Offer summary

Qualifications:

Over 5 years of SaaS or software sales experience, including closing large deals., Proven success in new business acquisition within aviation or travel technology sectors., Strong negotiation, presentation, and stakeholder management skills, capable of engaging C-level executives., Fluent in English; additional Southeast-Asian languages are a plus..

Key responsibilities:

Build and qualify sales pipeline through outbound outreach and industry engagement.

Lead consultative sales processes, including discovery, demos, and multi-stakeholder negotiations.

Manage contract negotiations, including pricing and terms, and coordinate with legal and finance teams.

Represent Farel at industry events to build relationships and enhance brand presence.

Job description

100% REMOTE position

Farel is a US-based startup building an airline operating system that unifies inventory, dynamic pricing, reservations, operations, and customer-facing apps into a single platform, replacing legacy PSS software. Backed by top-tier Silicon Valley VCs, Farel helps carriers launch in weeks, grow ancillary revenue through integrated upsell modules, and automate routine tasks with AI.

Own new business acquisition among small and midsize airlines across Asia-Pacific, running the full sales cycle—from targeted outbound and discovery through contract signature and first revenue—while building a repeatable process that scales.

What you’ll do

Build and qualify pipeline Develop account lists, craft outbound sequences, and represent Farel at industry events to engage airline executives and commercial leaders.
Lead consultative deals Run discovery workshops, quantify business cases, coordinate solution demos, and manage multi-stakeholder evaluations for six-figure ARR opportunities.
Drive contracts to close Own pricing, negotiation, and commercial terms, partnering with Legal and Finance to reach signature and hand-off to Customer Success.
Refine the sales engine Instrument funnels, A/B-test outreach, and share win/loss insights with Marketing, Product, and Leadership to sharpen positioning and roadmap.
Represent Farel in-market Act as the face of Farel at trade shows, airline forums, and partner meetings, cultivating local relationships and brand presence.

Requirements

5+ years of quota-carrying SaaS/software sales experience, including closing six-figure, multi-stakeholder deals.
Demonstrated record of new business acquisition in aviation, travel-tech, or other enterprise-software domains; familiarity with airline systems (PSS, revenue management, etc.) is a plus.
Fluent English; additional Southeast-Asian languages (e.g., Bahasa Malaysia, Thai, Tagalog, Vietnamese, etc.) welcomed.
Startup mindset: self-directed, data-driven, and comfortable iterating quickly on outreach, messaging, and process.
Strong negotiation, presentation, and stakeholder-management skills, able to engage C-level executives and translate product value into business outcomes.

Required profile