Account Executive

BDM/Account Executive

APAC Remote: 100%

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 Australia, Japan, and Thailand, running the full sales cycle—from targeted outbound and discovery through contract signature and first revenue—while building a repeatable process that scales across three distinct markets.

What you'll do

• Build and qualify pipeline Develop account lists targeting carriers across all three markets, and represent Farel at key regional events.

• Lead consultative deals Run discovery workshops, quantify business cases, coordinate solution demos, and manage multi-stakeholder evaluations for six-figure ARR opportunities — adapting your approach to each market's buying culture and enterprise decision-making processes across Australia, Japan, and Thailand.

• Drive contracts to close Own pricing, negotiation, and commercial terms, partnering with Legal and Finance to reach signature and hand-off to Customer Success — navigating varying regulatory and procurement frameworks across APAC.

• 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 across all three territories.

• Represent Farel in-market Act as the face of Farel at trade shows, airline forums, and partner meetings across Sydney, Tokyo, Bangkok, and surrounding hubs, building long-term trust and brand presence in each market.

Requirements

• 5+ years of quota-carrying SaaS/software sales experience, including closing six-figure, multi-stakeholder deals.

• Demonstrated record of new business acquisition in aviation, travel-tech, or other enterprise-software domains; familiarity with airline systems (PSS, revenue management, etc.) is a strong plus.

• Thailand: Thai and English — both required

• Japan: Japanese and English — both required

• Australia: English required; additional Asian languages are a plus

• Proven ability to navigate diverse business cultures across APAC, adapting communication, negotiation, and stakeholder engagement styles to local market expectations and enterprise buying processes.

• Startup mindset: self-directed, data-driven, and comfortable adapting outreach, messaging, and process to very different market contexts simultaneously.

• Strong negotiation, presentation, and stakeholder-management skills, able to engage C-level executives across multiple markets and translate product value into local business outcomes.

• Based in and focused on your local market (Thailand, Japan, or Australia); regular in-market travel required.