Sales and Account Management Lead

About the Team:

• With a comprehensive portfolio of airline technology solutions, Amadeus helps airlines in India and South Asia address challenges across their business.
• From retailing and distribution to fulfilment and analytics, our Airline Solutions team in the region enables carriers to adapt to evolving traveler needs and drive growth.
• Our solutions foster traveler-centric experiences, support intelligent, optimized offers, and streamline servicing-helping airlines maximize revenue and operate with greater agility.
• We bring deep regional insight: the travel market here is dynamic, marked by booming domestic and religious tourism, multi-city itineraries, and a surge in digital-first bookings and payments.
• We tailor our approach to these local trends and challenges, ensuring that our airline partners can innovate and thrive in the South Asian market.

What You'll Be Doing:

• Describe the role in simple terms / Main responsibilities: The Sales & Account Executive (S&AE) owns the commercial relationship with customers, winning new business and growing existing accounts through upselling, cross-selling and renewals. The role combines sales execution, strategic account planning and senior customer relationship management, with accountability focused first on Annual Contract Value (ACV) and then on revenue. The S&AE coordinates commercial opportunities with Pre-Sales and Strategic Sales Executives, partners with the Customer Success Manager (CSM) on customer outcomes, and maintains clear sales reporting and communication. The S&AE leads the commercial relationship and sales opportunities.
• What does the day-to-day look like? What will the person be working on/projects? Identify and qualify new-customer, upsell and cross-sell opportunities; understand customer business priorities; and progress opportunities from discovery and proposal through negotiation and contract closure. Create and update Account Development Plans aligned with Customer Success Plans, organize account strategy meetings and opportunity reviews, and hold regular customer business reviews and executive discussions. Coordinate Pre-Sales and Strategic Sales Executive involvement in opportunities, particularly complex sales, and manage commercial renewals. Work closely with the CSM to translate customer needs, adoption insights and value discussions into relevant commercial opportunities, while advocating for customers internally. Maintain CRM records, pipeline updates, sales forecasts and internal reporting, coordinating with the relevant teams on customer issues without taking over technical delivery or adoption ownership.

Skills / Technical Skills / Technologies / Tools:

Consultative SaaS sales, business development, opportunity qualification, strategic account planning, commercial proposal development and negotiation. Ability to build trusted C-level relationships, understand airline industry dynamics and customer priorities, and articulate a clear business case and customer value proposition. Sound financial and analytical judgement to assess commercial opportunities and support decision-making. Strong communication, presentation and cross-functional collaboration skills, including influencing without direct authority. Proficiency in CRM use for account and opportunity management, pipeline tracking, forecasting and reporting, together with sufficient product and solution understanding to engage customers and bring in specialist expertise when needed.

Ideal Candidate / Must-have:

• A commercially driven, customer-oriented professional with demonstrated SaaS sales and business development capability, an understanding of the airline industry, and the ability to build relationships with senior business decision-makers.
• Must be able to identify customer needs, develop credible commercial proposals, negotiate and progress opportunities to closure, and balance new-customer acquisition with growth and renewal of existing accounts.
• Brings sound financial and analytical understanding, disciplined account and pipeline management, and the ability to work effectively with CSMs, Pre-Sales and Strategic Sales Executives.
• Combines ownership of commercial outcomes with a collaborative approach and a clear understanding of the boundaries between sales, customer success and delivery.