Account Executive - Technology Solutions

NATS is the UK’s leading air navigation service provider, handling over 2 million flights each year. It provides air traffic control services from two control centres supporting airports all around the UK, as well as a wide range of commercial solutions to over 30 countries internationally. Our people are at the heart of our purpose to advance aviation and keep the skies safe.

Role Overview:

As NATS continues to expand, our focus is on scaling technology solutions for Air Navigation Service Providers (ANSPs), Airport Operators/Owners, and Airlines across the globe, complementing our established Professional Services practice.

We are now seeking Account Executives in the UAE to drive growth by managing existing accounts and, critically, developing new business opportunities. Success will be determined by the ability to deliver net-new customer acquisition and revenue growth.

Key Responsibilities:

The role will focus on identifying, shaping, and converting new opportunities in priority and emerging markets to deliver significant order intake and revenue growth. The Account Executive - International will build a sustainable pipeline, strengthen NATS’ presence in new geographies, and establish enduring, high-level relationships with decision-makers and influencers across the global Air Traffic Management (ATM) and aviation ecosystem.

The ideal candidate will be an experienced Account Executive with extensive, demonstrable and sustained success in selling technology solutions, preferably SaaS, into the Air Traffic Management and Airport operator ecosystem. While prior experience in the aviation sector is highly desirable, a proven track record of building long-term customer relationships and consistently delivering technology solution sales is paramount.

The candidate must also be comfortable with extensive international travel, as the role will require regular engagement across multiple countries within their assigned region.

Market Entry & Expansion

• Pinpoint and prioritise new countries for entry, aligned to NATS' global growth ambitions.
• Build and execute tailored entry strategies, leveraging intelligence on regulatory frameworks, competitors, and customer pain points.
• Rapidly establish presence in target markets through high-impact engagement with regulators, ANSPs, airports, and government stakeholders.

Sales Strategy & Delivery

• Design and execute robust sales strategies across priority and growth territories.
• Achieve or exceed annual sales targets by increasing order intake and conversion rates.
• Lead commercial propositions and negotiations, ensuring profitable outcomes.
• Drive bids from initial opportunity through to contract award, ensuring pace and quality of execution.

Customer & Stakeholder Engagement

• Build and sustain trusted senior-level relationships across government, regulatory bodies, ANSPs, and aviation stakeholders in target markets.
• Develop and maintain detailed stakeholder maps, engagement plans, and capture plans for priority countries.
• Position NATS as a partner of choice in target countries through proactive thought leadership and engagement.

Collaboration & Intelligence

• Partner with internal teams (business winning, delivery, finance, legal) to align resources behind entry strategies.
• Provide market intelligence and competitor insights to shape NATS International strategy.
• Maintain up-to-date CRM records, forecasts, and reporting on pipeline and market entry progress.
• Contribute to shaping the overall NATS International growth strategy.

Accountabilities:

The Account Executive would be responsible for

• Collaborating with other teams to accelerate growth in the prospect accounts.
• Increasing revenue spend across a set of new and existing customers whilst building the NATS presence in the local market.

Qualifications, Skills and Personal Attributes:

This account patch is a mix of existing customers (20%) and greenfield ‘new logo’ prospects (80%). Therefore, a ‘hunter’ type mentality would be well suited to this profile. The account patch would be based on a number of countries within a given region (apart from the US), with approximately 10 in each patch.

• University degree (or equivalent professional experience) with a demonstrable track record of achieving and sustaining sales growth.
• Extensive referenceable field sales experience, preferably in technology sales.
• Excellent and recent knowledge of the aviation industry and Air Traffic Management market. Candidates with prior experience in the aviation sector who have since transitioned into technology sales will also be considered.
• Evidential sales background in a large or complex, multi-function/multi-stakeholder, environment.
• Experience in building relationships with Government and/or Regulatory bodies.
• No restriction to travel and hold an International Driving licence.
• English is the global language within Aviation therefore excellent verbal and written communications would be expected.
• Proven financial management experience and able to assimilate and prioritise large volumes of complex financial and technical data, identify key issues and solutions.
• Able to lead the development of compelling business cases.
• Comfortable in matrix management environments and non-hierarchical structures.
• Ability to engage and motivate teams in matrix structures to deliver high performance.
• Culturally aware and sensitive to different business practices, communication styles and customer expectations.
• Results driven and self-motivated to develop necessary capabilities for the role.

The NATS Investment in you:

• Accelerated Growth Opportunity: NATS International is entering a phase of accelerated growth. This role offers the ideal candidate significant personal and professional development as the business expands into new markets.
• Leadership and Responsibility: We are seeking candidates who are comfortable taking ownership and responsibility. If you are ambitious and eager to grow your career while taking on increased leadership opportunities, this is the right environment for you.
• Onboarding and Screening: NATS conducts comprehensive reference checks and security screening as part of the onboarding process.

Additional Vacancy information:

We are proud to offer a fantastic total reward package to help you thrive both personally and professionally. In addition to a competitive salary that's regularly reviewed, as a member of our international team you'll also benefit from private healthcare and dental cover, generous leave entitlement with the option to purchase additional leave, wellness support and a comprehensive learning and development offering.

If you share our passion to advance aviation and keep the skies safe – we would like to hear from you whatever your age, sex, race, faith, visible or invisible disability. Individuals that bring different perspectives, skills, life experiences and backgrounds help us be at the forefront of our industry.