Principal - Account Management

For more than 40 years, Accelya has been the industry’s partner for change, simplifying airline financial and commercial processes and empowering the air transport community to take better control of the future. Whether partnering with IATA on industry-wide initiatives or enabling digital transformation to simplify airline processes, Accelya drives the airline industry forward and proudly puts control back in the hands of airlines so they can move further, faster. 

Role Purpose
As Principal - Account Management at Accelya, you will lead the Account Management function, setting commercial strategy, managing senior airline customer relationships and driving airline customer relationship management, revenue retention and expansion that achieves Accelya's growth objectives.

Duties & Responsibilities
• Define and own the Account Management strategy, ensuring the commercial function drives Accelya's revenue and market growth
• Build and lead the commercial team, developing talent and a culture of high performance
• Manage Accelya's most strategic airline customer relationships at C-suite and board level
• Partner with the commercial leadership and executive team on growth strategy and market positioning
• Report on commercial strategy, pipeline and performance to the executive leadership

• Lead AI adoption across Account Management using Microsoft Dynamics AI, Claude or equivalent and ChatGPT for account planning, renewal documentation and executive communications to drive commercial excellence

Required Experience & Skills
• 10–12+ years of commercial leadership in airline technology or enterprise B2B SaaS
• Proven track record of defining commercial strategy and driving revenue growth
• Deep expertise in airline technology markets and competitive commercial dynamics
• Outstanding leadership and executive stakeholder management
• Bachelor's degree in Business, Engineering or related; MBA preferred

Preferred Experience & Skills
• Strategic expertise in AI-powered commercial excellence using Microsoft Dynamics AI, Claude or equivalent and ChatGPT for account planning, renewal documentation and executive communications to drive competitive advantage
• Deep knowledge of the airline technology competitive landscape and commercial positioning of key players in the competitive airline technology market
• Strong understanding of Modern Airline Retailing principles and NDC (New Distribution Capability), with the ability to articulate their commercial impact to airline stakeholders
• Experience using AI-powered commercial intelligence and Microsoft Dynamics analytics to drive revenue strategy and demonstrate commercial value to leadership

What do we offer?
• An open culture with a creative and challenging opportunity to satisfy your intellectual needs
• Flexible working hours
• Smart working: a hybrid remote/office working environment
• Work-life balance
• An excellent, dynamic and multicultural environment to work in

About Accelya
Accelya is a leading global software provider to the airline industry, powering over 200 airlines with an open, modular software platform. Owned by Vista Equity Partners, we bring together 2,000+ employees across 10 global offices. We are proud partners of AWS and pioneers in NDC expertise. Find out more at www.accelya.com

What does the future of the air transport industry look like to you? Whether you’re an industry veteran or someone with experience from other industries, we want to make your ambitions a reality!