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Salary: USD 130,500 - 171,000 / annual
Spire is seeking an ambitious, self-directed Sales Manager to own revenue growth for its aviation portfolio across North America. This is a quota-carrying, full-cycle sales role with two tightly linked motions: (1) selling through the partner ecosystem of commercial defense contractors, systems integrators, application service providers, and data integrators that deliver national aviation, airspace, and security programs; and (2) direct sales to civil aviation and defense agencies.
Your customer landscape extends beyond civil aviation to maritime security, airspace security, and multi-domain awareness users. You will operate with the autonomy of a regional owner, establishing Spire as the trusted aviation data partner across North America's fastest-growing aviation markets. As Spire's portfolio expands, you will also sell integrated products: Aviation + Weather and Aviation + RF geolocation (RFGL) signal-interference products.
Key responsibilities include: building and executing a territory plan spanning North America; hunting relentlessly to meet and exceed assigned quota through proactive outbound prospecting and full-cycle execution; owning relationships with commercial defense contractors and systems integrators; structuring and negotiating reselling and distribution agreements; selling direct to government agencies (civil aviation authorities, ANSPs, defense and security agencies, maritime security organizations, search and rescue, transport ministries, research institutions); navigating government procurement including tenders, RFPs, and RFIs; developing deep expertise in Spire's aviation APIs, ADS-B coverage, and historical flight datasets; positioning integrated products in accounts; building lasting relationships with contractor, integrator, and government stakeholders; leading commercial negotiations; maintaining accurate pipeline forecasting in CRM; tracking government aviation programs and competitive movements; representing Spire at airshows and industry forums; and collaborating cross-functionally with product, engineering, legal, and customer success teams.
Spire operates a hybrid work model requiring a minimum of three days per week in the office. The role may require access to US export-controlled software and technology; Spire will arrange necessary licenses.
REQUIREMENTS:
- 8+ years of experience in sales or business development selling data products, SaaS, or technology solutions in North America
- Proven track record selling through or alongside prime contractors, systems integrators, application service providers, resellers, or data integrators (B2B2G) and to governments (B2G)
- Experience structuring and negotiating reselling or distribution agreements with data integrators and software companies
- Demonstrated track record of consistently meeting or exceeding sales targets and quotas
- Domain fluency in aviation, aerospace, defense, maritime data, or geospatial data, OR deep experience selling digital transformation and analytics into government, security, or research organizations
- Comfort expanding into commercial deal cycles and broader, integrated product portfolio as territory scope evolves
- Consultative, value-based selling style with excellent communication, presentation, and negotiation skills (working level to minister level)
- Proven ability to build and maintain trusted relationships across cultures, time zones, and seniority levels
- Proficiency with sales tools (e.g., Salesforce or similar CRM, LinkedIn Sales Navigator)
- Self-motivated, results-oriented, effective working independently in remote, globally distributed team
- Fluent in English; willing to travel up to 50% across North America for customer meetings, partner engagement, and industry events
- Bachelor's degree or equivalent practical experience, preferably in a high-tech field
BONUS: Background or hands-on experience in flight operations (airline/cargo operations, dispatch, ANSP, military flight operations); experience embedding data or technology products into contractor or national programs; experience selling weather data or forecast services into aviation/defense/meteorological customers; familiarity with geospatial data, ADS-B, air traffic surveillance, RF geolocation, satellite data, or AI/analytics applications; existing network across civil aviation authorities, ANSPs, defense ministries, maritime/airspace security organizations, or their contractors/integrators in the region.
