Account Executive, TrustFlight
Uncapped commission
More information about location
Digital transformation services for aviation
Be an early applicant
Digital transformation services for aviation
21-100 employees
Be an early applicant
Uncapped commission
More information about location
21-100 employees
Company mission
To be the trusted provider of digital workflow solutions to capture, store and share aviation data to improve safety and efficiency.
Role
Who you are
- It is best suited to sellers who enjoy developing deep relationships and navigating complex buying processes rather than high-volume transactional selling
- A proven track record of meeting or exceeding new business sales targets in complex B2B environments. Typical deal values in this role range from $30K–$150K ARR; experience with larger strategic accounts and multi-year agreements is a meaningful advantage, as significant upside exists for the right opportunities
- The ability to build trusted relationships at multiple levels of an organisation, operational, technical, and executive
- Strong discovery, presentation, and negotiation skills; the ability to listen carefully, connect the dots, and make a compelling case for change
- High learning agility and intellectual curiosity. The TrustFlight portfolio is broad and the industry is specialised; you will need to invest in building knowledge and you’ll have our full support in doing so
- A highly collaborative working style. This role sits within a team that includes Marketing, Sales Development, Product, and our services businesses, and success depends on working well with all of them
- The gravitas to build genuine credibility with experienced aviation professionals - safety directors, accountable managers, quality leads who have high standards and limited patience for being sold at
- Comfort with ambiguity, a long view on pipeline development, and the resilience to drive deals through extended decision processes
- Excellent written and verbal communication in English; additional language skills are a plus
- Willingness to travel to client meetings and industry events
What the job involves
- This role involves complex, consultative sales into highly regulated aviation organisations. Typical deals involve multiple stakeholders and sales cycles of 6–12 months
- Customers: Airlines, airports, MROs, cargo operators, OEMs, aviation regulators
- Products: Centrik, Tech Log, Smart Docs + aviation services portfolio
- Sales Motion: Platform sales across multiple products and services
- The Account Executive is responsible for driving new business revenue growth across the TrustFlight’s full portfolio of products and services. This is not a single-product role: you will work horizontally across Centrik, Tech Log, Smart Docs, and our services brands to identify, develop, and close opportunities with the organisations that keep aviation safe
- You will own the full sales cycle — working in close partnership with our Marketing function and Sales Development team who generate and qualify pipeline, and taking that pipeline from initial engagement through discovery, solution design, negotiation, and close
- This role reports to VP, Sales
- Our clients span the full breadth of the aviation industry: Commercial Airlines, Cargo operators, Charter companies, Business Aviation, Airports, MROs, OEMs, and Regulators
- Our sales cycles are typically 6 months or longer. Discipline, patience, and consistent relationship-building are what drive success — not volume or velocity alone
- You will be expected to develop working fluency in the TrustFlight portfolio over time. There is a meaningful learning curve, and we invest in helping you get there
- We practice leadership at all levels, grounded in integrity, excellence, and responsibility
- We set a high standard. We value both effort and results
- Develop and execute strategic account and territory plans to achieve and exceed revenue targets across your assigned market
- Work closely with the Marketing and Sales Development teams, who generate and qualify inbound and outbound pipeline; take ownership of qualified opportunities and drive them through to close
- Engage effectively with the stakeholders who drive purchasing decisions in aviation organisations — typically Directors of Safety, Heads of Compliance, Quality Managers, Continuing Airworthiness Managers, VP Operations, and senior IT leadership — building relationships that reflect an understanding of their operational world, not just their software requirements
- Run structured, problem-led discovery conversations that get beneath the surface of what clients say they need to understand what they actually need — and why they haven’t solved it yet
- Educate prospective clients on the case for digital transformation in safety and compliance operations, challenging the status quo where organisations are still relying on legacy systems, disconnected tools, or manual and paper-based workflows
- Deliver compelling solution presentations that articulate value in the client’s language — connecting TrustFlight’s capabilities to real operational risk, regulatory exposure, and efficiency outcomes
- Pursue new business opportunities across the TrustFlight portfolio, identifying where different products and services solve client challenges individually or in combination — and positioning for platform expansion as the relationship matures
- Collaborate closely with internal teams — Sales Development, Marketing, Product, and our services businesses — to bring the right resources to bear at the right moments in the sales cycle
- Lead negotiations, prepare proposals, and navigate contract discussions to close deals efficiently and with integrity
- Maintain accurate pipeline records and reliable sales forecasts in Hubspot CRM, with clear stage discipline and rigorous qualification
- Stay informed on industry trends, regulatory developments, and the competitive landscape to identify differentiation opportunities and stay ahead of client needs
- Represent TrustFlight at industry events, conferences, and trade shows to build presence and expand our network. This role involves regular travel to client sites and industry events
- In this role, success means:
- Building and maintaining a qualified pipeline that converts reliably to revenue, with clear visibility at every stage
- Winning new aviation customers and expanding TrustFlight’s presence within your market — one strong relationship at a time
- Positioning TrustFlight as a strategic platform partner, not a point solution — and helping clients understand the full value TrustFlight can deliver over the life of the relationship
- Educating the market and challenging the status quo, particularly where organisations are still operating on legacy systems or fragmented manual processes
- Being trusted by your clients — to the point where they introduce you to their peers
- Maintaining strong pipeline discipline and accurate forecasting, so the business can plan with confidence
Salary benchmarks
Our take
TrustFlight develops intelligent workflow automation platforms aims at improving efficiency and safety across the aviation sector. Its product suite spans maintenance programmes, technical support, technical and engine logs, and operation management, but recently, has evolved into a more connected ecosystem. With the rollout of its AI-driven SmartSuite, including tools for regulatory search and compliant document authoring, TrustFlight is increasingly positioning itself not just as a software provider, but as s central operating layer for aviation safety and compliance.
It's a slim sector to be operating in, and one that would seem dominated by entrenched industry giants. TrustFlight, however, has continued to carve out momentum, pairing steady growth with strategic partnerships, including working with Boeing on blockchain-based supply chain verification. More recently, its acquisition of specialist firms such as Baines Simmons, Kenyon Emergency Services, and Redline Assured Security signals a shift in ambition: from point solutions towards a fully integrated, end-to-end safety offering that spans training, compliance, security, and incident response.
This broader approach reflects a deeper industry shift. Regulatory demands are tightening, scrutiny is increasing, and aviation operators are under pressure to unify fragmented systems. TrustFlight's blend of deeptech with newly integrated services positioning it well to meet that need. Development sin this sector won't happen quickly, but they are critical and far reaching.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Company benefits
- Excellent holidays: We offer a generous holiday allowance to support your well-being — giving you the space to rest, recharge, and bring your best self to work. In addition, take your birthday off on us if you would like to celebrate!
- Healthcare cover for all: It is important to us that we all work in an environment that is supportive of health and wellbeing; healthcare cover for all our people protects your health, dental and ophthalmic requirements to support you physically and mentally.
- Training and development: Our personal training allowance allows everyone to enhance their skills and knowledge. The funds can be used towards attending a conference, joining a professional body, completing a course or purchasing online resources.
- Company pension: Our generous company contribution to your pension is greater than the local requirements and over time you can plan effectively for your future with our matching contribution scheme.
Company HQ
Coal Harbour, Vancouver, BC
Leadership
Karl Steeves
(Co-Founder & CEO)Prior to co-founding TrustFlight in 2017, Karl worked as a Power Electronics Engineer at Jaguar Land Rover.
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