Account Director – Aviation (EMEA)

About Comply365

Comply365 is a leading global provider of compliance, safety, training and data intelligence technologies serving the aviation, defence and rail industries with over 500+ customers located in more than 80 countries across 6 continents.

Comply365 delivers enterprise SaaS and mobile solutions that enable operational management, safety, compliance, and content distribution for highly regulated industries. Our platform supports the world's most mobile and remote workforces with targeted delivery of mission-critical information that enables safe, efficient, and compliant operations.

Our culture truly sets us apart. In addition to our unwavering dedication to our customers and products, we are first and foremost a diverse team of driven, energetic and passionate individuals who work together to make a direct impact on the future of our company. We have built, and continue to build, a world-class, dynamic and people-first culture that celebrates achievement, transparency and collaboration.

About the Position

The Account Director is responsible for managing and growing a portfolio of enterprise aviation customers within the European region.

Reporting to the Head of Sales and Accounts - Europe, this role focuses on expansion of existing customer relationships, identifying new commercial opportunities within accounts, driving the progression of complex enterprise opportunities and driving long-term customer value and retention.

As a trusted advisor to airline customers, the Account Director develops strong relationships across operational and executive stakeholders while working cross-functionally with Solution Consultants (pre-sales), Product, Customer Success, and Marketing teams to deliver commercial outcomes and maximize customer value.

This role plays a critical part in executing the regional growth strategy by identifying upsell, cross-sell and expansion opportunities within existing customers.

Key Responsibilities

Revenue Ownership & Account Growth

• Own the commercial performance of assigned customer accounts, including expansion, renewals, and revenue growth.
• Identify, develop, and close upsell and cross-sell opportunities across the Comply365 platform.
• Build and maintain a strong pipeline of opportunities within existing customers.
• Develop and execute strategic account plans aligned with regional growth objectives.

Enterprise Sales Execution

• Lead end-to-end sales cycles for expansion opportunities within existing accounts, from opportunity identification through negotiation and close.
• Manage commercial discussions, pricing, and contract negotiations for account opportunities and renewals.
• Partner with the Regional Director on large or strategically complex deals when required.

Customer Relationships

• Build and maintain strong multi-level relationships across customer organizations, including operational leaders, technical stakeholders, and executive sponsors.
• Develop deep understanding of customers’ operational challenges, regulatory environment, and strategic priorities.
• Position Comply365 as a long-term strategic partner supporting customer transformation and operational efficiency.

Customer Retention & Value Realization

• Ensure high levels of customer satisfaction, retention, and long-term partnership.
• Work closely with Customer Success teams to ensure successful product adoption and value realization.
• Proactively identify and manage commercial or relationship risks within accounts.

Cross-Functional Collaboration

• Collaborate with Solution Consulting, Product, Customer Success, and Marketing teams to develop and deliver solutions that address customer needs.
• Provide customer insights and market feedback to internal teams to support product development and market strategy.

Pipeline Management & Forecasting

• Maintain accurate pipeline, forecasting, and account activity tracking in Salesforce.
• Provide regular updates on account performance, pipeline health, and expansion opportunities to the Regional Director.

Skills & Experience

• 5+ years of enterprise B2B SaaS account management or enterprise sales experience.
• Proven experience managing large enterprise customers and complex software relationships.
• Demonstrated success growing ARR through upsell, cross-sell, and expansion within existing accounts.
• Strong commercial skills including value-based selling, pricing discussions, and contract negotiations.
• Ability to manage complex, multi-stakeholder customer relationships.
• Strong consultative selling and account planning capabilities.
• Experience working in aviation, aerospace, or other highly regulated industries preferred.
• Strong communication, presentation, and relationship-building skills.
• Experience working in global, cross-functional teams.
• CRM proficiency (Salesforce preferred).
• Willingness to travel within the region as required.

Success in This Role

Success as an Account Director will be measured by

• Growth of ARR within assigned accounts
• Customer retention and long-term partnerships
• Pipeline generation and expansion opportunities
• Execution of strategic account plans
• Executive engagement within accounts
• Strong collaboration with regional leadership and internal teams

Why come Aboard?

🚑 Private Medical Insurance with Vitality Health

✈️ 27 days holiday (plus bank holidays), rising with length of service

🏡 Hybrid working

🌴 Buy/sell up to 3 days holiday

⚕️ Healthcare plans with WPA and Unum

🚀 Career development and professional growth opportunities

😌 Promoting work/life balance

💰 Pension with Scottish Widows

🛍️ Discount Platform via Perkbox

🍫Free drinks and snacks on-site

🚘Octopus EV Salary Sacrifice Scheme *after probation

🚲Cycle to Work Scheme *after probation