Director of Strategic Accounts

Job Summary

Atrius® is redefining how people experience and move through complex physical spaces. Our cloud-based applications bring digital precision to airports and other high-traffic environments - helping organizations improve navigation, operational efficiency, sustainability, and the end-user experience.

We are seeking a Director of Strategic Accounts – Airlines & Travel Apps, Americas to accelerate Atrius’ growth across the aviation and travel technology ecosystem. This high-impact individual contributor role owns strategic customer relationships across the Americas, with a focus on airlines, travel applications, and digital travel ecosystem partners.

You will lead strategic account growth, expand executive-level relationships, uncover new commercial opportunities, and help customers transform the traveler experience through digital wayfinding, location-aware services, and connected passenger journeys. Working closely with Sales, Product, Solution Engineering, Customer Success, and Marketing, you will connect customer priorities to Atrius solutions that create measurable business value.

This is an opportunity for an entrepreneurial commercial leader with a strong aviation background—ideally including an established network across airlines, travel technology companies, and aviation decision-makers—who can build credibility with senior stakeholders and turn strategic relationships into durable revenue growth.

This is a remote, full-time individual contributor role based in the United States, within the Atrius Spatial Intelligence Sales organization part of Acuity Intelligent Spaces. 

Compensation includes base salary plus bonus, commensurate with experience.

Key Tasks & Responsibilities (Essential Functions)

•    Drive growth across a portfolio of strategic aviation and travel technology accounts throughout the Americas, including the largest airline customers in North America.
•    Develop and execute account plans that expand adoption of Atrius Wayfinder and create pathways for broader Acuity Intelligent Spaces growth.
•    Identify, qualify, and close expansion opportunities while opening new opportunities with airlines, travel apps, and digital ecosystem partners.
•    Build trusted relationships with executive sponsors and decision-makers across Digital, IT, Operations, Customer Experience, Marketing, Innovation, and Commercial teams.
•    Serve as a subject matter expert for airline, travel app, passenger experience, digital wayfinding, and location-aware service use cases.
•    Lead customer presentations, product demonstrations, business reviews, and proposal development in partnership with internal teams.
•    Translate customer goals into commercial opportunities and solution strategies aligned to outcomes such as traveler engagement, operational efficiency, and improved digital experiences.
•    Capture customer feedback, competitive intelligence, and market insights to inform product priorities and commercial strategy.
•    Partner with Customer Success and implementation teams to support onboarding, deployment, renewals, expansion, and long-term value realization.
•    Represent Atrius at aviation, airline, travel technology, and partner events across the Americas.
•    Operate with autonomy, ownership, and accountability as an individual contributor responsible for strategic account growth.

Skills and Minimum Experience Required

• 10+ years of experience in strategic account management, enterprise sales, business development, partnerships, or a related customer-facing growth role, including demonstrated experience within the aviation industry.
• Proven success managing and expanding strategic accounts in SaaS, digital platforms, aviation, travel technology, transportation, or other enterprise technology markets.
• Strong understanding of the aviation and travel technology ecosystem across the Americas, with an established network among airlines, airports, travel technology providers, customer experience leaders, digital transformation teams, and industry partners preferred.
• Experience selling, expanding, or managing SaaS solutions within complex enterprise environments is required. Experience partnering directly with airlines is strongly preferred.
• Experience managing airline or aviation accounts and driving growth through renewals, expansion opportunities, executive engagement, and long-term strategic partnerships.
• Demonstrated ability to build relationships with executive stakeholders, navigate complex organizations, and influence decision-makers across multiple levels.
• Excellent communication, presentation, storytelling, negotiation, and business acumen.
• Ability to synthesize customer needs, market trends, and product feedback into actionable recommendations for internal stakeholders.
• Highly organized and self-directed, with the ability to prioritize effectively and deliver results in a fast-paced, collaborative, and distributed environment.
• Experience with passenger experience solutions, digital wayfinding, mobile applications, location-based services, airport operations, airline digital channels, or travel technology is highly desirable.
• Bachelor's degree or equivalent combination of education and relevant experience.
• Willingness and ability to travel up to 50% to meet with customers, prospects, partners, and attend industry events.