Account Executive - EMEA

About TCG Digital, Travel and Hospitality

TCG Digital, Travel and Hospitality is a specialized branch of TCG Digital focused on the airline and travel sector. Originating from a joint venture between United Airlines and The Chatterjee Group since 1999, the company delivers technology solutions crafted from insider experience within airline operations. These solutions include analytics platforms, baggage management systems, self-service technologies, operations collaboration tools, connected traveler experiences, manpower planning, crisis management, and irregular operations (IROPS) support. The core aim is to help airline and travel organizations modernize their key operational systems with measurable results.

Role Summary

The Account Executive will be responsible for generating new business opportunities and expanding client relationships throughout the EMEA region, primarily targeting UK and Germany-based candidates able to work EMEA business hours. This is a consultative sales position focused on enterprise B2B sales where managing the entire sales cycle—from lead qualification to closing—is essential. Success involves engaging with C-level and VP-level executives, presenting tailored solutions aligned to operational challenges, and collaborating closely with pre-sales and delivery teams.

Key Responsibilities

• Manage a designated portfolio of accounts and develop a multi-year sales pipeline aligned with company revenue goals.
• Build and sustain executive-level relationships (C-suite, VP Operations, CIO, CDO, COO) positioning TCG Digital as a strategic partner, not just a vendor.
• Lead comprehensive, consultative sales processes including opportunity assessment, solution crafting, proposal development, negotiation, and contract finalization.
• Partner with pre-sales and solution architects to create client-specific proposals linking platform capabilities to tangible business improvements.
• Maintain accurate sales pipeline data within CRM and provide transparent reporting on deal progress and revenue forecasts.
• Identify opportunities for upselling and cross-selling within existing customer accounts.
• Represent TCG Digital at industry events and forums to increase brand visibility and generate qualified leads.
• Keep abreast of competitive trends and clearly communicate TCG’s unique value proposition.
• Act as the customer advocate internally, relaying market insights to influence product roadmaps and go-to-market strategy.

Required Qualifications

• Minimum 7 years of enterprise B2B sales experience with a solid record of closing complex deals involving multiple stakeholders.
• Direct exposure to airline sales and understanding of airline procurement processes is mandatory.
• Proven capability to handle prolonged sales cycles (6-9 months) with numerous decision-makers.
• Skilled at cultivating senior-level relationships at VP-level or above.
• Expertise in consultative sales techniques such as MEDDIC, Challenger, or Solution Selling.
• Strong presentation abilities tailored to executive audiences, linking operational challenges to technological solutions.
• Experience collaborating with cross-functional teams including pre-sales, solutions architecture, and professional services.
• Ability to thrive in a dynamic, entrepreneurial setting.
• Bachelor’s degree in Business, Engineering, Aviation Management or similar; MBA preferred.
• Willingness to travel extensively for client meetings and industry events throughout EMEA and beyond.