Account Executive - Professional Services

NATS is the UK’s leading air navigation service provider, handling over 2 million flights each year. It provides air traffic control services, 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.

The International business, based in Dubai, is the growth engine for the wider NATS Group. It has responsibility for all relationships, partnerships and revenue opportunities outside of the UK.

Job Purpose

NATS is hiring Professional Services Account Executives to work across the European region. These roles would suit candidates who have knowledge and experience working in Air Traffic Control Airspace environments, Air Traffic Management Systems or Airfield/ Apron Operations.

Working within the international sales team, the selected Account Executive will focus on prospective Air Navigation Service Providers (ANSPs), Airport Operators/ Owners and Airlines within a pre-determined geographical region. Their account patch will be a mix of existing customers (20%) and greenfield ‘new logo’ prospects (80%). Therefore, a ‘hunter’ type mentality would be well suited to this profile. This is a highly visible role within NATS, and the candidate will be comfortable working remotely with an appreciation that significant travel across the region will be necessary to succeed.

The selected Account Executive will be responsible for driving the accelerated growth in the prospect accounts, working in close collaboration with other teams to increase revenue spend across a set of new and existing customers whilst building the NATS presence in the local market. Driving growth through new international market entry and expansion, 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 – Professional Services 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 profile would be an experienced consultant or ATCO with at least 7 years proven and sustainable success, selling professional services for an ANSP/ Operator or Technology Systems Integrator to the Air Traffic community and Airport family of operators. This candidate would have a credible list of delivered assignments and have built a notable list of senior relationships across the region.

Key Responsibilities

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, airports, 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.

Qualifications, Skills, And Personal Attributes

• University Graduate calibre
• At least 7 years successful, referenceable field sales experience within an ATC environment and 5 years Consultancy/ Professional Services experience.
• Excellent and recent knowledge of the aviation industry and Air Traffic Management market. Those candidates who have been in the Aviation sector previously but are now in Professional Services sales would also be considered.
• Knowledge of European Regulations in the past and upcoming would be an advantage as well as an understanding of Eurocontrol.
• A working understanding of the European regulation CP1 and SESAR Deployment would be an advantage.
• Evidential sales background in a large or complex, multi-function/multi-stakeholder, environment.
• Experience in building relationships with Government and/or Regulatory bodies.
• Have 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 at a business level.
• Proven financial management experience; 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 with 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, self-motivated to develop necessary capabilities for the role.

Additional Vacancy Information

We are proud to offer a fantastic total reward package to help you thrive both personally and professionally. For more information, please visit International - NATS. 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.