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Farel is a US-based technology company building a modern operating system for airlines. The platform consolidates reservations, inventory, pricing, check-in, payments, and customer-facing apps—replacing legacy systems. Backed by leading Silicon Valley investors, Farel is live with airlines across four continents.
You will be hired as an Account Executive to win new airline customers across the African market. This is a field-led sales role focused on in-person relationship building rather than high-volume outreach. You will own the commercial relationship from first conversation through contract signature, with support from Farel's leadership and product teams for demos and technical discussions.
Key responsibilities:
- Work a defined list of target airlines across Africa
- Research accounts, identify decision-makers, and understand business/technology priorities
- Visit airlines in the region to build relationships with owners, executives, and commercial leaders
- Convert relationships into qualified opportunities and product demonstrations
- Use calls, email, LinkedIn, referrals, and industry contacts to secure meetings and maintain momentum
- Lead discovery conversations and connect Farel's platform to each airline's needs
- Collaborate with Farel leadership and product teams throughout the sales process
- Own opportunities from first conversation through proposal, negotiation, and signature
- Represent Farel at airline conferences, trade shows, and industry meetings
The role is remote with approximately 30–40% travel during the first six months, decreasing as relationships mature and opportunities can be managed online.
REQUIREMENTS:
- 5+ years selling complex B2B technology (enterprise software, cybersecurity, payments, telecom, infrastructure, hardware, aviation technology, or mission-critical systems)
- Track record of winning new customers through field sales, outbound prospecting, and executive relationship building
- Experience managing complex, multi-stakeholder sales cycles lasting 6–12 months
- Strong field-sales experience including customer visits, regional travel, and in-person meetings
- Confidence building relationships with founders, owners, and senior executives
- Ability to understand technical products and translate them into clear business stories
- Strong follow-up, organization, and patience throughout long sales cycles
- Ability to operate independently and help build a market
- Ability to travel throughout Africa
HELPFUL BUT NOT REQUIRED:
- Experience selling to airlines, airports, travel companies, or transportation businesses
- Existing network in the African airline industry
- Experience selling mission-critical technology
