Sales Director

About Us

TrustFlight is an innovative aviation software company that specializes in developing cutting-edge AI, digital workflow and analytics applications for the aviation industry. Our software empowers many of the world’s airlines, airports, and aviation service providers to enhance safety, optimize their operations and improve overall efficiency.

Why Choose TrustFlight?

Our Mission: To revolutionize aviation by delivering digital workflow solutions that enhance safety, streamline operations, and inspire confidence across the industry.

Impact: Over 200,000 users rely on our systems daily, making aviation safer and more efficient.

Core Values: Guided by integrity, responsibility, innovation, and excellence, we are committed to empowering our partners to operate with confidence.

Join us in shaping the future of aviation and making an impact through technology.

Your Role

Are you a strategic sales leader who thrives on clarity, alignment, and momentum? Do you get energized by transforming fragmented efforts into a focused, high-performing revenue engine—and taking bold bets on new markets?

At TrustFlight, we're entering a pivotal stage of growth. Our SaaS platform is redefining how aviation organisations manage safety, compliance and operations. We’re seeking a Sales Director who can consolidate and elevate our commercial function as we transition from mid-market strength to enterprise expansion.

This is a unique opportunity for a visionary yet hands-on leader to report directly to the CEO and shape the future of how we sell. You'll unify sales efforts across teams and regions, work hand-in-hand with marketing and product to refine our go-to-market strategy, and build the infrastructure needed to scale. You'll lead a team of 10+ sales professionals including Account Executives, SDRs, Account Managers, and Sales Operations, with plans for significant expansion.

We operate in a safety-critical industry where credibility and trust matter as much as product quality. This role is not just about hitting numbers, it's about setting the tone for long-term relationships and market leadership. You'll drive our evolution from mid-market leader to enterprise player, scaling deal sizes from $40K to $100K+ ACV while maintaining velocity and win rates.

If you're excited by the challenge of aligning teams, expanding into new markets, and building a repeatable engine for growth from the inside out, this is your seat at the table.

Location: This role will be based out of our office in London. This is an on-site role with room for flexibility and will include travel to our teams and customers around the world.

What you'll be doing

Sales Leadership & Strategy

• Develop and execute a unified sales strategy that supports company growth across segments and geographies

• Define segmentation, sales coverage, territory design, and team structure for maximum impact

• Build scalable sales processes for outbound, inbound, and channel motions with clear performance metrics

• Actively support strategic deals and executive-level relationships to accelerate pipeline conversion and drive market credibility

• Lead the evolution of our sales motion from mid-market to enterprise, managing complex 6-12 month sales cycles

New Market Growth

• Identify and validate new market opportunities—industries, regions, and personas—with structured GTM approaches

• Lead the development of sales assets and messaging for emerging verticals

• Evolve pricing, packaging, and positioning to fit new use cases and larger deal sizes

• Drive expansion into enterprise accounts while maintaining mid-market momentum

Cross-Functional Alignment

• Collaborate with Marketing team on ICP development, campaign strategy, and lead quality feedback

• Partner with Product team to deliver buyer feedback loops and shape go-to-market readiness for new features

• Work with Customer Success team to ensure a seamless transition from sale to onboarding and long-term expansion

Team Building & Performance

• Hire, develop, and retain a high-performing sales team, including AEs and SDRs

• Foster a culture of continuous coaching, ownership, and customer-centricity

• Implement frameworks to support deal qualification and conversion in complex sales cycles

• Design and lead onboarding and ongoing sales training initiatives to ensure team readiness and consistency in messaging

Revenue Operations & Insights

• Own forecasting, pipeline health, and conversion metrics using tools like Salesforce, Pipedrive or HubSpot

• Own annual sales planning including headcount forecasting, budget allocation, and quota assignment to support company-wide financial planning

• Collaborate with Revenue Operations to refine funnel analytics and identify performance levers

• Create dashboards and reporting to inform strategic decisions at the executive level

What you'll bring

This is a senior-level role for someone with deep experience in B2B SaaS sales, likely with 7+ high performing years in sales and several years in team leadership or director-level positions.

• Proven Scale Experience: You have demonstrated success scaling B2B SaaS revenue from $10M to $50M+ ARR, with expertise in mid-market to enterprise sales motions ($20K-$100K+ ACV) and complex sales cycles (6-12 months).

• Revenue Growth Leadership: You've successfully driven revenue growth before by setting direction, adapting to the market, and getting your team aligned behind a clear plan.

• Team Building Excellence: You've hired and grown sales teams through different stages of company growth. Coaching, development, and celebrating wins are second nature to you.

• Cross-Functional Collaboration: Sales doesn't happen in a vacuum. You know how to collaborate closely with Marketing, Product, and Customer Success to deliver consistent, aligned go-to-market execution.

• Sales Methodology Expertise: You bring a deep understanding of segmentation, lead generation, qualification frameworks, and how to build high-converting sales funnels.

• New Market Development: You've taken new markets from zero to one. Whether it's launching into a new vertical, a different buyer persona, or a new region, you've developed go-to-market plans that get results.

• Data-Driven Decision Making: CRMs, dashboards, forecasting, conversion rates, you know your way around the data and use it to guide smart decisions.

• Complex B2B Sales: Experience with complex, multi-stakeholder B2B sales in regulated or safety-critical industries, with proven ability to navigate lengthy sales cycles and technical evaluations.

• Consultative Selling: You believe in consultative selling, and you've succeeded in industries where trust and technical insight matter just as much as the product.

• Executive Communication: Whether it's motivating your team, aligning with peers, or presenting to the CEO or board, you know how to tailor your message to the room.

What makes you stand out

• Regulated Industry Experience: Background in safety-critical software, regulated industries, or complex technical sales environments where trust and compliance are paramount.

• Scale Transition Expertise: Proven track record of scaling teams through rapid growth phases and evolving from mid-market to enterprise sales motions.

• High-Performance SaaS Background: Experience at a top-tier, high-performing SaaS company with strong sales methodologies and growth culture.

• Technical Sales Acumen: Ability to navigate complex technical evaluations and multi-stakeholder buying processes in sophisticated B2B environments.

• International Expansion: Experience with global sales strategies and cross-border market development.

Why join us

• See Your Impact: Your contributions directly enhance the safety and efficiency of aviation operations, affecting hundreds of thousands of passengers and crew every month.

• Build and Create: Be part of an environment where you'll have the freedom to innovate, build, and create solutions that define the future of digital aviation.

• Growth Opportunity: Join us at an inflection point as we scale our revenue growth using implement cutting-edge AI tools and SaaS best practices.

Also, we offer:

• Competitive compensation including commission structure based on performance. We place huge importance on the contribution and experience you bring to the team. The actual compensation will be based on skills, qualifications, relevant experience, and work location.

• Health & Wellness: Comprehensive health benefits package including life assurance and private health insurance. Generous time off, plus an extra day off to celebrate your birthday.

• Professional Growth: As a fast-growing company, we offer incredible opportunities for career advancement and skill development.

• Invest in Your Future: Take advantage of our company contribution to pension.

How to Apply

Click Apply to send us your CV, including a cover letter. Let us know how you can contribute to TrustFlight's future.

While we sincerely appreciate all applications, only those candidates selected for an interview will be contacted. No phone calls please.

TrustFlight is an equal opportunities employer. We are committed to building a diverse and inclusive team and welcome applications from all qualified individuals, regardless of race, gender, age, disability, religion or belief, sexual orientation, or any other characteristic protected by UK law.