• Identify, engage, and develop new business opportunities with private charter operators nationwide • Build and maintain a robust pipeline through calls, email, LinkedIn, referrals, and industry events • Run consultative demos for Directors of Operations, Safety Managers, HR leaders, and executive stakeholders • Navigate competitive bids and structured evaluation processes • Own the full sales cycle from first contact through contract execution • Partner cross-functionally with product, operations, and marketing teams • Maintain accurate forecasting and CRM discipline in Salesforce • Stay current on aviation regulations and industry developments.

• Develop strategy for prioritizing, targeting, and closing key opportunities in assigned territory, Medium Enterprise within UKI Manufacturing • Perform account planning for assigned accounts, coordinating with pre-sales and other resources to ensure strategic alignment • Initiate and support sales of Workday solutions within Medium Enterprise prospects and shares Workday value propositions • Maintain accurate and timely customer/prospect, pipeline, and service forecast data

• Develop and implement strategies to generate new Prime business opportunities and achieve sales targets within assigned territories/accounts. • Actively engage with existing Platform Core customers to understand their unique challenges and business needs, providing Azul solutions. • Manage the entire sales cycle, from lead generation to close. Maintain a robust pipeline of opportunities and forecast accurately. Build a 3X pipeline. • Work closely with Sales Engineers, Marketing, and Customer Success teams to ensure prospects receive comprehensive, clear, and accurate product demonstrations, proposals, and support. • Drive contract negotiations, while consistently closing business on a monthly and quarterly basis. • Maintain accurate records of sales activity, progress, and outcomes in Salesforce.

• Manage and strengthen client relationships to ensure satisfaction levels are consistently met • Serve as a day‑to‑day client contact, providing timely updates and addressing service needs • Execute annual renewal activities, ensuring timely and accurate delivery of required materials • Discuss potential upsells with clients, including drug additions and new network opportunities; manage more straightforward upsell requests presented to the role • Identify contracting gaps through review of utilization data from business tools • Support development of client‑specific strategic plans; monitor performance and make tactical adjustments as needed • Assist in quarterly/annual business reviews • Engage with clients to evaluate new network opportunities and negotiate within parameters established by Underwriting • Communicate effectively on known topics; may require support in positioning or difficult client discussions • Provide written communication to clients; may need assistance with messaging during challenging conversations • Compile information for client presentations; may require support with content development or formatting • Partner cross‑functionally to address client needs and escalate service issues for resolution • Participate in special projects and task forces as assigned