Chicago, Illinois, United States
I help airports and airlines bring data-driven safety and runway condition monitoring technology into their daily operations. At Aviation Safety Technologies (AST), I lead sales operations and market development for our suite of AI-enabled runway safety tools, including Aircraft Braking Action Reports (ABARs) and predictive runway condition forecasting. My work focuses on expanding AST’s network of reporting aircraft and airports and tailoring data solutions to each customer’s operational goals. I collaborate closely with our leadership, marketing, and data science teams to shape go-to-market strategy, build outreach campaigns, and refine how we present new analytics products to the aviation community. I also support AST’s growing international initiatives and partnership discussions with airlines, airports, and aviation data organizations. Before AST, I managed renewals and customer success at Tidal Software, achieving 120% of my revenue target while maintaining over 96% retention. Earlier in my career, I worked in financial analysis and business development, strengthening my foundation in data interpretation, client communication, and cross-functional collaboration. I recently completed MIT’s Applied Data Science Program, expanding my ability to integrate Python and AI-driven analytics into our reporting workflows. Focus Areas: Aviation Technology | Market Development | AI / Data Analytics | Customer Engagement | Sales Strategy | Proposal Development | CRM Optimization
AST develops AI-enabled runway safety and forecasting tools that use aircraft sensor data to improve operational decision-making at airports and airlines. ▪ Lead outreach and relationship development with airport operations and airline partners to expand AST’s network of reporting aircraft and subscribed airports. ▪ Prepare customized proposals, AI-driven presentations, and predictive runway heatmaps tailored to each customer’s operational needs. ▪ Collaborate with the CEO, CTO, and Chief Scientist to align technical capabilities with market requirements and shape go-to-market strategy. ▪ Help design pricing and subscription models that reflect customer usage patterns and operational scale. ▪ Contribute to the development of Python-based reporting and analytics tools, leveraging AST’s proprietary database of 24M+ landings. ▪ Support AST’s international expansion efforts and partnerships with key aviation organizations.
▪ Identified key business accounts and developed and executed Enterprise Scheduler annuities for 500+ global accounts. Achieved 120% of 2022 annuity revenue target. ▪ Managed relationships with client leadership, channel partners, and value-added resellers, resulting in successful closures of approximately 115 active accounts per quarter. Collaborated closely with technical support, Account Executives, Marketing, and the VP of Sales. ▪ Researched expansion opportunities worth over $350k through discovery calls and video conferences with existing accounts. Established trust and credibility with potential accounts, leveraged market knowledge and business acumen. ▪ Collaborated with sales executives and client leadership to structure and negotiate complex enterprise licensing agreements with Fortune 500 clients, including T-Mobile, Time Warner, CVS Health, and Citadel. ▪ Directed a comprehensive annuities sales plan, including forecasting and pipeline prioritization, and maintained an account retention rate exceeding 96%. ▪ Supported and conducted data analysis, reporting, and entry. Included, renewal forecasting, revenue projections, pipelining, and account updates.
▪ Generated financial reports, including balance sheets, income statements, and cash flows, along with other KPIs, to facilitate informed decision-making for C-level executives and the sales team, enabling a clearer vision of financial standing and enhancing strategic sales initiatives. ▪ Spearheaded the optimization of monthly closing activities, refining reporting processes to expedite the time to close from up to two weeks to less than three days, providing timely insights and allowing the sales team to quickly adapt and refine their strategies based on the latest financial data. ▪ Developed financial models and performed ad-hoc analyses, delivering critical decision support and recommending forward-thinking strategies for sales initiatives, enabling the sales team to focus on high-impact activities and aligning the sales strategies with the overall organizational goals. ▪ Oversaw and managed departmental budgets and aligned with cross-functional teams to streamline budget reporting processes. Improved accuracy of payroll, rent, and travel expenses, which supported the efficient allocation of resources.
▪ Drove pipeline growth by conducting 50+ daily prospecting calls, and qualifying target airports for AST's advanced marketing initiatives. Tracked results and built a database of client prospecting notes for future sales enablement. ▪ Acted as an advocate and point of contact for the company at prominent aviation events, successfully identified and qualified over 75 prospective clients for AST’s diverse product and service portfolio, thereby expanding market outreach, sales funnels, and brand awareness. ▪ Developed and launched email campaigns, optimizing lead acquisition through tracking of engagement activities and click-through rates, enabling a more focused and informed approach to potential clients. ▪ Utilized Pentaho Data Integration to enhance internal airport and runway databases, expanding global aircraft monitoring activities by 15% .