Vice President of Sales

Job Description

Arulean Air LLC (a subsidiary of Honda Aircraft Company) is hiring three VP Sales professionals for a unified regional sales team. Each opening owns one defined territory and serves as the primary client-facing sales professional for that market. Candidates should apply for the territory that best aligns with their established network and market experience. Per industry convention in private aviation, the "VP" title reflects client-facing seniority; the core mission is direct relationship building with high-net-worth individuals (HNWIs) and corporate clients, driving pipeline growth, and closing high-value contracts.

The Three Open Positions

1. VP Sales - Southern California

• Territory: Los Angeles, Orange County, San Diego, and surrounding Southern California areas

2. VP Sales - Bay Area

• Territory: San Francisco, Silicon Valley, East Bay, and surrounding Bay Area

3. VP Sales - Desert Southwest

• Territory: Las Vegas, Nevada; Phoenix, Scottsdale, and Tucson, Arizona; and surrounding Desert Southwest areas

Key Responsibilities

1. Client Acquisition & Relationship Management

• Develop and manage a portfolio of HNWI and corporate client relationships within the assigned territory
• Conduct consultative, solution-oriented sales, proposing private aviation solutions aligned with each client's business, lifestyle, travel, productivity, privacy, and convenience needs
• Make initial contact with leads handed off from Inside Sales within 24 hours
• Build and expand relationships through personal networking, industry events, community involvement, strategic partnerships, and Arulean Air affinity partnerships
• Nurture long-term client relationships to drive retention, renewals, and referrals
• Adapt messaging and relationship strategy to the assigned territory's industries, client profiles, and buying motivations

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 assigned 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 the Head of Sales in weekly one-on-one meetings

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
• Match each client mission to the appropriate aircraft and program solution
• Coordinate with the CSO on program content, pricing, and competitive positioning as needed

4. Territory & Market Development

• Develop territory-specific prospecting strategies based on local affluent market segments, business ecosystems, networking channels, and travel patterns
• Identify and pursue new prospect pools through industry-specific events, community networks, affinity relationships, and strategic partnerships
• Maintain current knowledge of key airports and regional travel patterns within the assigned territory
• Monitor competitive activity and share market insights with the Head of Sales and CSO
• Coordinate with peer VP Sales professionals when clients, travel patterns, or commercial opportunities span multiple territories

5. Cross-Functional Collaboration

• Head of Sales: Participate in weekly one-on-one meetings for pipeline review, territory strategy, and key-deal consultation
• CSO: Coordinate on program content, pricing, and competitive responses
• Inside Sales: Receive lead handoffs and record contact results and prospect temperature in CRM to support the feedback loop
• Marketing Manager: Co-plan local events and provide territory and prospect insights to inform campaign design
• Peer VP Sales Team: Coordinate on clients and opportunities that span multiple territories
• CEO: Request executive-level support for key client meetings through the Head of Sales

6. Compliance

• Strictly comply with company disclosure restrictions and do not disclose undisclosed program details, including to clients
• Maintain ethical sales practices and uphold Arulean Air brand standards in every client interaction
• Escalate unclear or sensitive client questions to the 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 a 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, founders, investors, and high-net-worth individuals
• An existing network within the selected territory and its relevant affluent or business communities is strongly preferred

Skills & Competencies

• Consultative Selling: Ability to diagnose client needs and propose tailored solutions rather than relying on transactional selling; able to adapt the value proposition by market and client profile
• Relationship Building: Exceptional interpersonal skills, credibility, and sophistication when engaging HNWIs 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 a comparable CRM platform, with strong data hygiene habits
• Communication: Excellent verbal and written communication skills, polished presentation ability, and comfort tailoring messages to varied executive and affluent audiences
• Self-Direction: Ability to manage an assigned territory independently with minimal supervision while maintaining alignment with organizational goals
• Market Knowledge: Deep understanding of the selected territory's industries, affluent communities, travel patterns, business culture, and networking channels

Education

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

Application Guidance

This posting represents three separate openings. Applicants should identify their preferred territory - Southern California, Bay Area, or Desert Southwest - and highlight the market relationships, local knowledge, and relevant sales experience that align with that territory. Each selected candidate will be assigned to and accountable for one primary territory, while collaborating across the broader regional sales team when opportunities span markets.

Compensation

Compensation: Up to $110,000 annual base salary plus performance-based commission. On-Target Earnings (OTE) is approximately $340,000, with additional earning potential for performance above quota. Commission rates and eligibility are governed by the applicable sales incentive plan.