and financial plans.
• Lead, mentor, and develop a high-performing sales team.
• Recruit, train, and retain top sales talent.
• Be both a player and a coach, going after key sales results individually and through the team.
• Foster a culture of high performance, accountability, collaboration, and continuous improvement.
• Identify and pursue new business opportunities to drive revenue growth.
• Expand the company’s market presence through strategic partnerships, market penetration, and new product introductions.
• Utilize market research, customer feedback, and industry trends to provide feedback to The Weather Company leaders. Become an SME for information on competitors to our product offerings
• Develop and execute plans to enter new markets and segments and drive new logos.
• Build and maintain strong relationships with key customers, partners, and stakeholders.
• Ensure customer satisfaction and address any issues or concerns promptly.
• Monitor sales performance and provide regular reports to the executive team.
• Analyze sales data and market trends to identify areas for improvement and growth.
• Work closely with marketing, product development, engineering and customer service teams to align efforts and achieve strong customer satisfaction as well as business objectives.
• Collaborate with the finance team to manage pricing, contracts, and financial performance.
• This role will require flexibility to adapt to changing needs and demands over time
• Other duties as assigned.

What you've accomplished:

• Demonstrated abilities in a Sales role with a track record of delivering against sales targets
• Minimum of 10 years of experience in SaaS sales with 5 of those years in Aviation SaaS sales
• At least 3 years leading a sales team to successfully deliver sales targets
• Proficient in the use of Salesforce as the main Sales related operating system
• Understanding of airline operations including industry trends and challenges preferred
• A general understanding of technology and products in use today for airline operations is preferred
• Ability to formulate a strategy to keep customers engaged and satisfied while driving growth and strengthening the partnership between airlines and The Weather Company
• Superior written and verbal communication skills, effective delegation, and a demonstrated ability to accurately evaluate others' work
• Ability to create professional pitch presentations for customers and “close the deal”
• Motivated self-starter with a bias towards action, delivering measurable results and always learning; coaches and grows others and is able to hold others accountable to clear results and expectations
• Energized working in a fast-paced environment, being flexible to react to changing priorities and helping to prioritize the sales team to deliver results.. 
• Ability to work independently and make sound judgment calls, often with partial information

Professional Strengths and Characteristics:

• Navigates ambiguity - operates with a start-up mindset, understanding velocity is essential to driving business outcomes and able to make sound decisions with partial information to take smart risks
• Infectious curiosity — always looking for opportunities to understand diverse points of view, seeks out new and inventive ways to drive operational improvements, and invites others to do the same
• Pursues exceptional outcomes — pushes the limits on personal and collective potential, motivated by delivering first-class, differentiated, unbiased support to our customers and pursue value for both our customers and our business
• Drives culture — fearless and self-motivated, but sees the bigger picture and knows that success isn’t a solo effort; prioritizes key initiatives to deliver results, communicates messages that drive clarity, accountability and outcomes and invests in others to drive both individual and team growth
• A trusted advisor — Ability to drive engaging conversations while having the highest level of confidentiality and restraint on information transfer