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- Tasks: Drive new business and manage key accounts in the travel tech industry.
- Company: Join Paxport, a leader in innovative travel operations technology.
- Benefits: Competitive salary, direct impact on strategy, and high autonomy.
- Why this job: Shape the future of travel while working closely with the CEO.
- Qualifications: 8+ years in B2B sales within aviation or travel tech.
- Other info: Collaborative culture with opportunities for professional growth.
The predicted salary is between 48000 - 72000 £ per year.
This role is part of Paxport - Pax2pay's parent company.
About Paxport
At Paxport, we are redefining the architecture of travel operations and passenger management. For over 20 years, we have provided the mission-critical technology that allows airlines, tour operators, and travel agents to connect, sell, and grow in an increasingly complex digital landscape. Our expertise lies in delivering comprehensive Passenger Management Systems (PMS), automated PNRGOV compliance and high-conversion ancillary merchandising tools, complemented by our pioneering work in NDC (New Distribution Capability) and payment orchestration. Paxport empowers the travel industry to take full control of the passenger journey, from the operational complexity of inventory management and departure control to the strategic optimisation of ancillary revenue. We sit at the heart of the ecosystem, processing millions of transactions and ensuring that the operational backbone of our clients remains robust, scalable, and future-proof.
As we continue to scale our footprint, we are looking for a Strategic Sales Manager who shares our passion for innovation and possesses the commercial grit to navigate high-stakes, transformative deals.
Role Purpose
As the Strategic Sales Manager, you are the commercial architect of Paxport's expansion and the protector of our most vital partnerships. Reporting directly to the CEO, this is a high-impact, dual-focus role. You will hunt for high-value new logos, transforming how airlines and tour operators distribute content, while simultaneously steering the commercial strategy for our top-tier retained accounts. In addition, you will hold strategic oversight of Paxport's Marketing function in the Nordics, ensuring that brand positioning and demand generation are tightly aligned with our commercial objectives, and you will carry personnel responsibility for a small commercial team reporting directly to you. You aren’t just selling software; you are delivering the infrastructure that powers the future of travel.
Key Responsibilities
- The "Hunter": New Business Acquisition
- Strategic Prospecting: Identify and penetrate "Tier 1" airlines and major Tour Operator Groups
- Complex Deal Orchestration: Lead the full sales lifecycle, from initial high-level discovery and RFI/RFP management to final multi-year contract execution
- Value-Based Selling: Translate Paxport's operational excellence (Passenger Management, PNRGOV compliance, and Ancillary Merchandising) into clear ROI for a prospect's P&L
- High-Stakes Renegotiation: Own the commercial renewal cycle for Paxport's largest clients, securing long-term commitments and optimising terms for mutual growth
- Expansion & Upsell: Navigate existing accounts to identify untapped revenue streams, introducing new modules (e.g., Distribution, Pax2Pay) and services that deepen our integration
- C-Suite Influence: Act as the primary commercial advisor to client CEOs, CTOs, and Commercial Directors, ensuring Paxport remains their indispensable strategic partner
- Marketing Oversight: Take full strategic responsibility for the Marketing department, ensuring our brand positioning and lead generation efforts are perfectly synced with our commercial goals
- People Leadership: Act as the direct manager for a dedicated team of professionals within Sales and Marketing. You will be responsible for their professional development, performance management, and daily guidance
- Strategic Alignment: Bridge the gap between marketing initiatives and sales execution, ensuring the "Paxport story" is told consistently across all channels
- Product Advocacy: Act as the "Voice of the Market," funneling competitor intelligence and client requirements directly to the Product Board to shape our future roadmap
- Cross-Functional Leadership: Partner with Implementation and Account Management teams to ensure the "promised" solution translates into a "delivered" reality
Requirements & Experience
- Travel-Tech Pedigree: 8+ years of B2B sales experience within the aviation or travel technology ecosystem. You must understand the "plumbing" of the industry (Passenger Management Systems (PSS), Inventory, PNRGOV compliance, and Ancillary Merchandising)
- Documented Success: A proven track record of closing six- and seven-figure deals with long, complex sales cycles
- The Network: An active, international network of decision-makers within European airlines and travel groups is highly meritorious
