What are the responsibilities and job description for the Account Executive, North America position at Farel?
About Farel
Farel is a US-based technology company building a modern operating system for airlines.
Our platform combines reservations, inventory, pricing, check-in, payments, and customer-facing apps—replacing the fragmented legacy systems many airlines still use.
We’re backed by leading Silicon Valley investors and already live with airlines across four continents. Our customers use Farel to launch faster, grow revenue, improve the passenger experience, and automate routine work with AI.
About the role
We’re hiring an Account Executive to win new airline customers across the North American Market.
You won’t be starting from zero. We have a proven sales playbook and a mapped list of target airlines. Your job is to turn that foundation into relationships, opportunities, and signed customers.
This is a field-led sales role. Most progress comes from visiting airlines, meeting decision-makers in person, and building relationships over time—not from high-volume email outreach.
You’ll own the commercial relationship from the first conversation through contract signature, with Farel’s leadership and product teams supporting demos and technical discussions.
The role is remote, with approximately 30–40% travel during the first six months. Travel should decrease once relationships are established and active opportunities can be managed through regular online follow-up.
What you’ll do
- Work a defined list of target airlines across the North American Market.
- Research each account, identify the key decision-makers, and understand its business and technology priorities.
- Visit airlines across the region and build relationships with owners, executives, and commercial leaders.
- Turn those relationships into qualified opportunities and product demonstrations.
- Use calls, email, LinkedIn, referrals, and industry contacts to secure meetings and maintain momentum between visits.
- Lead discovery conversations and connect Farel’s platform to each airline’s commercial and operational needs.
- Work closely with Farel’s leadership and product teams throughout the sales process.
- Own each opportunity from the first conversation through proposal, negotiation, and signature.
- Represent Farel at airline conferences, trade shows, and industry meetings.
What we’re looking for
- 5 years selling complex B2B technology, such as enterprise software, cybersecurity, payments, telecom, infrastructure, hardware, aviation technology, or other mission-critical systems.
- A track record of winning new customers through field sales, outbound prospecting, and executive relationship building.
- Experience managing complex, multi-stakeholder sales cycles lasting 6–12 months.
- Strong field-sales experience, including customer visits, regional travel, and in-person meetings.
- Confidence building relationships with founders, owners, and senior executives.
- Ability to understand a technical product and turn it into a clear business story.
- Strong follow-up, organization, and patience throughout long sales cycles.
- Comfortable operating independently and helping build a market.
- Ability to travel throughout North America.
Helpful, but not required
- Experience selling to airlines, airports, travel companies, or transportation businesses.
- An existing network in the North American airline industry.
- Experience selling mission-critical technology.