Charter Sales Executive

About the role

As a Charter Sales Executive at Wheels Up, you will manage end-to-end air charter solutions for Wheels Up members and charter customers. You will source and secure aircraft, flight crews, and third-party vendors while balancing client expectations, operational requirements, and financial objectives. Acting as a trusted advisor, you will take a consultative approach to quoting, aircraft selection, and trip design, ensuring every experience meets or exceeds expectations. This role involves identifying risk factors, surfacing value-driven opportunities, and making informed recommendations aligned with client priorities. You will manage a diverse client portfolio, maintain market awareness, and oversee all aspects of charter execution, including collaboration with Supplier Relations to onboard high-quality operators.

Responsibilities

• Charter Sales, Sourcing, Contracting & Execution
  • Source, evaluate, and secure the most appropriate aircraft, crew, and vendors based on client needs, pricing dynamics, availability, and market conditions.
  • Lead pricing strategy and negotiations with clients and suppliers to optimize competitiveness and margin.
  • Draft, negotiate, and execute charter agreements with clients, ensuring clarity, accuracy, and alignment with company policies.
  • Negotiate and execute supplier contracts, defining pricing, terms, and operational requirements.
  • Coordinate and secure client payments (deposits and final balances) in accordance with agreed terms.
  • Arrange and manage supplier payments in alignment with contractual obligations and internal financial controls.
  • Partner with Supplier Relations to identify, vet, and onboard new operators to expand and strengthen the supply network.
  • Build and present a clear operational plan for each trip, outlining logistics, options, and key considerations.
  • Identify potential operational and commercial risks, proactively communicate them, and recommend solutions.
  • Oversee end-to-end trip execution, ensuring compliance with domestic and international regulatory requirements.
  • Maintain accurate records of all bookings, updates, and trip closures while ensuring proper margin realization.
• Client Advisory & Relationship Management
  • Serve as the primary point of contact for clients, managing bookings, inquiries, and ongoing charter activity.
  • Act as a consultative advisor by identifying value, presenting options, and recommending tailored solutions aligned with client goals.
  • Proactively resolve client concerns and navigate operational challenges with professionalism and urgency.
  • Partner closely with Sales and Service teams to strengthen relationships and enhance the overall client experience.
  • Conduct client meetings, sales calls, and in-person visits to support relationship growth and retention.
  • Deliver consistent after-sales support and maintain organized client documentation.
• Revenue Growth & Market Insight
  • Analyze market trends, competitor positioning, and pricing tolerance to deliver timely, strategic, and competitive quotes.
  • Identify value levers within each opportunity to optimize margin while maintaining a strong client offering.
  • Actively manage and grow an existing book of business while generating and converting new opportunities.
  • Maintain discipline around pipeline management, CRM accuracy, and reporting.
  • Ensure rapid response times for all client inquiries and opportunities.
  • Contribute to achieving individual and team revenue targets.
• Cross-Functional Collaboration & Compliance
  • Collaborate with EVPs, Directors, Flight Services Managers (FSMs), Supplier Relations, and operational teams to drive pod performance and client satisfaction.
  • Ensure full adherence to company policies, procedures, and operational standards.
  • Provide support outside standard business hours when required, including managing time-sensitive or high-pressure situations.

Requirements

• Education & Certification Requirements
  • Minimum of 3-5 years of sales support or customer service-related experience.
  • Bachelor’s degree or relevant experience in a high-touch customer service environment.
  • Experience in operations coordination, logistics, or flight scheduling.
  • Strong organizational and quality assurance skills.
  • Excellent communication and problem-solving ability.
  • Proficiency in managing trip details in CRM or scheduling systems.
• Preferred Requirements
  • Familiarity with aviation operations, off-fleet charter tools such as Avinode, or logistics systems.
  • Experience coordinating complex travel or event itineraries.
  • Ability to anticipate issues and solve problems quickly.
  • Comfort working cross-functionally and managing time-sensitive operational updates.

Physical Requirements

Standard office and computer usage required.

Pay

The yearly compensation for this role ranges from $80,000 to $85,000 + commission, depending on experience, skills, and qualifications. You will also be eligible for an incentive program (commission), which rewards individual and organizational performance.

Benefits

• Tuition Reimbursement
• Competitive 401(k)
• Comprehensive Medical, Dental, and Vision Insurance
• Complimentary access to mental health and wellness counseling through Spring Health
• Financial planning assistance
• A variety of additional programs and services in support of your total well-being