Account Executive, Mexico

Account Executive

Remote - candidates must be based in one of the locations listed in this posting

Farel is a US-based startup building an airline operating system that unifies inventory, dynamic pricing, reservations, operations, and customer-facing apps into a single platform, replacing legacy PSS software. Backed by top-tier Silicon Valley VCs, Farel helps carriers launch in weeks, grow ancillary revenue through integrated upsell modules, and automate routine tasks with AI.

Own new business acquisition among small and midsize airlines across Latin America and Caribbean market, running the full sales cycle—from targeted outbound and discovery through contract signature and first revenue—while building a repeatable process that scales.

Although this is a remote position, candidates must be based in one of the locations specifically listed in this posting. The geographic requirement reflects the need for frequent travel and in-person engagement with prospective airline customers throughout the assigned territory.

What you'll do

• Build and qualify pipeline Develop account lists targeting Latin America and Caribbean market craft outbound sequences, and represent Farel at regional aviation events to engage airline executives and commercial leaders.

• Lead consultative deals Run discovery workshops, quantify business cases, coordinate solution demos, and manage multi-stakeholder evaluations for six-figure ARR opportunities across Latin America and Caribbean market.

• Drive contracts to close Own pricing, negotiation, and commercial terms, partnering with Legal and Finance to reach signature and hand-off to Customer Success.

• Refine the sales engine Instrument funnels, A/B-test outreach, and share win/loss insights with Marketing, Product, and Leadership to sharpen positioning and roadmap.

• Represent Farel in-market Act as the face of Farel at trade shows, airline forums, and partner meetings across Latin America and Caribbean hubs, cultivating local relationships and brand presence.

Requirements

• Five or more years of quota-carrying SaaS or software/technology sales experience, including closing six-figure, multi-stakeholder deals.

• Demonstrated experience managing long and complex B2B sales cycles, typically lasting 6–12 months.

• Proven record of acquiring new customers through outbound prospecting and managing the full sales cycle from initial outreach through contract signature.

• Strong negotiation, presentation, and stakeholder-management skills, with the ability to engage C-level executives and translate technical product capabilities into clear business outcomes.

• A startup mindset: self-directed, data-driven, resourceful, and comfortable independently testing and refining outreach, messaging, and sales processes.

• Must be based in one of the locations listed in this posting.

• Ability and willingness to travel frequently throughout the assigned Latin America and Caribbean territory, including approximately every other week during the first six months.

Preferred Qualifications

• Experience selling aviation, travel technology, or other enterprise software. Familiarity with airline systems, including PSS, DCS, revenue management, or airline distribution, is a plus.

• Previous field-sales experience involving regular customer-site visits, regional travel, industry events, and in-person relationship development.