Managing Director US & Global Sales

Company Alaska Airlines The Team

Guided by our purpose, core values, and leadership principles, we are creating an airline people love. Our corporate teams set the strategies and operational plans to ensure the success of our company. Whether we use our expertise in accounting, human resources, finance, planning, legal, marketing, or any of our operational divisions, our shared passion for travel and our guests is what motivates us to achieve excellence each day.

If you share our passion for creating an airline people love, we want to hear from you.

The ‘Managing Director, US & Global Strategic Sales’ is a senior leadership position in Alaska Air Group’s Global Sales organization, leading the Lower 48 US (POS) corporate and agency sales team(s), including global strategic accounts, as well as global sales operations. As a people leader, this role establishes the strategic goals and direction for a broad team of sales professionals to acquire new business and grow established account revenue through corporate partners, agencies, travel management companies (TMCs), and Atmos for Business (Alaska Air Group’s SMB tool).

• Responsible for leading the US national and strategic sales account management teams, as well as global sales operations, protecting and growing a broad sales portfolio including regional and global corporate accounts, travel management companies (TMCs), agencies, groups, and small to medium business (SMB) accounts.
• Sets the long-term strategy for the vision, structure, processes, and reporting of the US Sales team to meet objectives including aggressive revenue and market share targets.
• Establishes sales goals, metrics, and direction that supports the broader Commercial strategy to win market share and drive growth in key focus markets.
• Supports Alaska’s international expansion by leading strategy to grow corporate penetration and share with international accounts. Responsible for ensuring global strategic account portfolio hits and exceeds fair market share (FMS) on Seattle long-haul markets to support profitability and long-term growth.
• Leads enterprise strategy for US-based global strategic accounts, collaborating with international sales teams to grow share across multiple points of sale.
• Responsible for growing Atmos for Business penetration and membership in focus markets - leading team to deliver account adoption and revenue growth to meet objectives with this new tool. Partners with Loyalty & Partnerships teams to align Atmos for Business sales activation with program design, member engagement strategy, and platform evolution.
• Reporting directly to the VP, Global Sales & California Commercial, partners to execute California commercial objectives and ensure sales strategies are aligned to broader CA market growth and profitability goals.
• Develops US sales team through effective performance management and ongoing feedback, focusing on fostering strategic thinking, development of talent, and succession planning across teams and functions.
• Represents Global Sales in key strategic forums, influencing across the company and providing strategic recommendations to enterprise leaders.
• Establishes the infrastructure and systems to enhance reporting for all areas of sales activity and fosters a culture of data-driven insights and action.
• Provides the vision, structure and design of the sales analytical process and tools used, conducting monthly and quarterly reviews to senior leadership.
• Influences company culture through action, presence, and reinforcement of behaviors.

Required

• Minimum of 10 years of experience in professional sales, preferably in the airline/travel industry.
• Minimum of 5 years of sales team leadership experience.
• Bachelor’s degree with a focus in business, sales, marketing or related discipline, or willingness to attain a bachelor’s degree within six years of start date.
• Global sales experience managing and growing sales accounts that span multiple POS globally.
• Experience working with alliances and airline partnerships including operating within a joint selling environment.
• Broad experience with corporate and…