NATA CS is a highly respected technology provider in aviation compliance, security, and safety solutions. Backed by The Brydon Group, a veteran-led $270M private equity fund, NATA CS is poised for rapid growth and looking for a dynamic sales professional to grow its expanding airport presence.

NATA CS has a leading identity management system (IDMS) product and is looking to scale its presence in the airport market. This is an exciting opportunity for a sales professional to own and grow an entire business line.

Job Summary:

The Account Executive – Airport Services will be primarily responsible for identifying, pursuing, and closing business opportunities within airports across the country. The ideal candidate will have an extensive track record of success in airport services sales (or adjacent market), be able to both develop opportunities out in the market, as well as respond to RFPs. This is a newly created role that is part of our broader Business Development team. The role will report directly to the VP of Development and Marketing and have responsibility over the entire airport market.

Key Responsibilities:

• Identify, pursue and win new business opportunities within U.S. airports, including commercial service airports and general aviation facilities.
• Develop and maintain relationships with airport decision-makers, procurement officers, and industry partners.
• Drive the entire sales cycle from lead generation to contract execution.
• Conduct market research to identify trends, competitive positioning, and emerging airport service needs.
• Develop customized sales strategies to position the company as a preferred service provider.

Proposal & Bid Management:

• Lead the response to procurement solicitations from airport authorities.
• Collaborate with internal teams to gather necessary information, pricing, and technical details for proposals
• Ensure proposal submissions align with client requirements, industry best practices, and company objectives.
• Present and defend proposals in meetings and bid presentations.
• Deliver sales demonstrations showcasing the features and capabilities of the service and platform.

Strategic Relationship Management:

• Build long-term relationships with key stakeholders in airport management, aviation authorities, and industry associations.
• Attend industry conferences, trade shows, and networking events to enhance the company's visibility and credibility.
• Stay updated on regulatory changes and industry developments affecting airport services.

Performance & Reporting:

• Maintain an updated pipeline of opportunities and forecast revenue potential.
• Provide insights on market conditions, competitor activities, and customer feedback.

Qualifications & Experience:

• Minimum of 5-7 years of business development experience in selling services to airports. Candidates with strong experience in aviation, state and local contracting experience, government contracting experience are encouraged to apply
• Demonstrated ability to prospect and shape new opportunities ahead of demand
• Proven success in responding to and winning RFP-based contracts
• Proficiency in proposal writing, pricing, and capture process
• Strong understanding of airport operations, procurement processes, and regulatory considerations.
• Experience partnering with product/engineering teams to shape and define requirements, and deliver customer solutions
• Excellent negotiation, presentation, and communication skills.
• Ability to manage multiple opportunities and deadlines in a fast-paced environment.
• Strong analytical and problem-solving skills with attention to detail.
• Demonstrated history of high performance across academic and professional endeavors.
• Proficiency in CRM software and Microsoft Office Suite.
• Willingness to travel extensively nationwide.

Job Benefits & Location

• Location: The preference is for this role to be proximate to our Washington, D.C. office; we are open to considering experienced candidates located nearby in Maryland and/or Virginia