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Comply365 is a global provider of compliance, safety, training, and data intelligence technologies serving the aviation, defence, and rail industries with 500+ customers across 80+ countries. The company delivers enterprise SaaS and mobile solutions enabling operational management, safety, and compliance for highly regulated industries.
The Account Director will manage and grow a portfolio of enterprise aviation customers within the European region, reporting to the Head of Sales and Accounts - Europe. This role focuses on expanding existing customer relationships, identifying new commercial opportunities, driving complex enterprise deals, and ensuring long-term customer value and retention.
As a trusted advisor to airline customers, you will develop strong relationships across operational and executive stakeholders while collaborating cross-functionally with Solution Consultants, Product, Customer Success, and Marketing teams. You will play a critical part in executing regional growth strategy by identifying upsell, cross-sell, and expansion opportunities.
Key responsibilities include:
- Owning commercial performance of assigned customer accounts, including expansion, renewals, and revenue growth
- Identifying, developing, and closing upsell and cross-sell opportunities across the platform
- Building and maintaining a strong pipeline of opportunities within existing customers
- Developing and executing strategic account plans aligned with regional growth objectives
- Leading end-to-end sales cycles for expansion opportunities, from identification through negotiation and close
- Managing commercial discussions, pricing, and contract negotiations
- Building multi-level relationships across customer organizations, including operational leaders, technical stakeholders, and executives
- Developing deep understanding of customers' operational challenges, regulatory environment, and strategic priorities
- Ensuring high levels of customer satisfaction, retention, and long-term partnership
- Working closely with Customer Success teams to ensure successful product adoption and value realization
- Collaborating with internal teams to develop solutions addressing customer needs
- Providing customer insights and market feedback to support product development and strategy
- Maintaining accurate pipeline, forecasting, and account activity tracking in Salesforce
- Providing regular updates on account performance, pipeline health, and expansion opportunities
Requirements:
- 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
- German language fluency (preferred)
- Experience working in global, cross-functional teams
- CRM proficiency (Salesforce preferred)
- Willingness to travel within the region as required