- Commercial Rigor: Exceptional ability to build complex financial business cases and navigate sophisticated pricing models
- Communication: Professional fluency in English is mandatory. Proficiency in a Nordic language (Swedish, Danish, or Norwegian) is a significant competitive advantage
Personal Attributes
- The "Closer" Spirit: You are motivated by the win and have the resilience required for high-stakes, long-lead-time negotiations
- Strategic Visionary: You can look past the immediate contract to see the 3-year roadmap, identifying how Paxport can evolve alongside the client
- Entrepreneurial Autonomy: You thrive in a flat hierarchy, working directly with the CEO and taking full ownership of your territory without micro-management
- Cultural Fit: You balance high-performance ambition with a collaborative, "one-team" mindset
Primary Performance Metrics (KPIs)
- New Business Revenue: Annual Recurring Revenue (ARR) targets from entirely new client logos
- Gross Retention Rate: 100% successful execution of scheduled major contract renewals within the strategic portfolio
- Expansion Growth: Specific growth percentage in ARR from existing accounts through new module adoption
- Pipeline Velocity: Efficiency in moving prospects from "Discovery" to "Signed Contract" within defined timeframes
What’s in it for you?
- Direct Impact: Reporting to the CEO means your voice is heard and your decisions move the needle immediately
- Industry Influence: Power the passenger management and PNRGov backbone of leading airlines and tour operators, ensuring operational continuity, data integrity, and full regulatory compliance across markets
- High Autonomy: We hire experts and get out of their way
Strategic Sales Manager employer: Pax2pay
Contact Detail:
Pax2pay Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Strategic Sales Manager
✨Tip Number 1
Network like a pro! Get out there and connect with industry folks on LinkedIn or at events. The more people you know in the travel tech space, the better your chances of landing that Strategic Sales Manager role.
✨Tip Number 2
Show off your expertise! When you get the chance to chat with potential employers, make sure to highlight your experience with Passenger Management Systems and how you've closed big deals before. They want to see that you can bring value to Paxport.
✨Tip Number 3
Prepare for those tough questions! Think about how you would approach complex deal orchestration and what strategies you’d use for high-stakes negotiations. Being ready to discuss these will show you're the right fit for the role.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets noticed. Plus, it shows you’re genuinely interested in being part of the Paxport team.
We think you need these skills to ace Strategic Sales Manager
Some tips for your application 🫡
Show Your Passion for Travel Tech: When you're writing your application, let your enthusiasm for the travel tech industry shine through. We want to see how your experience aligns with our mission at Paxport and how you can contribute to redefining travel operations.
Tailor Your Experience: Make sure to highlight your relevant B2B sales experience in the aviation or travel technology sectors. We’re looking for someone who understands the ins and outs of Passenger Management Systems and can demonstrate a proven track record of closing significant deals.
Be Clear and Concise: Keep your application straightforward and to the point. We appreciate clarity, so make sure your achievements and skills are easy to spot. Use bullet points if it helps to break down your experience and make it more digestible.
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you don’t miss out on any important updates about the role. Plus, we love seeing candidates who take that extra step!
How to prepare for a job interview at Pax2pay
✨Know Your Stuff
Before the interview, dive deep into Paxport's offerings and the travel tech landscape. Understand Passenger Management Systems, PNRGOV compliance, and how ancillary merchandising works. This knowledge will help you articulate how your experience aligns with their needs.
✨Showcase Your Success
Prepare to discuss specific examples of your past successes in B2B sales, especially any six- or seven-figure deals you've closed. Highlight your strategic approach to complex sales cycles and how you’ve navigated high-stakes negotiations.
✨Demonstrate Leadership Skills
As a Strategic Sales Manager, you'll be leading a team. Be ready to share your leadership philosophy and experiences. Discuss how you've developed team members and aligned marketing strategies with sales goals in previous roles.
✨Ask Insightful Questions
Prepare thoughtful questions that show your interest in Paxport's future. Inquire about their vision for the marketing strategy in the Nordics or how they plan to enhance their product offerings. This demonstrates your strategic mindset and genuine interest in the role.