Job Description – Vice President – Business Development & Customer Success

Product: FlyPal® Aviation SaaS Platform

Location: Pune, India (Travel Required)

Department: Sales & Customer Success

Reports To: CEO

Position Summary

We are seeking an experienced, entrepreneurial, and customer-focused vice president, business development & customer success, to lead revenue growth, customer acquisition, account expansion, and long-term customer success for our aviation SaaS products.

This role is responsible for owning the complete customer lifecycle, from lead generation and enterprise sales to onboarding, renewals, customer satisfaction, and strategic account growth.

The ideal candidate understands both enterprise B2B SaaS sales and the aviation industry and has the ability to engage with CXOs, CAMO managers, engineering heads, maintenance teams, flight operations, and airline decision-makers across global markets.

Key Responsibilities

Business Development

- Develop and execute the global sales strategy.
- Generate qualified opportunities through direct outreach, networking, industry events, and channel partners.
- Build and maintain a healthy sales pipeline.
- Lead product demonstrations and discovery meetings.
- Manage the complete sales cycle from prospecting to contract closure.
- Negotiate commercial terms and enterprise SaaS agreements.
- Achieve quarterly and annual revenue targets.
- Develop strategic partnerships within the aviation ecosystem.

Customer Success

- Own customer onboarding and implementation coordination.
- Ensure customers achieve measurable value from the FlyPal platform.
- Drive customer adoption across all modules.
- Maintain executive relationships with customer leadership.
- Conduct Quarterly Business Reviews (QBRs).




- Monitor customer health and proactively reduce churn.
- Drive contract renewals and upsell opportunities.
- Act as the voice of the customer internally.

Account Growth

- Identify expansion opportunities across existing customers.
- Promote cross-selling of additional FlyPal modules.
- Develop account growth strategies for strategic customers.
- Increase Annual Recurring Revenue (ARR).

Leadership

- Build and mentor business development and customer success teams.
- Establish KPIs and performance metrics.
- Develop sales playbooks and customer engagement processes.
- Collaborate with Product, Engineering, Implementation, and Support teams.
- Present business updates to the CEO.

Market Intelligence

- Monitor aviation technology trends.
- Analyze competitors.
- Identify emerging opportunities.
- Represent the company at aviation conferences and exhibitions.

Required Experience

- 12–20 years of skilled experience.
- Minimum 7 years in enterprise B2B software or SaaS sales.
- Minimum 5 years in leadership roles.
- Experience selling software to airlines, MROs, CAMOs, business aviation operators, airports, or aviation organizations.
- Proven experience managing enterprise customers.
- Experience handling international customers.
- Strong contract negotiation experience.

Must Have Skills

Sales

- Enterprise SaaS Sales
- Solution Selling
- Consultative Sales




- Value-Based Selling
- Strategic Selling
- Complex Sales Cycles
- Contract Negotiation
- Pipeline Management
- Forecasting
- CRM Management

Customer Success

- Customer Lifecycle Management
- Customer Retention
- Renewals
- Upselling
- Cross-selling
- Executive Relationship Management
- Customer Health Monitoring
- Escalation Management

Leadership

- Team Building
- Coaching
- Performance Management
- Strategic Planning
- Revenue Planning
- Business Planning

Communication

- Excellent presentation skills
- Strong written communication
- Executive-level communication
- Public speaking
- Proposal writing

Business

- Financial acumen
- ROI discussions
- SaaS commercial models
- Annual Recurring Revenue (ARR)
- Monthly Recurring Revenue (MRR)

Aviation Domain Knowledge (Highly Preferred)

Candidate should have experience in one or more of:

- Airline Operations
- CAMO
- Continuing Airworthiness
- MRO
- Aircraft Maintenance
- Engineering Planning
- Technical Records
- Flight Operations
- Crew Management
- Aviation Safety
- Quality Management
- Regulatory Compliance

Knowledge of:

- DGCA
- EASA
- FAA
- ICAO regulations
- will be an added advantage.

Technical Understanding

Should understand:

- Cloud SaaS Platforms
- Multi-tenant Software
- API Integrations
- Mobile Applications
- Enterprise Software
- Digital Transformation
- Workflow Automation

No programming knowledge required.

Preferred Qualifications

- MBA (Marketing / International Business / Strategy)
- Engineering degree preferred
- Aviation qualification is an advantage
- A commercial pilot, aircraft maintenance engineer (AME), or aviation management background is desirable.

📌 Vice President – Business Development & Customer Success (India)
🏢 MatchLab Talent
📍 India