Director of Business Development

Payments are a critical part of an airline’s commercial strategy impacting conversion, cost, revenue and customer experience. CellPoint Digital helps airlines optimise their payment strategy and turn payments into a commercial advantage.

We’re looking for a Director of Business Development to lead new business growth from London.

This is a senior, market-facing sales role for someone with a strong understanding of the airline industry, established relationships with senior airline decision-makers and a proven track record of creating and closing complex new business.

You’ll be responsible for opening doors, creating demand and engaging senior stakeholders across commercial, finance, treasury, e-commerce, technology, revenue management, payments and customer experience.

What you’ll do

• Build and execute a targeted account strategy across priority airlines and markets.
• Identify, originate and progress new business opportunities — including where there is no formal buying process.
• Develop relationships with C-level and senior airline decision-makers.
• Lead commercial conversations around payment conversion, cost optimisation, revenue leakage, payment methods, checkout experience, fraud, risk and operational efficiency.
• Build compelling business cases that demonstrate measurable commercial value.
• Position CellPoint as a strategic payments partner, not simply another technology or payment provider.
• Work closely with Consulting, Product, Delivery and senior leadership to develop and close opportunities.
• Maintain a strong pipeline, accurate forecasting and disciplined CRM management.
• Bring airline market insight, competitive intelligence and customer feedback into CellPoint’s commercial strategy.

What we’re looking for

This role is specifically suited to an experienced airline-focused business development or enterprise sales professional who is confident operating at C-suite level and has a track record of creating opportunities rather than waiting for an inbound brief.

You’ll ideally have:

• 8+ years’ experience in strategic business development, enterprise sales, partnerships or consultative selling.
• Strong airline industry experience and an established network of senior airline contacts.
• A proven track record of personally originating and closing complex new business.
• Experience selling into or working closely with functions including commercial, finance, treasury, e-commerce, technology, revenue management or payments.
• The ability to engage senior executives, uncover commercial challenges and translate them into compelling value propositions.
• Experience managing complex, multi-stakeholder sales cycles from initial conversation through to close.Strong account planning, opportunity qualification, negotiation, proposal and forecasting skills.
• The confidence and resilience to create demand and open doors without an established buying process.

The autonomy and commercial judgement to help shape CellPoint’s go-to-market strategy.

Why CellPoint?

This is an opportunity to build and shape CellPoint’s airline business, rather than simply manage an existing sales territory.

You’ll have the autonomy to identify target accounts, build senior relationships and create opportunities across a global airline market, supported by CellPoint’s consulting, product and leadership teams.

If you already have strong airline relationships, understand the commercial challenges airlines face and know how to turn those relationships into new business, we’d love to hear from you.

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