Director, Strategic Accounts

The role

You will own and grow one of AeroVect's largest airline accounts. You will lead customer relationships, secure deployment funding, and manage commercial agreements.

What you will do

• Own the account plan including revenue targets, expansion opportunities, budget timelines, and key customer decisions.
• Build relationships across customer operating teams, budget owners, procurement, and senior leadership.
• Build business cases using deployment results, operating costs, and expected returns.
• Secure budget approval and purchase orders for implementation and fleet expansion.
• Lead pricing, contract negotiations, and renewals.
• Run customer business reviews covering operating results, deployment progress, and commercial opportunities.
• Maintain an accurate account forecast and track contractual milestones, payment status, and commercial risks.
• Evaluate expansion requests against delivery capacity, support costs, and margins.

Required qualifications

• 10+ years of experience in strategic account management, enterprise sales, or commercial leadership, with direct responsibility for large enterprise customers.
• A track record of growing accounts through signed, funded agreements and deployed products or services.
• Experience navigating complex buying organizations, capital budgets, procurement processes, and contract negotiations.
• Ability to build relationships with frontline operators and senior executives.
• Ability to lead substantive discussions about business performance and investment decisions.
• Exceptional financial and commercial judgment.
• Clear written and verbal communication, including executive presentations.
• Strong follow-through across customer and internal teams.

Nice to have

• Experience selling and deploying robotics, industrial automation, or other technology used in industrial operations.
• Experience owning a major enterprise account in the airline / airport industry.

About the company

AeroVect is a Series A company transforming ground handling with autonomy. Their customers include some of the world's largest airlines and ground handling providers.