VP Sales — Southern California in California, Maryland at Thrive Aviation

Arulean Air LLC is seeking a VP Sales to serve as the primary client-facing sales professional in the Southern California territory. Per industry convention in private aviation, the "VP" title reflects client-facing seniority; the core mission of this role is direct relationship building with high-net-worth individuals (HNWIs) and corporate clients, driving pipeline growth, and closing high-value contracts. The ideal candidate brings deep connections within the SoCal affluent market — spanning entertainment, real estate, finance, sports, and technology — and combines consultative selling skills with the sophistication required to represent a premium aviation brand.

Key Responsibilities

1. Client Acquisition & Relationship Management

• Develop and manage a portfolio of HNWI and corporate client relationships within the SoCal territory
• Conduct consultative, solution-oriented sales — proposing tailored private aviation solutions aligned to each client's lifestyle and business needs, not simply selling flights
• Make initial contact with leads handed off from Inside Sales within 24 hours
• Build and expand relationships through personal networking, industry events, and Arulean Air's affinity partnerships
• Nurture long-term client relationships to drive retention, renewals, and referrals

2. Pipeline & Quota Management

• Own and deliver individual territory revenue and pipeline targets
• Maintain a disciplined sales cadence: prospecting, lead follow-up, proposal development, negotiation, and close
• Keep the territory pipeline consistently healthy across volume, quality, and velocity
• Log all client touchpoints, deal stages, and forecast data in CRM with accuracy and timeliness
• Report pipeline, progress, and challenges to Head of Sales in weekly 1-on-1s

3. Proposal & Negotiation

• Prepare and deliver compelling proposals and presentations to prospective clients
• Negotiate high-value contracts with sophistication and integrity
• Articulate the performance, features, and competitive advantages of both program aircraft, the HondaJet HA-420 (light jet) and the Bombardier Challenger 3500 (super-midsize), clearly and persuasively
• Coordinate with CSO on program content, pricing, and competitive positioning as needed

4. Territory & Market Development

• Leverage deep knowledge of SoCal affluent market segments: entertainment, technology, real estate, finance, sports
• Identify and pursue new prospect pools through industry-specific networking, community involvement, and strategic partnerships
• Maintain current knowledge of key SoCal airports (VAN, BUR, SMO, LGB, HHR, SNA, SAN, CMA, etc.) and regional travel patterns
• Monitor competitive activity within the territory and report insights to Head of Sales and CSO

5. Cross-Functional Collaboration

• Head of Sales: Weekly 1-on-1s for pipeline review, territory strategy, and key deal consultation
• CSO: Coordinate on program content, pricing, and competitive responses
• Inside Sales: Receive lead handoffs; record contact results and prospect temperature in CRM for feedback loop
• Marketing Manager: Co-plan SoCal local events and provide prospect insights to inform campaign design
• CEO: Request executive-level support for key client meetings through Head of Sales

6. Compliance

• Strictly comply with company disclosure restrictions — do not disclose undisclosed program details even to clients
• Maintain ethical sales practices and uphold Arulean Air's brand standards in every client interaction
• Escalate unclear or sensitive client questions to Head of Sales or CSO immediately

Required Qualifications

Experience

• 7+ years of progressive sales experience in a high-value, relationship-driven environment
• Minimum 3 years of direct client-facing sales in private aviation, fractional ownership, charter brokerage, luxury real estate, financial services, or comparable luxury/HNWI market
• Proven track record of consistently meeting or exceeding individual revenue quotas
• Demonstrated ability to build and maintain relationships with C-suite executives, entrepreneurs, and high-net-worth individuals
• Existing network within the Southern California affluent community strongly preferred

Skills & Competencies

• Consultative Selling: Ability to diagnose client needs and propose tailored solutions rather than transactional selling
• Relationship Building: Exceptional interpersonal skills with the credibility and sophistication to engage HNWI and executive-level clients
• Negotiation: Proven ability to navigate complex, high-value contract negotiations with integrity
• Product Knowledge: Ability to articulate the performance, features, and competitive advantages of the HondaJet HA-420 (light jet) and the Bombardier Challenger 3500 (super-midsize), and to match each client mission to the right aircraft; private aviation industry knowledge required
• CRM Discipline: Proficiency in Salesforce or comparable CRM platforms with strong data hygiene habits
• Communication: Excellent verbal and written skills; polished presentation ability
• Self-Direction: Ability to manage a territory independently with minimal supervision while maintaining alignment with organizational goals
• Market Knowledge: Deep understanding of the SoCal affluent landscape, key industries, lifestyle patterns, and networking venues

Education

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