Account Executive – Airlines, USA

Location: Onsite USA (flexible)

Role Summary

We are looking for an Account Executive to drive new business and expand existing relationships across the North American airline and travel organizations. This is a consultative, enterprise B2B sales role.

You will own the full sales motion: identifying and qualifying opportunities, building relationships with C-suite and VP-level buyers, crafting solution narratives that map our capabilities to real operational problems, and leading commercial negotiations through to close. You will work closely with our pre-sales, solutions architecture, and delivery teams to ensure success.

Key Responsibilities

·        Own a named account portfolio across North America, building and executing a multi-year pipeline strategy aligned to company revenue targets.

·        Develop and maintain senior-level relationships (C-suite, VP Operations, CIO, CDO, COO) across target accounts, positioning TCG Digital as a trusted transformation partner; not just a vendor.

·        Lead complex, consultative sales engagements end-to-end from opportunity qualification and needs discovery through solution development, proposal, commercial negotiation, and contract execution.

·        Collaborate with pre-sales and solutions architecture teams to design compelling, client-specific solution proposals that tie our platform capabilities to measurable business outcomes.

·        Build and maintain accurate pipeline forecasts in CRM; provide regular, transparent reporting on deal status, risks, and revenue projections to sales leadership.

·        Drive account expansion within existing clients by identifying upsell and cross-sell opportunities across TCG Digital’s full portfolio of solutions.

·        Represent TCG Digital at industry events, conferences, and airline forums to build market presence and generate qualified pipeline.

·        Maintain deep, current knowledge of the competitive landscape and articulate TCG’s differentiated value clearly.

·        Serve as the voice of the customer internally, conveying market feedback to product, delivery, and leadership teams to shape roadmap priorities and go-to-market strategy.

Required Qualifications

·        7 years of enterprise B2B sales experience, with a demonstrated track record of closing multi-stakeholder opportunities.

·        Direct experience selling to airlines. This is a hard requirement. You must understand airline buying process.

·        Proven ability to navigate complex sales cycles (6 – 9 months) involving multiple decision-makers and procurement processes.

·        Ability to establish and nurture senior relationships (VP-level and above) that you can engage regularly.

·        Strong command of consultative selling methodologies (MEDDIC, Challenger, Solution Selling, or similar).

·        Ability to craft and deliver executive-level presentations and business case narratives that connect operational pain points to technology solutions.

·        Experience working collaboratively with pre-sales, solutions architecture, and professional services teams.

·        Comfort operating in a fast-moving, entrepreneurial environment.

·        Bachelor’s degree in Business, Engineering, Aviation Management, or a related field; MBA is a plus.

·        Ability to travel frequently for client engagements and industry events across North America and internationally, if necessary.