Sales Director - EU & Africa

i6 delivers cutting-edge SaaS solutions that transform aviation refuelling operations worldwide. Our platform streamlines planning, dispatch, compliance, and real-time data capture for fuel suppliers, FBOs, airports, and airlines. We enable our customers to run safer, faster, and more efficient refuelling operations.

Our Culture

We’re a team of aviation and technology enthusiasts who believe in making complex operations simple and reliable. We value transparency, accountability, and collaboration across all functions - from engineering to front-line support. In our fast-paced but supportive environment, every voice matters, and ideas are welcomed no matter where they come from. We invest in our people, encourage continuous learning, and celebrate innovation that improves safety, efficiency, and the customer experience. If you’re excited by mission-critical challenges and want your work to have a visible impact on global aviation operations, you’ll feel at home in i6.

Position Overview

The Sales Director Europe and Africa role will have full revenue accountability for regional Sales, Account Management and Solution Partner teams with a focus on delivering a sustainable growth in the region. He/she will be an integral member of the Global Senior Sales Management with a mandate to build and develop high performance and sophisticated team within i6. With the overall responsibility for the performance of the region, the Sales Director will be responsible for delivering the strategy of the business and continuing to focus on profitable growth in the key markets/segments.

Ideal candidates will be individuals with the ability to manage with a high degree of autonomy and authority and from an operational and commercial perspective. They will possess an energy and passion that motivates the geographically dispersed organization.

Additionally, candidates will demonstrate an ability to attract and develop talent, creating a culture of collaboration and teamwork that fosters open communication and organizational flexibility, especially across cultural boundaries. Individuals will have an entrepreneurial mind-set that complements a strong operational and technology background with particular emphasis on operational efficiency and world class delivery.

Key Responsibilities

• Establish the strategy for growth and revenue generation for new and existing business across Europe and Africa which includes renewal, conversion and new sales.
• Ownership of the regional goals and objectives including measuring and monitoring performance and critically contributing to global strategic business goals.
• Responsible for developing and nurturing relationships with the largest customers as well as maintaining superior services to all i6 customers.
• Provide leadership to Sales and Account Management teams to achieve regional targets and deliver growth.
• Ensure the strategic direction of the Company and Region is implemented to maximize profit.
• Implement and maintain an effective sales management approach to provide current and accurate revenue projections and pipeline forecasts to support business growth.
• Maintain market and competitor intelligence and develop proactive strategies to ensure i6 competitiveness.
• Build a world-class team focused on excellence in execution and identify opportunities to raise the bar” for individuals and the teams by instilling a market driven approach as an integral part of the company’s success.
• Collaborate across the organization and at all levels to ensure that the team functions at an optimum level.
• Work closely with the Marketing, Delivery, Engineering and Customer Care to ensure activities are aligned with the overall corporate strategy.

Leadership Experience

• Strategic Orientation: Candidates will need to drive a growth strategy in markets that have changed considerably already and are likely to evolve even more rapidly in future. They will therefore need to demonstrate the ability to create a compelling strategy and narrative, drawing on insights from multiple industries and situations, link it to clearly actionable initiatives, and deliver against it.
• Team Leadership: Candidates must have demonstrated the capacity to manage multi-functional and dispersed teams in complex technology businesses, and across both product development and commercial functions. They should demonstrate evidence of having empowered those teams to identify and solve problems for themselves, providing support where necessary and building teams that combine a strong sense of identity and purpose with a motivation around collective goals.
• Collaboration and Influencing: Candidates should be recognised as a natural partner to senior executives and business leaders, influential among external constituents such as business and channel partners, with a strong ability to identify, negotiate and maintain long-term, productive partnerships. Gaining the support and involvement of key internal constituencies will also be critical to success in the role. i6 is a global company so activities in the region must be aligned with the organisation’s overall strategic goals, priorities and practices.
• Results Orientation: Candidates will have a track record of delivering results that stand out in dynamic and changing markets. They will be able to work with a sense of urgency, and use robust analysis and benchmarking to improve performance, demonstrating the ability to learn from their mistakes. They will be extremely motivated to meet or exceed agreed targets.
• Commercial Orientation: It is important that candidates have the ability to lead budgeting, forecasting and reporting of financial outcomes with accuracy and timeliness, working to targets and managing marketing, sales and customer relationship-building activities within fixed profitability parameters. The successful candidate will have generated new profit-making initiatives while applying disciplined risk and return criteria and have made sound, commercially-based decisions and analysed management options in a dispassionate, fact-based manner, creating efficiencies and improving margins where possible. Deal experience will be an advantage.

Must have:

• Undergraduate degree
• Minimum of 10 years’ experience post qualification 
• Has led an international blue chip sales function 
• Diverse cultural understanding
• Strategic analysis skills
• Client negotiation skills 
• Project management skills
• Has identified and pursued growth opportunities 
• Significant experience in a technology related sector (e.g. software, services)
• Extensive International business experience 
• Multi-site business operations

Nice to have:

• MBA
• Has lived in more than one region
• Financial analysis skills
• Previous travel industry experience