The VP of Charter Sales and Strategy provides executive sales leadership for [Company]’s charter operations, driving sustainable revenue growth through strategic market development, fleet utilization optimization, and a high-performing, accountable sales team. This role leads, manages, and holds direct reports accountable to results while owning the systems, tools, and processes that keep the charter sales engine running at full capacity. By aligning sales execution with fleet economics, market opportunity, and our core values, this role directly shapes the trajectory of [Company]’s growth, and rewards those who drive it.
Your Competitive Edge
Base salary: $90,000 – $120,000 annually, paid bi-weekly
Generous, uncapped commission structure tied directly to charter revenue performance, the more you and your team produce, the more you earn
Total Target Cash Compensation: $150,000 – $200,000+ for strong performers, with no ceiling for exceptional results
This position is classified as FLSA Exempt
Our commitment to "Take Care of Each Other" shows up in everything we offer—generous benefits, competitive wages and retirement plan matching, paid vacation and holidays, excellent training programs, and discounted flight training. You'll join a tight-knit family where leadership is compassionate, transparent, and empowers you to achieve success, both for the business and your personal growth.
What The Days Look Like
Standard business hours: Monday through Friday, in-office
Evening and weekend availability required for client events, operational needs, and industry initiatives
Flexibility to respond to high-priority charter opportunities and client needs outside standard hours
Periodic travel for industry conferences, client meetings, and strategic partner development
Where You Make Your Mark As VP of Charter Sales and Strategy at [Company], you’ll provide executive sales leadership that drives revenue growth, optimizes fleet utilization, and builds a high-performing charter culture. Here’s what your role encompasses:
Leadership, Management & Accountability (LMA)
Lead, manage, and hold the Charter Sales team accountable—including Account Executives and Sales Coordinators—through consistent one-on-ones, clear performance expectations, and coaching that drives both individual growth and collective results
Champion EOS principles and Outgrow adoption across the sales team, ensuring tools, processes, and disciplines are embedded in daily operations and that every Team Member is executing with clarity and accountability
Set and communicate clear scorecards, Rocks, and measurable targets; hold regular Level 10-aligned team meetings that keep priorities visible and issues resolved quickly
Support recruitment, hiring, and onboarding of additional sales Team Members as the business scales, building a team capable of growing with [Company]’s ambitions
Identify training and development opportunities that sharpen team capabilities, deepen market knowledge, and support long-term career growth within [Company]
Sales Strategy & Revenue Growth
Define and execute a comprehensive charter sales strategy that maximizes trip volume, strengthens margin performance, and grows revenue across both fleet and off-fleet aircraft opportunities
Establish and enforce response-time SLAs, pricing guardrails, and negotiation playbooks that create consistency across the sales team and protect [Company]’s margin and brand in every transaction
Cultivate and grow strategic relationships with wholesale partners and charter brokers; negotiate global revenue programs (GRPs) to secure the most competitive rates for [Company] while maintaining the quality standards our clients expect
Ensure compliance, risk management, and brand protection in all off-fleet sourcing decisions, maintaining the standards of safety, quality, and client experience that define the [Company] name
Develop and pursue go-to-market strategies to expand [Company]’s charter presence in target markets, including new geographic opportunities and high-value client segment development
Fleet Utilization & Revenue Strategy
Develop and execute strategies to maximize revenue-generating utilization across the managed fleet, identifying opportunities through positioning trips, empty leg marketing, and fleet-wide scheduling optimization
Analyze fleet availability, aircraft performance data, and booking patterns to identify gaps and implement targeted revenue strategies that improve overall fleet efficiency
Partner with Aircraft Management and Owner Services to align revenue goals with aircraft owner expectations, ensuring fleet utilization strategies support both owner satisfaction and company growth
Identify and pursue new revenue channels—including retail, wholesale, membership programs, and charter card products—that increase fleet utilization and diversify [Company]’s revenue streams
Champion an exceptional client experience at every touchpoint—ensuring the responsiveness, professionalism, and follow-through that turn first-time flyers into lifelong clients
CRM Discipline, Process Ownership & Reporting
Own CRM utilization and data integrity across the Charter Sales team—establishing clear standards for pipeline entry, activity logging, and follow-up cadence, and holding every Team Member accountable to consistent, disciplined execution
Leverage CRM data, Avianis, Avinode, and business intelligence platforms to maintain full visibility into pipeline health, lead flow, quote activity, and conversion performance
Provide comprehensive weekly and monthly reporting on sales performance, booking trends, fleet utilization, and margin analysis to senior leadership, translating data into actionable insights
Develop and enforce disciplined quoting, closing, and handoff processes that ensure consistent revenue growth and a seamless experience from first contact through trip completion
Represent [Company] at industry events, trade shows, and client functions to strengthen brand visibility and grow the company’s network of high-value relationships
Cross-Functional Collaboration & Strategic Alignment
Partner with Operations Control Center, Owner Services, and Mission Planning on trip logistics, client requests, and operational capacity planning to ensure every sold trip is executed seamlessly
Collaborate with the Director of Operations and Operations Control Team to ensure all sold trips meet operational feasibility and financial profitability standards
Participate in daily operational discussions and EOS-aligned strategic planning meetings to keep charter sales efforts synchronized with company-wide objectives and Rocks
Support marketing and brand initiatives designed to increase broker and retail market visibility, contributing to [Company]’s positioning as the premier private aviation provider
Complete special projects and initiatives as needed, embracing opportunities to contribute to [Company]’s continued growth and success
Every day at [Company] presents opportunities to demonstrate what it means to lead with purpose—building relationships that last, making decisions that serve the long term, and driving results that matter for our Team Members, aircraft owners, and clients alike. As VP of Charter Sales and Strategy, you’re not just growing revenue; you’re helping shape the future of [Company].
What Will Make You Successful Required Skills & Experience
Bachelor’s degree in aviation, business, or related field required
Minimum 7 years of charter sales experience in a Part 135 environment, with demonstrated success in both retail and wholesale markets
Proven track record closing high-value deals with high-net-worth individuals, corporate clients, and charter brokers
Demonstrated experience leading, coaching, and developing high-performing sales teams
Strong business acumen in pricing strategy, cost structures, fleet utilization, and operational constraints within aviation
Experience with Avianis, Avinode, or similar aviation management and charter booking platforms
Excellent written and verbal communication skills with the ability to present to diverse stakeholders and leadership
Strong organizational and analytical skills with disciplined attention to detail and consistent follow-through
Ability to thrive in a fast-paced environment with evolving priorities and tight deadlines
Valid driver’s license and ability to pass comprehensive background checks and pre-employment screening
Deep alignment with [Company] core values and commitment to our family-owned, professionally operated culture
Additional Qualities That Will Make You Successful
Advanced degree in aviation management, business administration, or related field
Experience with fleet utilization strategy, revenue optimization, and margin management in charter operations
Knowledge of aircraft types, capabilities, and operational limitations across light, midsize, and large cabin categories
Background in developing and implementing scalable sales processes and CRM systems; Salesforce experience preferred
Experience with data analysis and business intelligence reporting tools, including Power BI
Understanding of Part 135 regulations and operational requirements
Established network of industry contacts within charter brokerage and high-net-worth client markets
Demonstrated track record of exceeding revenue targets and building sustainable, long-term client relationships
Strong negotiation skills and ability to structure complex, high-value charter agreements