Senior Account Executive

Company Description

ATPCO is the foundation of flight shopping, providing pricing and retailing data, tools, and services to 500 airlines, global distribution systems, sales channels, and technology companies. ATPCO links the entire airline community together, collaborating to develop industry standards for airline distribution and end-to-end technology solutions. From shopping to settlement, ATPCO solutions work seamlessly across existing, new, and evolving technologies and methods. Airline-owned and reliably supporting air travel for more than 55 years, ATPCO is everywhere people buy flights.

We consider qualified applicants for employment without regard to race, gender, age, color, religion, national origin, citizenship status, marital status, disability, sexual orientation, protected military/veteran status, gender identity or expression, genetic information, marital status, medical condition, or any other legally protected factor.

Job Description

The Senior Account Executive is responsible for positioning ATPCO as a strategic business partner, driving measurable contributions to new business growth and partner success. This role involves developing and executing partner development plans, leading sales campaigns, and proactively growing the customer base. The Senior Account Executive must demonstrate a deep understanding of industry dynamics, ATPCO’s solutions, and be proficient in negotiating and closing opportunities. They collaborate across internal teams to advance deals, ensure customer satisfaction, and manage contractual obligations, while also supporting the broader sales and accounts team. 

You Will: 

• Position ATPCO as a strategic business partner, creating measurable contributions to partners' long-term success. 

• Develop and execute comprehensive partner development plans to exceed objectives. 

• Coordinate with the Regional Director to grow the customer base in your account portfolio. 

• Orchestrate and facilitate annual business Advance Planning & Scheduling (APS) reviews with key partners (sub-component of planning). 

• Participate in the planning and executing of sales meetings, conferences, and events. 

• To overcome challenges, demonstrate awareness of industry dynamics and the commercial landscape. Coordinate with other internal stakeholders, including commercial, product, and strategy colleagues, to advance deals.   

The Ideal Candidate: 

Experience & Industry Knowledge: 

• Experience in sales, account management, or business development, preferably in the airline, travel, or technology industries. 

• Strong understanding of airline pricing, revenue management, and distribution models. 

• Familiarity with ATPCO’s solutions and their impact on airline partners. 

• Experience working with complex sales cycles and long-term strategic partnerships. 

Sales & Business Development Skills: 

• Proven track record of developing and executing partner development plans to drive revenue growth. 

• Ability to identify and capture new business opportunities within existing and potential customer accounts. 

• Strong negotiation and contract-closing skills, with experience handling high-value deals. 

• Ability to manage Annual Business Advance Planning & Scheduling (APS) reviews and drive actionable outcomes. 

Collaboration & Leadership: 

• Excellent stakeholder management skills, with the ability to work cross-functionally with internal teams (commercial, product, and strategy teams). 

• Strong ability to coordinate sales efforts with the Regional Director and broader sales teams. 

• Experience planning and participating in sales meetings, conferences, and industry events. 

Strategic Thinking & Problem-Solving: 

• Ability to analyze industry trends and commercial landscapes to position ATPCO as a strategic business partner. 

• Proactive approach in identifying challenges and opportunities to enhance partner success. 

• Strong communication skills to articulate value propositions and business cases effectively. 

Other Soft Skills & Attributes: 

• Self-motivated, results-driven, and goal-oriented. 

• Excellent interpersonal and communication skills, both verbal and written. 

• Ability to work independently while effectively collaborating with internal and external stakeholders. 

• Strong organizational and project management skills to handle multiple accounts simultaneously. 

Salary Range: $ 96,000 - 131,800 USD 

Additional Information

All your information will be kept confidential according to EEO guidelines.