Strategic Sales Manager: New Business & Key Accounts
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This role is part of Paxport - Pax2pay's parent company.
About Paxport
At Paxport, we are redefining the architecture of travel operations and passenger management. For over 20 years, we have provided the mission- critical technology that allows airlines, tour operators, and travel agents to connect, sell, and grow in an increasingly complex digital landscape. Our expertise lies in delivering comprehensive Passenger Management Systems (PMS), automated PNRGOV compliance and high-conversion ancillary merchandising tools, complemented by our pioneering work in NDC (New Distribution Capability) and payment orchestration. Paxport empowers the travel industry to take full control of the passenger journey, from the operational complexity of inventory management and departure control to the strategic optimisation of ancillary revenue. We sit at the heart of the ecosystem, processing millions of transactions and ensuring that the operational backbone of our clients remains robust, scalable, and future-proof.
As we continue to scale our footprint, we are looking for a Strategic Sales Manager who shares our passion for innovation and possesses the commercial grit to navigate high-stakes, transformative deals.
Role Purpose
As the Strategic Sales Manager, you are the commercial architect of Paxport's expansion and the protector of our most vital partnerships. Reporting directly to the CEO, this is a high-impact, dual-focus role. You will hunt for high-value new logos, transforming how airlines and tour operators distribute content, while simultaneously steering the commercial strategy for our top-tier retained accounts. In addition, you will hold strategic oversight of Paxport's Marketing function in the Nordics, ensuring that brand positioning and demand generation are tightly aligned with our commercial objectives, and you will carry personnel responsibility for a small commercial team reporting directly to you. You aren't just selling software;
you are delivering the infrastructure that powers the future of travel.
Key Responsibilities
The "Hunter": New Business Acquisition
Strategic Prospecting: Identify and penetrate "Tier 1" airlines and major Tour Operator Groups
Complex Deal Orchestration: Lead the full sales lifecycle, from initial high-level discovery and RFI/RFP management to final multi-year contract execution
Value-Based Selling: Translate Paxport's operational excellence (Passenger Management, PNRGOV compliance, and Ancillary Merchandising) into clear ROI for a prospect's P&L
The "Architect": Strategic Retention & Growth
High-Stakes Renegotiation: Own the commercial renewal cycle for Paxport's largest clients, securing long-term commitments and optimising terms for mutual growth
Expansion & Upsell: Navigate existing accounts to identify untapped revenue streams, introducing new modules (e.G., Distribution, Pax2Pay) and services that deepen our integration
C‐Suite Influence: Act as the primary commercial advisor to client CEOs, CTOs, and Commercial Directors, ensuring Paxport remains their indispensable strategic partner
The "Leader": Team Management & Marketing Strategy
Marketing Oversight: Take full strategic responsibility for the Marketing department, ensuring our brand positioning and lead generation efforts are perfectly synced with our commercial goals
People Leadership: Act as the direct manager for a dedicated team of professionals within Sales and Marketing. You will be responsible for their professional development, performance management, and daily guidance
Strategic Alignment: Bridge the gap between marketing initiatives and sales execution, ensuring the "Paxport story" is told consistently across all channel
Market Intelligence & Synergy
Product Advocacy: Act as the "Voice of the Market," funneling competitor intelligence and client requirements directly to the Product Board to shape our future roadmap
Cross-Functional Leadership: Partner with Implementation and Account Management teams to ensure the "promised" solution translates into a "delivered" reality
Requirements & Experience
Travel-Tech Pedigree: 8+ years of B2B sales experience within the aviation or travel technology ecosystem. xqysrnh You must understand the "plumbing" of the industry (Passenger Management Systems (PSS), Inventory, PNRGOV compliance, and Ancillary Merchandising)
Documented Success: A proven track record of closing six- and seven-figure deals with long, complex sales cycles
The Network: An active, international network of decision-makers within European airlines and travel groups is highly meritorious
Commercial Rigor: Exceptional ability to build complex financial business cases and navigate sophisticated pricing models
Communication: Professional fluency in English is mandatory. Proficiency in a Nordic language (Swedish, Danish, or Norwegian) is a significant competitive advantage
Personal Attributes
The "Closer" Spirit: You are motivated by the win and have the resilience required for high-stakes, long-lead-time negotiations
Strategic Visionary: You can look past the immediate contract to see the 3-year roadmap, identifying how Paxport can evolve alongside the client
Entrepreneurial Autonomy: You thrive in a flat hierarchy, working directly with the CEO and taking full ownership of your territory without micro-management
Cultural Fit: You balance high-performance ambition with a collaborative, "one-team" mindset
Primary Performance Metrics (KPIs)
New Business Revenue: Annual Recurring Revenue (ARR) targets from entirely new client logos
Gross Retention Rate: 100% successful execution of scheduled major contract renewals within the strategic portfolio
Expansion Growth: Specific growth percentage in ARR from existing accounts through new module adoption
Pipeline Velocity: Efficiency in moving prospects from "Discovery" to "Signed Contract" within defined timeframes
What's in it for you?
Direct Impact: Reporting to the CEO means your voice is heard and your decisions move the needle immediately
Industry Influence: Power the passenger management and PNRGov backbone of leading airlines and tour operators, ensuring operational continuity, data integrity, and full regulatory compliance across markets
High Autonomy: We hire experts and get out of their way