Role Description We are seeking a dynamic Account Executive for our Commercial Airline Sales team in the US. This role is pivotal in leading sales campaigns, building strong customer relationships, and ensuring the successful execution of Jeppesen ForeFlight strategy/goals targeting airline operators with 20 aircraft or greater. - Identify and cultivate leads through targeted campaigns and effective communication strategies in partnership with the Marketing organization. - Excel in identifying and penetrating target prospects and demonstrate a strategic approach into breaking into new accounts and expanding our client base. - Develop and execute a sales strategy aligned to a customer’s specific set of needs or requirements. - Craft strategic-specific activities, secure and manage resources, and gain appropriate management sponsorship to successfully execute in the target territory. - Collaborate with numerous internal resources to help successfully execute a sales strategy. - Partner with cross-functional teams (Solution Engineering, Marketing, Product Mgmt, Customer Success, Legal, Contracts) to drive new business acquisition while protecting existing revenue. - Initiate, maintain, and advance customer relationships to become a trusted business partner. - Establish and expand a network to address customer needs, elevate our relationships, and branch out cross-functionally. - Identify and pursue both current and future business opportunities, promoting the value of Jeppesen Foreflight's portfolio and fostering strategic partnerships. - Generate and manage an individual territory sales pipeline, necessitating ownership of an accurate forecast that will be consulted on a weekly, monthly, and quarterly basis. - Lead the preparation of proposals, develop compelling themes and discriminators, and ensure the right resources are engaged. - Lead negotiations to finalize commitments. - Lead the approval process by advocating customer requirements and presenting the business case to management to ensure high-quality deals. - Balance enterprise, business unit, and customer goals to meet Long Range Business Plan (LRBP) objectives. - Responsible for at least attainment on target bookings and revenue goals as set by the business. - Act as a mentor to junior colleagues and share insights to help our business mature. - Leverage MEDDPICC and Close Plans to score and evaluate opportunities. - Research and analyze competitive landscape. Qualifications - 5+ years of experience in SaaS and B2B sales in the US, aviation and/or software-related fields. - Proficiency and business fluency in English. - Proven ability to develop and maintain ongoing customer relationships. - Prior experience in the aviation industry. - Excellent presentation, writing, and communication skills. - Experience in prospecting, lead generation, and lead nurturing. - Pipeline management, including track record of consistently attaining or exceeding quota. - Pilot or aviation enthusiast. Requirements - Bachelor's degree. - Deep knowledge of the aviation industry with specialized knowledge of JeppesenForeflight solutions. - Advanced negotiation, problem solving and influencing skills. - Significant experience in prospecting, lead generation, and lead nurturing. - Willingness to work a flexible schedule with extensive travel requirements. - Experience with Salesforce CRM is a plus. - MEDDPICC training. Benefits - Medical, dental, vision insurance with Employer paid health premiums. - Open PTO Policy. - 401(k) with up to 10% company matching and immediate vesting. - 12 Weeks Paid Parent Leave. - Flight Training Rewards. - Pay is based upon candidate experience and qualifications, as well market and business considerations: Summary Pay Range: $126,000-$145,000.

• Drive and encourage higher client satisfaction from the account management team • Support maintenance of the assigned account(s) by effectively managing contracts and up-sell/cross-sell opportunities • Actively network within existing client contacts for any new business/prospects • Organizing client and internal kick off calls, developing insightful proposals and delivering strategic sales communications • Consulting with clients on sample design and business issues • Provide superior customer service by working with Project Managers and Research Managers to execute project specifications and deliver quality results to clients • Resolving sales or delivery issues with client and Operations teams • Managing bid requests, and ensuring proper and timely delivery • Collaborating with partners and vendors to ensure seamless project execution • Act as the liaison between Sales and Project Managers on all projects • Maintaining personal quota while delivering on the above

• Drive new logo acquisition and revenue growth across law firms in the United States • Manage the full sales cycle from prospecting through negotiation and close • Develop and execute strategic territory and account plans • Build relationships with Managing Partners, CIOs, Innovation teams, IP Partners, Practice Group Leaders, and Legal Operations stakeholders • Conduct discovery sessions to understand client workflows, business challenges, and technology needs • Deliver compelling product demonstrations and value-based presentations • Collaborate with Solutions Consultants, Marketing, Customer Success, and Leadership teams throughout the sales process • Maintain accurate pipeline forecasting and CRM hygiene • Represent at industry conferences, legal technology events, and client meetings • Stay informed on trends within legal technology and law firm innovation

• New business development: Proactively expand our network with high-level contacts. • Network maintenance: Maintain relationships with existing clients. • Closing deals: Deliver persuasive presentations and negotiate effectively. • Documentation and follow-up: Record sales opportunities in the CRM. • Interface management: Collaborate with Account Management, Marketing, and the Onboarding team.