Location: Flexible / Hybrid
Travel: ~25-40% international travel
Reporting to: Senior Vice President, Global Business Development
About the Role
We are seeking a Senior Business Development Lead to drive growth across aviation media, inflight entertainment, digital platforms, and experiential products.
This role focuses on winning new airline partnerships, expanding existing relationships, and supporting global sales strategy. The successful candidate will work closely with cross-functional teams including product, content, marketing, engineering, and operations to bring innovative digital and media solutions to market.
This is a highly commercial role suited to someone with strong aviation industry knowledge, strategic thinking, and a proven track record of securing complex global partnerships.
Key Responsibilities
New Business Development
Identify and secure new airline partnerships across inflight entertainment, digital media, and experiential platforms
Develop and maintain a structured global business development pipeline
Lead and support responses to RFI/RFP opportunities and commercial negotiations
Build relationships with senior airline stakeholders and decision makers
Structure complex commercial agreements including revenue share and multi-year partnerships
Customer Retention & Growth
Support regional account teams in maintaining and expanding existing airline relationships
Contribute to quarterly business reviews and performance discussions with key partners
Identify opportunities to expand services, products, and platform capabilities within existing accounts
Monitor account health indicators and support retention strategies
Strategy & Market Intelligence
Track aviation, digital media, and inflight technology trends
Produce market intelligence reports and competitive insights
Identify opportunities for new products, partnerships, and go-to-market strategies
Sales Enablement
Support development of sales frameworks, tools, and training for regional teams
Contribute to the creation of sales toolkits, marketing materials, and product positioning
Work cross-functionally to bring commercial opportunities from concept through to launch
Industry Representation
Represent the company at major aviation and technology industry events
Engage with airline executives and strategic partners
Support thought leadership and market visibility within the sector
Skills & Experience
Experience
8-12+ years' experience in business development within aviation, travel media, digital platforms, OTT, adtech, or related sectors
Proven track record securing new enterprise or airline partnerships
Experience managing complex commercial negotiations and multi-year agreements
Strong understanding of aviation ecosystem and airline commercial models
Skills
Strong financial and commercial acumen including business cases and forecasting
Excellent communication, presentation, and negotiation skills
Ability to influence senior stakeholders and manage complex sales cycles
Strategic mindset with strong pipeline and opportunity management discipline
Education
Bachelor's degree required
MBA or equivalent is an advantage
Desirable Experience
Experience with inflight entertainment, connectivity platforms, or airline digital ecosystems
Exposure to digital advertising, media monetisation, or data-driven platforms
Familiarity with CRM systems and sales pipeline analytics tools
Understanding of emerging technologies including AI and digital experience platforms
What We Offer
Opportunity to work at the forefront of aviation media and digital passenger experiences
Exposure to global airline partnerships and strategic projects
Collaborative international environment
Flexible and hybrid working arrangements
Competitive compensation with performance-based incentives
Handle actively welcomes applicants from under-represented backgrounds - we pride ourselves on attracting the best talent for every opportunity through a commitment to equality, diversity and inclusion.
