Head of Sales

Arulean Air LLC (a subsidiary of Honda Aircraft Company) 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 Responsibilities1. Sales Leadership & Revenue AccountabilityOwn and deliver the company's annual revenue and pipeline targetsDevelop and execute the overall sales strategy in alignment with the CEO and the CSO's go-to-market modelEstablish 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 attainment2. Team Management & DevelopmentDirectly manage three VP Sales (SoCal, Bay Area, Desert Southwest) and the Inside Sales teamConduct weekly 1-on-1s with each VP Sales and monthly team meetings to review progress, share best practices, and address challengesDrive hiring, onboarding, and ongoing performance management for all sales roles, in consultation with the CEO and Honda Aircraft CompanyFoster a coaching-driven culture with regular skills development, deal coaching, and performance reviewsBuild a talent pipeline to support future growth and territory expansion3. Pipeline & Process ManagementMonitor all territory pipelines weekly, ensuring health across volume, quality, and velocityRegularly review KPIs for all direct reports: activity volume, deal count, close rate, average deal size, and sales cycle lengthOversee CRM discipline and data integrity across the sales organizationDesign and continuously improve the end-to-end sales process — from lead qualification through close — targeting high-net-worth individuals and corporate clientsReview lead quality, volume, and handoff accuracy between Inside Sales and VP Sales4. Cross-Functional CollaborationCSO: Weekly alignment on pipeline, territory strategy, and the pricing model; pricing exceptions escalate to the CEOMarketing Manager: Align marketing campaigns, events, and demand generation activities with sales prioritiesCEO: Direct manager. Weekly pipeline review and monthly revenue reporting; escalation point for key client deals and hiring plansOperations Partner (Thrive Aviation): Coordinate as needed to ensure client experience from sales through service delivery5. Compliance & StandardsEnsure all team members comply with company disclosure restrictions and regulatory requirementsMaintain ethical sales practices and uphold Arulean Air's brand standards in every client interactionEnsure adherence to all Honda Aircraft Company policies regarding HR, compensation, and employment practicesRequired QualificationsExperience10+ years of progressive sales experience, with at least 5 years in a sales leadership role managing multi-territory teamsProven track record of achieving and exceeding revenue targets in a high-value, relationship-driven sales environmentExperience in private aviation, fractional ownership, luxury goods/services, or financial services strongly preferredDemonstrated success building, scaling, and developing high-performing sales teamsSkills & CompetenciesStrategic Sales Planning: Ability to develop and execute territory-level and organization-wide sales strategiesPipeline Management: Deep expertise in CRM-driven pipeline management, forecasting, and data-driven decision-makingPeople Leadership: Proven ability to recruit, coach, and retain top sales talent; experience conducting performance reviews and managing compensation structuresClient Relationship Management: Ability to engage with high-net-worth individuals and C-suite executives with credibility and sophisticationAnalytical Skills: Strong ability to interpret sales data, identify trends, and translate insights into actionable plansCommunication: Excellent verbal and written communication skills; ability to present to senior leadership and cross-functional stakeholdersIndustry 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 aircraftEducationBachelor's degree in Business Administration, Marketing, or a related field requiredMBA or advanced degree preferredCompensationCompensation: Up to $215,000 annual base salary plus performance-based commission. On-Target Earnings (OTE) is approximately $450,000, with additional earning potential for performance above quota. Commission rates and eligibility are governed by the applicable sales incentive plan.