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Account Director – Aviation (EMEA)

Comply365
Bristol, GBR
Full-time
Director · 5+ years experience
Onsite
Discovered Today
Account managementSalesforce

Full Job Posting

Key Responsibilities

  • Revenue Ownership & Account Growth
  • Own the commercial performance of assigned customer accounts, including expansion, renewals, and revenue growth.
  • Identify, develop, and close upsell and cross-sell opportunities across the Comply365 platform.
  • Build and maintain a strong pipeline of opportunities within existing customers.
  • Develop and execute strategic account plans aligned with regional growth objectives.
  • Enterprise Sales Execution
  • Lead end-to-end sales cycles for expansion opportunities within existing accounts, from opportunity identification through negotiation and close.
  • Manage commercial discussions, pricing, and contract negotiations for account opportunities and renewals.
  • Partner with the Regional Director on large or strategically complex deals when required.
  • Customer Relationships
  • Build and maintain strong multi-level relationships across customer organizations, including operational leaders, technical stakeholders, and executive sponsors.
  • Develop deep understanding of customers’ operational challenges, regulatory environment, and strategic priorities.
  • Position Comply365 as a long-term strategic partner supporting customer transformation and operational efficiency.
  • Customer Retention & Value Realization
  • Ensure high levels of customer satisfaction, retention, and long-term partnership.
  • Work closely with Customer Success teams to ensure successful product adoption and value realization.
  • Proactively identify and manage commercial or relationship risks within accounts.
  • Cross-Functional Collaboration
  • Collaborate with Solution Consulting, Product, Customer Success, and Marketing teams to develop and deliver solutions that address customer needs.
  • Provide customer insights and market feedback to internal teams to support product development and market strategy.
  • Pipeline Management & Forecasting
  • Maintain accurate pipeline, forecasting, and account activity tracking in Salesforce.
  • Provide regular updates on account performance, pipeline health, and expansion opportunities to the Regional Director.

Skills & Experience

  • 5+ years of enterprise B2B SaaS account management or enterprise sales experience.
  • Proven experience managing large enterprise customers and complex software relationships.
  • Demonstrated success growing ARR through upsell, cross-sell, and expansion within existing accounts.
  • Strong commercial skills including value-based selling, pricing discussions, and contract negotiations.
  • Ability to manage complex, multi-stakeholder customer relationships.
  • Strong consultative selling and account planning capabilities.
  • Experience working in aviation, aerospace, or other highly regulated industries preferred.
  • Strong communication, presentation, and relationship-building skills. Germany language fluency is preferred.
  • Experience working in global, cross-functional teams.
  • CRM proficiency (Salesforce preferred).
  • Willingness to travel within the region as required.
  • Success in This Role
  • Success as an Account Director will be measured by:
  • Growth of ARR within assigned accounts
  • Customer retention and long-term partnerships
  • Pipeline generation and expansion opportunities
  • Execution of strategic account plans
  • Executive engagement within accounts
  • Strong collaboration with regional leadership and internal teams
  • Why come Aboard?
  • 🚑 Private Medical Insurance with Vitality Health
  • ✈️ 27 days holiday (plus bank holidays), rising with length of service
  • 🏡 Hybrid working
  • 🌴 Buy/sell up to 3 days holiday
  • ⚕️ Healthcare plans with WPA and Unum
  • 🚀 Career development and professional growth opportunities
  • 😌 Promoting work/life balance
  • 💰 Pension with Scottish Widows
  • 🛍️ Discount Platform via Perkbox
  • 🍫Free drinks and snacks on-site
  • 🚘Octopus EV Salary Sacrifice Scheme after probation
  • 🚲Cycle to Work Scheme after probation

Qualifications

  • 5+ years of enterprise B2B SaaS account management or enterprise sales experience.
  • Proven experience managing large enterprise customers and complex software relationships.
  • Demonstrated success growing ARR through upsell, cross-sell, and expansion within existing accounts.
  • Strong commercial skills including value-based selling, pricing discussions, and contract negotiations.
  • Ability to manage complex, multi-stakeholder customer relationships.
  • Strong consultative selling and account planning capabilities.
  • Experience working in global, cross-functional teams.
  • Willingness to travel within the region as required.
  • Success in This Role
  • Growth of ARR within assigned accounts
  • Customer retention and long-term partnerships
  • Pipeline generation and expansion opportunities
  • Execution of strategic account plans
  • Executive engagement within accounts
  • Strong collaboration with regional leadership and internal teams
  • Why come Aboard?
  • 🚑 Private Medical Insurance with Vitality Health
  • ✈️ 27 days holiday (plus bank holidays), rising with length of service
  • 🏡 Hybrid working
  • 🌴 Buy/sell up to 3 days holiday
  • ⚕️ Healthcare plans with WPA and Unum
  • 🚀 Career development and professional growth opportunities
  • 😌 Promoting work/life balance
  • 💰 Pension with Scottish Widows
  • 🛍️ Discount Platform via Perkbox
  • 🍫Free drinks and snacks on-site
  • 🚘Octopus EV Salary Sacrifice Scheme after probation
  • 🚲Cycle to Work Scheme after probation

Preferred Qualifications

  • Experience working in aviation, aerospace, or other highly regulated industries preferred.
  • Strong communication, presentation, and relationship-building skills. Germany language fluency is preferred.
  • CRM proficiency (Salesforce preferred).

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