Job Title

Director, Sales and Business Development

The Role

What we
are looking for

Role Vision & Objectives

This role sits at the centre of a fast-growing company operating in a highly dynamic yet complex, account-based airline and travel technology market. As the organisation scales, it requires a senior commercial leader who combines strategic clarity with hands-on execution and the passion to help shape the next phase of growth.

The core objective of the role is to continuously optimise, orchestrate and execute a clear go-to-market strategy that drives sustainable revenue growth, strengthens market positioning and builds a scalable commercial engine. This includes aligning sales, marketing, product and delivery around a coherent narrative and disciplined account-based approach, while personally leading complex enterprise sales and opening new strategic opportunities.

Operating within a still relatively small and entrepreneurial team, the role offers significant opportunity to shape structure, processes and culture, building the foundations for a scalable commercial organisation without losing agility or quality. Success will depend on the ability to navigate complex airline stakeholder environments, craft compelling and differentiated value stories, and translate strategy into tangible commercial outcomes.

Ultimately, this is a leadership role for someone who brings energy, ownership and ambition. A builder who thrives in evolving environments, enjoys creating clarity out of complexity, and is motivated by the opportunity to actively drive growth, influence direction and help position the company as a trusted partner to leading airlines and travel players globally.

We look for the right profile and have some flexibility in terms of location. Ideally it will be Europe-based to make close collaboration easy.

What the
role involves

1. Go-To-Market Strategy & Orchestration

  • Continuously optimise the GTM strategy across target segments, accounts, and regions
  • Translate company strategy and product roadmap into clear GTM plays, priorities, and account plans
  • Align sales, marketing, account management, product management (and eventually partners) around a single, coherent GTM narrative
  • Ensure clarity and continuous optimisation for ICPs, buyer personas, value propositions, and buying journeys per segment
  • Balance short-term revenue and new brand generation with long-term market positioning

2. Sales Execution & Pipeline Ownership (Hands-On)

  • Personally lead and oversee outreach, ABM campaigns, and sales sprints
  • Drive complex, multi-stakeholder sales cycles from first conversation to signature
  • Act primarily as a hunter, opening new accounts while supporting expansion strategies of existing ones
  • Ensure disciplined pipeline management, forecasting, and prioritisation
  • Continuously refine sales processes to improve predictability and scalability

3. Stakeholder Management & Influence

  • Navigate and reconcile diverse airline stakeholder perspectives, including:
    • Commercial & Revenue
    • Customer Experience
    • Distribution
    • Ancillary Management
    • Digital & E-commerce
    • IT & Architecture
    • Loyalty & CRM
    • Finance & Procurement
  • Optimise messaging and value propositions for different stakeholder priorities and success metrics
  • Manage complex internal stakeholder dynamics (marketing, sales, product, account management, consulting, delivery, leadership)
  • Support a unified commercial voice ensuring clarity, alignment, and credibility

4. Storytelling, Solution Shaping & Messaging

  • Develop bold, differentiated GTM and sales narratives rooted in customer pain points and business value
  • Shape pitch decks, proposals, and executive presentations with clarity, impact, and competitive differentiation
  • Collaborate closely with Product Management on solution design, messaging, and roadmap input
  • Ensure consistency between GTM story, sales messaging, and delivery reality

5. RFI / RFP Leadership

  • Own end-to-end RFI and RFP strategy and execution
  • Lead qualification, positioning, solution definition, and internal coordination
  • Build repeatable RFP frameworks, checklists, and governance models
  • Ensure commercial discipline without compromising strategic positioning

6. Marketing, ABM & Social Presence

  • Guide ABM-driven marketing initiatives aligned with GTM priorities
  • Actively contribute to social selling and thought leadership, especially via LinkedIn
  • Align with marketing to support outreach with multi-channel communication strategies
  • Ensure tight integration between marketing content, GTM themes, and sales conversations
  • Potentially own or co-own marketing management as the organisation scales

7. Events & Ecosystem

  • Use events as active GTM and sales levers
  • Build and leverage partnerships to strengthen go-to-market efforts
  • Strengthen ecosystem credibility and market access

8. Team Leadership & Scale-Up

  • Build, coach, and develop junior sales and business development talent
  • Establish structure, discipline, and accountability
  • Create guidelines, playbooks, and checklists to enable scalable growth
  • Lead by example in both behaviour and execution

‍

Next Gen Data-driven dynamic retailing.
from legacy
To Leading Edge

What experience is required

Apply Now

Essential

  • Senior B2B sales leadership experience in technology and/or consulting
  • Proven ownership of GTM strategy, not just sales execution
  • Strong airline, travel, or adjacent industry exposure
  • Demonstrated ability to manage multi-stakeholder, cross-functional sales cycles
  • Consultative selling expertise in complex environments
  • Strong understanding of digital ecosystems, e-commerce, and airline retailing landscape
  • Strong communicator with executive presence and credibility, including active social media presence
  • Experience operating in ambiguous, complex, fast-growing environments

Highly Desirable

  • Direct airline commercial, digital, or retail experience
  • Established airline industry network
  • ABM experience in niche enterprise markets
  • Multi-lingual, culturally fluent, globally mobile
  • Active and credible social media presence
  • Marketing experience
  • Team management and coaching experience

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We Offer

What we offer

Ready to apply?

If you think this role is for you, please apply by emailing your CV to jobs@branchspace.com