Account Executive

Farel

. Work a defined list of target airlines across the African market .

Posted 9/24/2026contractRemote • KenyaMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B technology sales, particularly in the aviation sector, with a strong ability to build relationships with senior executives and manage complex sales cycles. Proven track record in outbound prospecting and securing new business opportunities while effectively communicating technical product benefits.

Highest-signal resume keywords

B2B Technology SalesField-Sales ExperienceExecutive Relationship BuildingComplex Sales Cycle ManagementAviation Industry Knowledge

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Outbound ProspectingSales NegotiationCustomer Relationship ManagementSaaS SalesTechnical Product Understanding

Soft Skills

Strong Follow-UpOrganizationPatienceConfidence in Relationship Building

Industry Keywords

Aviation TechnologyEnterprise SoftwareCybersecurityPaymentsTelecomInfrastructureTransportation Businesses

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Work a defined list of target airlines across the African market
Research each account, identify key decision-makers, and understand business and technology priorities
Visit airlines across the region and build relationships with owners, executives, and commercial leaders
Turn relationships into qualified opportunities and product demonstrations
Use calls, email, LinkedIn, referrals, and industry contacts to secure meetings and maintain momentum between visits
Lead discovery conversations and connect Farel’s platform to each airline’s commercial and operational needs
Work closely with Farel’s leadership and product teams throughout the sales process
Own each opportunity from the first conversation through proposal, negotiation, and signature
Represent Farel at airline conferences, trade shows, and industry meetings

Requirements

What you’ll need

5+ years selling complex B2B technology, such as enterprise software, cybersecurity, payments, telecom, infrastructure, hardware, aviation technology, or other 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 a technical product and turn it into a clear business story
Strong follow-up, organization, and patience throughout long sales cycles
Comfortable operating independently and helping build a market
Ability to travel throughout Africa
Experience selling to airlines, airports, travel companies, or transportation businesses (helpful, but not required)
Existing network in the African airline industry (helpful, but not required)
Experience selling mission-critical technology (helpful, but not required)
Willingness and ability to travel frequently across the assigned African territory, including approximately every other week during the first six months
At least five years of quota-carrying SaaS or software sales experience that includes outbound new-business acquisition
Field-sales experience involving customer-site visits, regional travel, trade shows, or other in-person prospect engagement

Benefits

Comp & perks

Remote work arrangement
Travel opportunities across Africa
Support from Farel’s leadership and product teams for demos and technical discussions