Head of Sales in at Thrive Aviation

Arulean Air LLC is seeking an experienced Head of Sales to lead and scale its sales organization. This role is responsible for the overall revenue performance of the company, managing a team of three regional VP Sales and an Inside Sales function. The Head of Sales will drive pipeline growth, optimize sales processes, and build a high-performance sales culture targeting affluent individuals and corporate clients in the private aviation market.

Key Responsibilities

1. Sales Leadership & Revenue Accountability

• Own and deliver the company's annual revenue and pipeline targets
• Develop and execute the overall sales strategy in alignment with the CEO and the CSO's go-to-market model
• Establish and maintain a rigorous forecasting and reporting cadence (weekly pipeline reviews, monthly revenue reporting to CEO)
• Make final decisions on resource allocation and lead distribution across territories to maximize quota attainment

2. Team Management & Development

• Directly manage three VP Sales (SoCal, Bay Area, Desert Southwest) and the Inside Sales team
• Conduct weekly 1-on-1s with each VP Sales and monthly team meetings to review progress, share best practices, and address challenges
• Drive hiring, onboarding, and ongoing performance management for all sales roles, in consultation with the CEO and HACI
• Foster a coaching-driven culture with regular skills development, deal coaching, and performance reviews
• Build a talent pipeline to support future growth and territory expansion

3. Pipeline & Process Management

• Monitor all territory pipelines weekly, ensuring health across volume, quality, and velocity
• Regularly review KPIs for all direct reports: activity volume, deal count, close rate, average deal size, and sales cycle length
• Oversee CRM discipline and data integrity across the sales organization
• Design and continuously improve the end-to-end sales process — from lead qualification through close — targeting high-net-worth individuals and corporate clients
• Review lead quality, volume, and handoff accuracy between Inside Sales and VP Sales

4. Cross-Functional Collaboration

• CSO: Weekly alignment on pipeline, territory strategy, and the pricing model; pricing exceptions escalate to the CEO
• Marketing Manager: Align marketing campaigns, events, and demand generation activities with sales priorities
• CEO: Direct manager. Weekly pipeline review and monthly revenue reporting; escalation point for key client deals and hiring plans
• Operations Partner (Thrive Aviation): Coordinate as needed to ensure client experience from sales through service delivery

5. Compliance & Standards

• Ensure all team members comply with company disclosure restrictions and regulatory requirements
• Maintain ethical sales practices and uphold Arulean Air's brand standards in every client interactionEnsure adherence to all HACI policies regarding HR, compensation, and employment practices

Required Qualifications

Experience

• 10+ years of progressive sales experience, with at least 5 years in a sales leadership role managing multi-territory teams
• Proven track record of achieving and exceeding revenue targets in a high-value, relationship-driven sales environment
• Experience in private aviation, fractional ownership, luxury goods/services, or financial services strongly preferred
• Demonstrated success building, scaling, and developing high-performing sales teams

Skills & Competencies

• Strategic Sales Planning: Ability to develop and execute territory-level and organization-wide sales strategies
• Pipeline Management: Deep expertise in CRM-driven pipeline management, forecasting, and data-driven decision-making
• People Leadership: Proven ability to recruit, coach, and retain top sales talent; experience conducting performance reviews and managing compensation structures
• Client Relationship Management: Ability to engage with high-net-worth individuals and C-suite executives with credibility and sophistication
• Analytical Skills: Strong ability to interpret sales data, identify trends, and translate insights into actionable plans
• Communication: Excellent verbal and written communication skills; ability to present to senior leadership and cross-functional stakeholders
• Industry Knowledge: Understanding of the private aviation market, competitive landscape, and affluent client expectations; ability to build team-wide fluency in the program's two aircraft types, the HondaJet HA-420 (light jet) and the Bombardier Challenger 3500 (super-midsize), and in matching each client mission to the right aircraft

Education

• Bachelor's degree in business administration, Marketing, or a related field required
• MBA or advanced degree preferred