BDM/Account Executive
Remote from Australia: 100%
Farel is a US-based startup building an airline operating system that unifies inventory, dynamic pricing, reservations, operations, and customer-facing apps into a single platform, replacing legacy PSS software. Backed by top-tier Silicon Valley VCs, Farel helps carriers launch in weeks, grow ancillary revenue through integrated upsell modules, and automate routine tasks with AI.
Own recent business acquisition among small and midsize airlines across
Australia, New Zealand, and the Pacific
, running the full sales cycle—from targeted outbound and discovery through contract signature and first revenue—while building a repeatable process that scales.
What you'll do
Build and qualify pipeline
Develop account lists targeting
Australian and Pacific carriers
, craft outbound sequences, and represent Farel at regional aviation events to engage airline executives and commercial leaders.
Lead consultative deals
Run discovery workshops, quantify business cases, coordinate solution demos, and manage multi-stakeholder evaluations for six-figure ARR opportunities across
Australia, NZ, and Pacific Island carriers
.
Drive contracts to close
Own pricing, negotiation, and commercial terms,



partnering with Legal and Finance to reach signature and hand-off to Customer Success.
Refine the sales engine
Instrument funnels, A/B-test outreach, and share win/loss insights with Marketing, Product, and Leadership to sharpen positioning and roadmap.
Represent Farel in-market
Act as the face of Farel at trade shows, airline forums, and partner meetings across
Sydney, Melbourne, Auckland, and key Pacific hubs
, cultivating local relationships and brand presence.
Requirements
5+ years of quota-carrying SaaS/software sales experience, including closing six-figure, multi-stakeholder deals.
Demonstrated record of new business acquisition in aviation, travel-tech, or other enterprise-software domains; familiarity with airline systems (PSS, revenue management, etc.) is a plus.
Startup mindset: self-directed, data-driven, and comfortable iterating quickly on outreach, messaging, and process.
Strong negotiation, presentation, and stakeholder-management skills, able to engage C-level executives and translate product value into business outcomes.
Based in Sydney
; ability to travel across Australia, NZ, and the Pacific region as needed.

📌 Account Executive Australia
🏢 Farel
📍 Australia