Account Executive - Technology Solutions

Account Executive - Technology Solutions

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Role Overview:

As NATS continues to expand, our focus is on scaling technology solutions for Air Navigation Service Providers (ANSPs), Airport Operators/Owners, and Airlines across the globe, complementing our established Professional Services practice. We are seeking Account Executives to drive growth by managing existing accounts and, critically, developing new business opportunities. Success will be determined by the ability to deliver net-new customer acquisition and revenue growth.

Key Responsibilities:

• The role focuses on identifying, shaping, and converting new opportunities in priority and emerging markets to deliver significant order intake and revenue growth.
• The Account Executive - International will build a sustainable pipeline, strengthen NATS’ presence in new geographies, and establish enduring, high-level relationships with decision-makers and influencers across the global Air Traffic Management (ATM) and aviation ecosystem.
• The ideal candidate is an experienced Account Executive with extensive, demonstrable and sustained success in selling technology solutions, preferably SaaS, into the Air Traffic Management and Airport operator ecosystem.
• While prior experience in the aviation sector is highly desirable, a proven track record of building long-term customer relationships and consistently delivering technology solution sales is paramount.
• The candidate must be comfortable with extensive international travel, as the role will require regular engagement across multiple countries within their assigned region.

Market Entry & Expansion

• Pinpoint and prioritise new countries for entry, aligned to NATS' global growth ambitions.
• Build and execute tailored entry strategies, leveraging intelligence on regulatory frameworks, competitors, and customer pain points.
• Rapidly establish presence in target markets through high-impact engagement with regulators, ANSPs, airports, and government stakeholders.

Sales Strategy & Delivery

• Design and execute robust sales strategies across priority and growth territories.
• Achieve or exceed annual sales targets by increasing order intake and conversion rates.
• Lead commercial propositions and negotiations, ensuring profitable outcomes.
• Drive bids from initial opportunity through to contract award, ensuring pace and quality of execution.
• Build and sustain trusted senior-level relationships across government, regulatory bodies, ANSPs, and aviation stakeholders in target markets.
• Develop and maintain detailed stakeholder maps, engagement plans, and capture plans for priority countries.
• Position NATS as a partner of choice in target countries through proactive thought leadership and engagement.
• Partner with internal teams (business winning, delivery, finance, legal) to align resources behind entry strategies.
• Provide market intelligence and competitor insights to shape NATS International strategy.
• Maintain up-to-date CRM records, forecasts, and reporting on pipeline and market entry progress.
• Contribute to shaping the overall NATS International growth strategy.

Accountabilities:

The Account Executive would be responsible for:

• Collaborating with other teams to accelerate growth in the prospect accounts.
• Increasing revenue spend across a set of new and existing customers whilst building the NATS presence in the local market.

Qualifications, Skills and Personal Attributes:

This account patch is a mix of existing customers (20%) and greenfield ‘new logo’ prospects (80%). Therefore, a ‘hunter’ type mentality would be well suited to this profile. The account patch would be based on a number of countries within a given region (apart from the US), with approximately 10 in each patch.

• University degree (or equivalent professional experience) with a demonstrable track record of achieving and sustaining sales growth.
• Extensive referenceable field sales experience, preferably in technology sales.
• Excellent and recent knowledge of the aviation industry and Air Traffic Management market. Candidates with prior experience in the aviation sector who have since transitioned into technology…