Vice President - Account Management

Accelya has been the airline industry’s partner for change for over 40 years, simplifying financial and commercial processes and empowering the air transport community to shape the future. From IATA-wide initiatives to digital transformation, Accelya drives innovation and puts control back in the hands of airlines.

About the role

As Vice President – Account Management, Americas, you will serve as the senior commercial leader responsible for Accelya’s airline customer relationships, revenue retention, expansion, and account growth across the Americas. You will define and execute the regional Account Management strategy, building trusted executive-level relationships with airline customers and ensuring Accelya delivers sustained value throughout the customer lifecycle.

This highly strategic and hands-on leadership role focuses on protecting and growing recurring revenue, expanding strategic partnerships, improving commercial discipline, and positioning Accelya as a long-term transformation partner for airlines. You will lead a regional Account Management team, guide complex customer engagements, and influence cross-functional teams including Sales, Pre-Sales, Product, Delivery, Customer Success, Operations, Engineering, and Cloud.

The successful candidate will bring deep airline technology market knowledge, executive commercial leadership, and a modern approach to account management—leveraging AI-enabled commercial intelligence, structured sales methodologies, and data-led account planning. You will also articulate the commercial impact of Modern Airline Retailing, NDC, digital transformation, and Accelya’s open, modular platform strategy.

Responsibilities

• Own and execute the Account Management strategy for the Americas, ensuring alignment with Accelya’s regional growth objectives and recurring revenue goals.
• Lead, coach, and develop a high-performing regional Account Management team, building commercial capability, customer intimacy, and disciplined account execution.
• Take accountability for regional revenue performance, including retention, renewals, expansion, customer growth, and revenue realization.
• Build and maintain trusted executive relationships with airline customers, including C-suite, commercial, digital, technology, finance, and operational stakeholders.
• Lead strategic customer relationships, role-modeling the partnership approach required for complex enterprise solution-selling in the airline technology market.
• Develop and maintain robust strategic account plans, ensuring clear customer priorities, relationship mapping, growth opportunities, renewal strategies, risks, and action plans.
• Drive a disciplined operating cadence across pipeline, forecasting, account planning, deal reviews, customer health, renewal planning, deployment progress, and revenue performance.
• Partner closely with Sales, Pre-Sales, Solution Consulting, Product, Delivery, Customer Success, Operations, Engineering, and Cloud teams to deliver cohesive customer outcomes.
• Drive AI-enabled commercial excellence across the Account Management function, using tools such as Microsoft Dynamics AI, ChatGPT, or equivalent to improve account planning, renewal preparation, executive communications, opportunity analysis, and commercial insight.
• Use commercial analytics, customer health indicators, and leading metrics to identify account risks, expansion opportunities, and performance trends.

Requirements

• Significant senior commercial leadership experience in Account Management, Sales, or Business Development within a global technology, SaaS, or enterprise software business selling into the Travel/Airline Industry.
• Proven experience selling to, managing, or growing strategic accounts within the airline industry or wider travel technology ecosystem.
• Strong understanding of airline technology, airline commercial operations, and complex enterprise software environments.
• Demonstrable track record of driving and leading a sales team focused on revenue retention, renewals, expansion, and strategic account growth across a regional or multi-country customer portfolio.
• Proven ability to build trusted relationships with senior airline stakeholders, including C-suite and executive decision-makers.
• Strong understanding of structured selling and account management methodologies such as Miller Heiman Strategic Selling, LAMP, or equivalent.
• Commercially analytical, with the ability to use data, CRM insights, and leading indicators to assess account health, revenue trajectory, and growth opportunity.
• Experience using CRM platforms such as Microsoft Dynamics, Salesforce, or equivalent to drive account planning, opportunity management, and commercial governance.
• Bachelor’s degree in Business, Technology, Engineering, or a related field.

Preferred Qualifications

• Deep knowledge of the airline technology commercial landscape, including competitive positioning across key providers in passenger, retailing, revenue management, distribution, order management, cargo, or financial settlement platforms.
• Strong understanding of Modern Airline Retailing, Offer and Order Management, and NDC, with the ability to explain their commercial impact to airline stakeholders.
• Experience supporting airline transformation programs involving digital retailing, distribution modernization, customer experience, cloud migration, or commercial platform change.
• Executive-level understanding of how AI-enabled commercial intelligence can improve account planning, renewal documentation, stakeholder mapping, customer communications, and revenue strategy.
• Experience operating in a private equity-backed, transformation-focused, or high-growth technology business.
• Experience reporting commercial performance, customer risk, and revenue growth strategy to executive leadership, boards, or private equity stakeholders.
• MBA or relevant advanced business qualification.

Benefits

• Open culture and challenging opportunities to satisfy intellectual needs.
• Flexible working hours.
• Smart working: hybrid remote/office working environment.
• Work-life balance.
• Excellent, dynamic, and multicultural environment.

About Accelya

Accelya is a leading global software provider to the airline industry, powering 200+ airlines with an open, modular platform that enables innovative airlines to drive growth, delight customers, and take control of their retailing. Owned by Vista Equity Partners, Accelya has 2,000+ employees across 10 global offices and is trusted by industry leaders to deliver now and for the future. The company’s passenger, cargo, and industry platforms support airline retailing from offer to settlement, both above and below the wing. Accelya delivers cutting-edge technologies through partnerships with AWS and its pioneering NDC expertise.