Vertical Market Manager
Position Title:Vertical Market Manager – IVD (Airline & Military)Location:U.S. – Remote (National Responsibility)Compensation:Competitive base + performance-based bonus (not specified)Travel:~30–40%Industry:Industrial / Aviation / Defense / Engineered ProductsWhy This Role Stands OutThis is a high-impact, national-level commercial leadership role with full ownership of a vertical market. You will operate as both a strategic leader and hands-on revenue driver, shaping how the organization engages with airline and military ecosystems. This role offers the autonomy to build a market, influence product direction, and create scalable revenue growth strategies while directly closing complex deals.About the CompanyOur client is a growing, innovation-driven organization focused on delivering engineered solutions across industrial and technical markets. They are committed to building strong customer partnerships and expanding into high-value verticals through strategic leadership and market expertise. With a collaborative, cross-functional environment, the company empowers leaders to drive growth, influence strategy, and create long-term impact.Key ResponsibilitiesRevenue & Market OwnershipOwn national revenue growth and pipeline development for the Airline & Military verticalCarry and achieve a defined annual revenue targetLead complex sales opportunities from initial engagement through closeExpand existing airline, airport, and GSE relationships while developing new accountsMaintain pricing discipline and execute value-based selling strategiesMarket DevelopmentDefine target segments, applications, and ideal customer profiles within:Airline ground operations and airport infrastructureGround support equipment (GSE) and MRO providersDefense contractors and military aviation support organizationsEngage key stakeholders across operations, engineering, procurement, and maintenanceBuild reference accounts and scalable use casesRepresent the company at industry events, customer meetings, and aviation forumsCommercial LeadershipEstablish and scale a repeatable national commercial modelStandardize opportunity qualification and pursuit strategiesAlign messaging, positioning, and value propositionsServe as the subject matter expert and commercial leader for the verticalCross-Functional CollaborationPartner with Inside Sales to convert inbound leads into pipelineCollaborate with Engineering and Product teams on solution developmentProvide market insights to influence product strategy and roadmapEnsure alignment between commercial strategy and operational executionSuccess MetricsNet-new pipeline creation and conversion ratesRevenue growth and margin performanceExpansion within airline, airport, and GSE accountsDevelopment of defense contractor relationshipsAdoption of standardized sales processes and value-based sellingQualifications8–15+ years of B2B sales experience in industrial, technical, or engineered productsProven ability to generate demand and drive new revenue growthExperience managing complex, multi-stakeholder sales cyclesStrong hunter mentality with ability to both acquire and expand accountsExpertise in value-based selling and deal strategyAbility to influence cross-functional teams without direct authorityPreferred QualificationsExperience selling into:Airline operationsAviation services or infrastructureGround support equipment (GSE)Defense or military-related marketsBackground in building or scaling a vertical market strategyStrong industry network within aviation or defense ecosystemsCompensation & BenefitsBase Salary: Competitive (not specified)On-Target Earnings (OTE) / Bonus Structure: Performance-based bonus tied to revenue growthBenefits:Medical, Dental, Vision401(k)Additional Perks:National-level ownership and visibilityStrategic leadership influenceHigh-growth market opportunityTravel and industry exposureAll qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability, or veteran's status.Applicants with a disability or a disabled veteran may request a reasonable accommodation if he/she is unable or limited in his/her ability to access job openings or apply for a job on our website as a result of his/her disability. The applicant may request reasonable accommodations by contacting us at 317-661-1740.