Senior Principal - Account Management (Airline Technology)

Location: USA, Miami; hybrid remote/office working environment

Company

Global software provider serving the airline industry with an open, modular platform used by more than 200 airlines, supported by 2,000+ employees across 10 global offices.

What you will do

• Own account strategies and commercial plans for a portfolio of assigned airline accounts.
• Build trusted relationships with senior airline stakeholders, including C-suite and board-level contacts.
• Lead commercial engagements, revenue retention, expansion opportunities, renewals, and risk mitigation.
• Develop account plans covering customer priorities, relationship mapping, growth opportunities, and account health.
• Partner with Sales, Pre-Sales, Product, Delivery, Customer Success, and regional leadership to deliver coordinated outcomes.
• Use AI-enabled commercial intelligence tools such as Microsoft Copilot, Claude, or equivalent for account planning, renewal documentation, and executive communications.

Requirements

• 10–12+ years of commercial, sales, or account management experience selling software or technology solutions to airlines.
• Proven individual-contributor experience personally owning, running, and growing strategic accounts.
• Deep knowledge of airline technology markets and competitive commercial dynamics.
• Experience with Modern Airline Retailing, including Offer, Order, Settle, and Delivery (OOSD).
• Outstanding executive stakeholder management experience with C-suite and board-level relationships.
• Bachelor’s degree in Business, Engineering, or a related field; MBA preferred.

Nice to have

• Strong understanding of NDC and the commercial impact of Modern Airline Retailing.
• Familiarity with Miller Heiman Strategic Selling, LAMP, or equivalent methodologies.
• Experience using AI-powered commercial intelligence for account planning, renewals, and executive communications.

Culture & Benefits

• Open, creative, and intellectually challenging work environment.
• Flexible working hours.
• Hybrid remote/office working model.
• Focus on work-life balance.
• Dynamic and multicultural environment.