Strategic Sales Manager: New Business & Key Accounts
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.
The "Architect": Strategic Retention & Growth
- 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.
The "Leader": Team Management & Marketing Strategy
- 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 channel
Market Intelligence & Synergy
- 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.
