VP of Sales

Commercial Architect

Pattern is transforming airport ground operations through AI-driven software and robotics. Our mission is to make aviation logistics efficient, predictable, and human-friendly. With tools like Pulse and Co-pilot (think "Uber for airport ramp operations"), and Pathfinder (a mobile, modular robotic conveyance system), we're building the ecosystem of tools to drive airport operations. Join our team of 25+ brilliant minds in Boulder, where our culture thrives on: Autonomy | Humility | Customer Obsession | Enthusiasm | Transparency

Act as the architect and foundation of Pattern's commercial engine. Your primary goal is to help compound our growth and scale our Pulse and Co-pilot software lines into a $100M+ business. You will bridge the gap between our technical capability and our customers' operational pain—building the sales playbook from scratch, defining our "Pattern Sales Philosophy," and personally closing the contracts that will define the future of aviation.

The "3-in-1" Role Breakdown:

• 60% Sales Execution: Own the full cycle from qualified lead to signed SOW. Navigate complex enterprise sales involving airlines, airports, and ground handlers. You are the primary point of contact for high-stakes negotiations.
• 20% Sales Leadership: You aren't just running a process; you are building it. Design the CRM architecture, create the templates, refine the pricing models, and establish the "Pattern way" of selling to ensure the team can scale behind you.
• 20% Lead Generation: Support marketing and business ops at trade shows, conferences, and on-site with customers. Act as a "sharp" technical representative of the brand to pull in new prospects, build the top-of-funnel pipeline, and help close upsells to existing customers.

We are looking for a "Commercial Architect" who is just as comfortable building a CRM as they are navigating a multi-million dollar negotiation with a legacy airline. 0-to-1 Mindset: You aren't looking for a pre-built sales machine to manage. You want to be the one who defines the philosophy, builds the templates, and sets the standard for every sales hire that comes after you. A "High-Stamina" Closer: You have a proven track record of navigating 12–24 month enterprise sales cycles. You don't get discouraged by bureaucracy; you find the "un-blocker" in the room and win them over. Technically Sharp: You don't need to be an engineer, but you must be able to "speak the language." You are the kind of person who enjoys learning the granular details of baggage handling systems or aircraft turnaround times to better articulate our value. Adaptable & Flexible: You can pivot from a high-level strategic discussion about "The Ecosystem" to a tactical site visit without losing momentum. Aviation Fluency (Strong Plus): You likely already have a network in aviation or ground handling. You understand the industry's unique "flavor" and come with built-in trust and credibility.

Lead the Charge (Closing & BD) Personally lead sales calls and business development meetings with aviation executives across operational industries. Align stakeholders inside of customers. Keep messaging clear and move the program forward effectively for everyone. Translate "technical capability" into "operational value" for diverse stakeholders (from Ground Handling leads to Airport IT Directors). Partner with Onboarding Technical Engineers to move prospects through the technical development phase to a signed contract. Build the Foundation (Process & Philosophy) Build, refine, and document the Pattern Sales Playbook (from initial outreach to SOW). Maintain and optimize CRM hygiene—ensuring our data reflects the reality of our pipeline capacity. Define and champion the Pattern Sales Philosophy: How do we put our customers first? How do we build products, tools and material to bring clarity to our message and demonstrate value? How do we motivate internal customer channels to close? Navigate Ambiguity Identify and "unblock" long-cycle enterprise deals. Develop creative strategies to consolidate the BHS (Baggage Handling System) and Ground Handling industries under the Pattern product ecosystem.

Massive Market Opportunity: We are consolidating the Baggage Handling (BHS) and Ground Handling industries with a completely new way of imagining airport operations. You will be at the forefront of a multi-billion dollar revenue opportunity. A Bold Product Line Up: We're developing a groundbreaking ecosystem of AI and Robotic tools where the value proposition is clear, proven, and significant. Help put crisp process wrappers on tools that practically sell themselves. Founding-Level Impact: As one of the most senior members of the Business Operations team, you will have a direct hand in shaping the company's commercial identity. Solvable Problems, Huge Stakes: Airport operations are currently inefficient and manual. Your work directly results in more predictable, higher quality, and environmentally friendly travel for millions of people. Elite Team: You'll work alongside the brightest minds in robotics and AI who believe in "in-the-trenches" leadership and extreme transparency. High-Upside Equity: This role includes meaningful equity in a high-growth startup that is already proving its value with some of the top airlines and airports in the world.