Vice President - Account Management

For more than 40 years, Accelya has been the industry’s partner for change, simplifying airline financial and commercial processes and empowering the air transport community to take better control of the future. Whether partnering with IATA on industry-wide initiatives or enabling digital transformation to simplify airline processes, Accelya drives the airline industry forward and proudly puts control back in the hands of airlines so they can move further, faster. 

Vice President – Account Management, Americas

USA, remote / Miami, US

Role Purpose

As Vice President – Account Management, Americas, you will be the senior commercial leader responsible for Accelya’s airline customer relationships, revenue retention, expansion and account growth across the Americas region.

You will define and execute the regional Account Management strategy, building trusted executive-level relationships with airline customers and ensuring Accelya delivers sustained value across the customer lifecycle. The role will focus on protecting and growing recurring revenue, expanding strategic partnerships, improving commercial discipline and ensuring Accelya is positioned as a long-term transformation partner to airlines.

This is a highly strategic and hands-on leadership role. You will lead and develop a regional Account Management team, guide complex customer engagements, and influence matrixed teams across Sales, Pre-Sales, Product, Delivery, Customer Success, Operations, Engineering and Cloud. You will ensure Accelya’s solutions are aligned to airline business priorities, technical requirements and commercial transformation goals.

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

Duties & 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 across the region.
• 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 from the front on strategic customer relationships, role modelling 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 joined-up customer outcomes.
• Drive AI-enabled commercial excellence across the Account Management function, using tools such as Microsoft Dynamics AI, ChatGPT, Claude 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.

Required Experience & Skills

• Significant senior commercial leadership experience in Account Management, Sales, Business Development within a global technology, SaaS or enterprise software business selling relevant SaaS/Software into the Airline accounts
• Strong understanding of Modern Airline Retailing, Offer and Order Management and NDC, with the ability to explain their commercial impact to airline stakeholders.
• Demonstrable track record of driving and leading a sales team laser focused on revenue growth, expansion and strategic account growth across a regional or multi-country Airline customer portfolio.
• Proven experience selling to, managing or growing strategic accounts within the airline industry.
• Excellent understanding of airline technology, airline commercial operations and complex enterprise software environments.
• 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.

Preferred Experience & Skills

• 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.
• Experience supporting airline transformation programmes 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.
• Bachelor’s degree in Business, Technology, Engineering or a related field or equivalent experience; MBA or relevant advanced business qualification preferred.

What do we offer?

• Open culture and challenging opportunity 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 software platform that enables innovative airlines to drive growth, delight their customers and take control of their retailing.

Owned by Vista Equity Partners’ long-term perennial fund and with 2K+ employees based around 10 global offices, Accelya is trusted by industry leaders to deliver now and deliver 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 is proud to deliver leading-edge technologies to customers, including through its partnership with AWS and the pioneering NDC expertise of its Global Product teams.

We are proud to enable innovation-led growth for the airline industry and put control back in the hands of airlines.

For more information, please visit www.accelya.com

What does the future of the air transport industry look like to you? Whether you’re an industry veteran or someone with experience from other industries, we want to make your ambitions a reality!