Director, Sales & Service, West

About the role

As a Director, Sales and Service, you are responsible for driving new member acquisition and overseeing the commercial and service experience for a defined book of business. You partner closely with the VP, Sales and Service and Flight Services Managers (FSMs) to ensure members receive a seamless, premium experience while maintaining accountability for growth, retention, and overall client satisfaction. This role serves as a key liaison for new clients and plays a strategic, client-facing role in identifying the right travel and membership solutions. While FSMs manage day-to-day trip execution, sourcing, and detailed quoting for existing members, the Director maintains visibility, steps in as needed, and ensures alignment across sales and service teams. Strong presentation skills — both virtual and in-person — are essential, as the role regularly engages with prospective and existing members to articulate Wheels Up offerings and value.

Responsibilities

• Partner with Relationship Managers to identify, qualify, and convert prospective members through outreach, lead follow‑up, and qualification of strong opportunities
• Lead new client acquisition by identifying the appropriate membership and travel solutions aligned to client needs and usage patterns
• Oversee a defined portfolio of client relationships with accountability for growth, retention, renewals, and fund replenishment
• Act as the primary commercial and service liaison for new members, ensuring a smooth onboarding experience and clear handoff to service teams
• Collaborate closely with Flight Services Managers, who are responsible for trip sourcing, detailed quote preparation, pricing, aircraft options, and itineraries for existing members
• Maintain visibility into client communications and activity, stepping in as needed to support the relationship, address concerns, or reinforce the overall experience
• Identify upsell and cross‑sell opportunities and partner with Relationship Managers to advance those opportunities
• Prepare and present membership proposals and recommend charter or fleet solutions based on client travel needs
• Monitor client activity and proactively engage to drive repeat bookings, renewals, and deeper member engagement
• Support resolution of service issues and irregular operations (IROPs) by coordinating with internal teams and assisting with client communication when appropriate
• Collaborate cross‑functionally with Sales, Client Services, and Trip Support teams to deliver a consistent, premium member experience
• Maintain accurate records and updates in the CRM to support team‑based coverage and informed decision‑making

Qualifications

Education & Certification Requirements

• Minimum of 5‑10 years of experience in a strategic sale, account management, or client‑facing role
• Strong communication and relationship‑building skills, with a customer‑first mindset
• Ability to manage multiple accounts and coordinate across teams in a fast‑paced environment
• A proactive, client‑first mindset with the ability to anticipate needs
• Comfortable working with quoting tools, CRM platforms (Salesforce preferred), and proposal documentation
• Bachelor’s degree or equivalent experience

Preferred Requirements

• Background in private aviation, luxury services, or high‑touch B2B sales
• Experience coordinating across operations and customer service teams
• Demonstrated success in a quota‑carrying or growth‑oriented role
• Ability to anticipate client needs and tailor recommendations accordingly
• High attention to detail in managing logistics and documentation

Pay

The yearly compensation for this role ranges from $85,000 to $95,000, depending on a variety of factors. Wheels Up does not typically start individuals at the top of the salary range; placement within the range is based on what you bring to the table. Additionally, you may be eligible for a discretionary annual incentive program, 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