Group Charter Sales Executive - Commercial

Overview

Join Our Team at Wheels Up

At Wheels Up, we're proud to be a global leader in on-demand private aviation. As one of the largest companies in the industry and a strategic partner of Delta Air Lines – we are committed to making private air travel safe, reliable, and enjoyable. With a diverse fleet of owned aircraft plus a global network of trusted charter operators, we offer our customers access to the right aircraft for their needs and the ability to fly on their terms.

And it doesn’t stop at private flights. Wheels Up also provides freight services, safety and security solutions, and managed services to individuals, businesses, government agencies, and more. Regardless of how, when or where you want to fly, our mission is simple; deliver a premium, personalized aviation experience for every customer.

Responsibilities

The Group (Commercial) Charter Sales Executive is responsible for you are responsible for driving new member acquisition and overseeing the commercial and group charter experience, managing end-to-end group charter solutions on behalf of Wheels Up members and charter customers. In this role, you will exercise sound judgment and discretion to source and secure aircraft, flight crews, and third-party vendors while balancing client expectations, operational requirements, and financial objectives. 

Acting as a trusted advisor to clients and internal pods, you will take a consultative approach to quoting, aircraft selection, and trip design—creating a clear operational landscape for each trip and ensuring every experience meets or exceeds expectations. 

Strong presentation skills — both virtual and in-person — are essential, as the role regularly engages with prospective and existing members to articulate Wheels Up offerings and value. 

You will identify and assess risk factors, surface value-driving opportunities, and make informed recommendations that align with client priorities. Your decisions directly impact revenue generation, profitability, and client satisfaction. You will manage a diverse portfolio of clients, maintain strong market awareness, and oversee all aspects of charter execution. 

This role also includes close collaboration with Supplier Relations to source solutions and onboard new, high-quality operators, ensuring a competitive and reliable supply network. Additional responsibilities include occasional field engagement, such as client meetings, sales presentations, supplier visits, and domestic or international travel. Close collaboration with Directors, Flight Services Managers (FSMs), and operations teams is essential to supporting the Wheels Up pod structure. 

Responsibilities 

Key Responsibilities (Essential Functions) 

Group Charter Sales, Sourcing, Contracting & Execution 

• Identify, qualify, and convert prospective members through outreach, lead follow-up, and qualification of strong opportunities 

• Source, evaluate, and secure the most appropriate aircraft, crew, and vendors based on client needs, pricing dynamics, availability, and market conditions 

• Lead new client acquisition by identifying the appropriate membership and travel solutions aligned to client needs and usage patterns 

• Lead pricing strategy and negotiations with both clients and suppliers to optimize competitiveness and margin. 

• Draft, negotiate, and execute charter agreements with clients, ensuring clarity, accuracy, and alignment with company policies. 

• Negotiate and execute supplier contracts, clearly defining pricing, terms, and operational requirements. 

• Coordinate and secure client payments (deposits and final balances) in accordance with agreed terms. 

• Arrange and manage supplier payments in alignment with contractual obligations and internal financial controls. 

• Partner with Supplier Relations to identify, vet, and onboard new operators to expand and strengthen the supply network. 

• Build and present a clear operational plan for each trip, outlining logistics, options, and key considerations. 

• Identify potential operational and commercial risks, proactively communicate them, and recommend appropriate solutions. 

• Oversee end-to-end trip execution, ensuring all flights meet domestic and international regulatory requirements. 

• Maintain accurate records of all bookings, updates, and trip closures while ensuring proper margin realization. 

Client Advisory & Relationship Management 

• Serve as the primary point of contact for clients, managing bookings, inquiries, and ongoing charter activity. 

• Act as a consultative advisor by identifying value, presenting options, and recommending tailored solutions aligned with client goals. 

• Proactively resolve client concerns and navigate operational challenges with professionalism and urgency. 

• Partner closely with Sales and Service teams to strengthen relationships and enhance the overall client experience. 

• Conduct client meetings, sales calls, and in-person visits to support relationship growth and retention. 

• Deliver consistent after-sales support and maintain organized client documentation. 

Revenue Growth & Market Insight 

• Analyze market trends, competitor positioning, and pricing tolerance to deliver timely, strategic, and competitive quotes. 

• Identify value levers within each opportunity to optimize margin while maintaining a strong client offering. 

• Actively manage and grow an existing book of business while generating and converting new opportunities. 

• Maintain discipline around pipeline management, CRM accuracy, and reporting. 

• Ensure rapid response times for all client inquiries and opportunities. 

• Contribute to achieving individual and team revenue targets. 

Cross-Functional Collaboration & Compliance 

• Collaborate with EVPs, Directors, FSMs, Supplier Relations, and operational teams to drive pod performance and client satisfaction. 

• Ensure full adherence to company policies, procedures, and operational standards. 

• Provide support outside standard business hours when required, including managing time-sensitive or high-pressure situations. 

Qualifications

What You Bring to the Table: Education & Certification Requirements 

We’re looking for someone who has a unique mix of experience, skills, and passion for what we do: 

• Experience in operations coordination, logistics, or flight scheduling 

• Strong organizational and quality assurance skills 

• Excellent communication and problem-solving ability 

• Proficiency in managing trip details in CRM or scheduling systems 

• Minimum of 3-5 years sales support or customer service-related experience required 

• Bachelor’s degree or relevant experience in a high-touch customer service environment 

The Extras We Value (Preferred Requirements) 

While not mandatory, here are some additional things that would make you stand out: 

• Familiarity with aviation operations, off-fleet charter tools such as Avinode, or logistics systems 

• Experience coordinating complex travel or event itineraries 

• Ability to anticipate issues and solve problems quickly 

• Comfort working cross-functionally and managing time-sensitive opeartional updates 

Physical Requirements 

We want to make sure you’re fully equipped for success. Here’s a look at any physical requirements needed for this role: 

• Standard office and computer usage required 

What We Offer

Salary Range & Benefits

At Wheels Up, we believe in fair compensation based on experience, skills, and qualifications. The yearly compensation for this role ranges from $85,000 to $95,000, depending on a variety of factors. We don’t typically start individuals at the top of the salary range; your place within the range is based on what you bring to the table. Additionally, you may be eligible for a discretionary annual incentive program, which rewards individual and organizational performance.

We also offer a range of benefits designed to support your well-being and personal life, including:

• Tuition Reimbursement
• Competitive 401(k)
• Comprehensive Medical, Dental, and Vision Insurance
• Complimentary access to mental health and wellness counseling through Spring Health
• Financial planning assistance
• A variety of additional programs and services in support of your total well-being

Everyone is welcome here

Each of us is unique, and that’s what makes us amazing. We believe there’s power in bringing people with different backgrounds, points of view and life experiences together. So, bring yourself and your best ideas.

Wheels Up is committed to a policy of equal employment opportunity for applicants and employees. It is our policy to apply recruiting, hiring, training, promotion, compensation and professional development practices and make all other employment decisions without regard to actual or perceived race, color, religion, sex, national origin, age, disability, pregnancy status, genetic information, or any other characteristic protected by federal, state or local laws, regulations or ordinances.

Because when we feel safe and comfortable being ourselves, there’s no limit to what we can achieve.

Need Accommodations?

If you have a disability or are a disabled veteran and need assistance with applying, please reach out to us at [email protected]. Simply include “Accommodation Request” in the subject line so we can quickly address your needs.

We look forward to learning more about you and how you can contribute to the Wheels Up journey!