Business Development Manager

About us

Aerivo provides software that supports the operational management of airports. Our Flightivity suite brings together core airport functions including resource management, operational databases, flight information display, and billing within a unified platform. With decades of industry heritage, our solutions are used by airports globally, from regional facilities to major international hubs.

Our heritage traces back to Ferranti, which introduced some of the first computer controlled flight information display systems in the 1970s. The business later evolved through Ultra Airport Systems and ADB SAFEGATE, expanding its capabilities and global presence while continuing to develop specialist airport operational software.

In 2026, Modaxo acquired the business and established Aerivo as a standalone brand. Today, we continue to build on decades of operational expertise, supporting airports globally with systems designed specifically for airport environments.

The role

The Business Development Manager is responsible for winning new business and driving sustainable Annual Recurring Revenue (ARR) growth across Europe and North America.

This role is ideally suited for someone with 2-5 years’ experience looking to step into a higher ownership sales role.

The role is a hybrid role with office based in Manchester.

Working closely with stakeholders across the business, you will identify, pursue and win new business opportunities, building a sustainable pipeline of qualified prospects and leading opportunities through the full sales lifecycle. You will develop trusted relationships with prospective customers and industry partners, gaining a deep understanding of their operational challenges and positioning Aerivo's solutions to deliver measurable business value.

This role requires a highly proactive, commercially focused individual who is comfortable owning the entire sales lifecycle, from prospecting and qualification through to commercial negotiation and contract award. Success will come from identifying opportunities, connecting with decision makers, creating compelling commercial solutions and ultimately winning new business.

The role offers significant earning potential through an uncapped commission structure, making it an excellent opportunity for ambitious, results driven sales professionals.

Here's What Great Looks Like

• Build a sustainable pipeline of qualified opportunities that supports predictable ARR growth.
• Consistently winning new customers and achieving or exceeding new business and ARR targets.
• Becoming a trusted advisor to prospective customers by understanding their operational challenges and demonstrating how Aerivo's solutions create value.
• Maintaining accurate forecasting, pipeline management and CRM data, providing confidence in future revenue performance.
• Building Aerivo's reputation through professional relationship management, networking and customer engagement.

Key Responsibilities

Business Development & Pipeline Growth

• Identify, pursue and win new business opportunities across Europe and North America.
• Own the development, progression and conversion of a sustainable pipeline that delivers predictable ARR growth.
• Prospect and engage target organisations through outbound activity, networking, referrals, industry events, market research and other business development initiatives.
• Develop and execute strategic capture plans for target airports and key opportunities.
• Identify new routes to market, partnerships and commercial opportunities that support business growth.

Sales Opportunity Management

• Manage opportunities throughout the entire sales lifecycle, from initial engagement through to successful contract award.
• Lead discovery meetings to understand customer objectives, operational challenges and business priorities.
• Build relationships with key decision-makers throughout the sales process.
• Develop opportunity strategies, sales plans and next-step actions to maintain momentum throughout often complex and extended enterprise sales cycles.
• Coordinate stakeholders across the business to ensure opportunities progress efficiently.
• Maintain accurate opportunity records, activities and forecasts within the CRM.

Solution Selling & Commercial Development

• Develop a thorough understanding of Aerivo's products, services and value proposition.
• Position solutions around customer outcomes, operational improvements and business value rather than product features.
• Develop compelling commercial proposals and business cases that clearly articulate customer value, return on investment and Aerivo's competitive differentiation.
• Lead commercial negotiations, working collaboratively with stakeholders to achieve successful commercial outcomes.
• Secure signed agreements and ensure a smooth transition into implementation and customer onboarding.
• Maximise ARR while protecting commercial value and developing long-term customer relationships.

Customer Engagement & Relationship Management

• Build trusted relationships with prospective customers, partners and key industry stakeholders.
• Develop strong relationships with decision-makers and influencers throughout the customer organisation.
• Prepare and deliver customer presentations, demonstrations and commercial discussions that clearly communicate Aerivo's value proposition.
• Maintain regular engagement with prospects throughout often lengthy and complex sales cycles.
• Gather customer feedback and market intelligence to support product development, commercial strategy and future opportunities.

Commercial Proposals & Bid Support

• Support the development of high-quality, customer-focused proposals and tender responses, providing commercial insight, customer knowledge and sales leadership throughout the bid process to maximise the opportunity to win new business.
• Drive post-opportunity reviews, capturing lessons learned and identifying steps to strengthen future pursuits and improve win rates.

Forecasting, CRM & Sales Operations

• Maintain accurate pipeline information, forecasts and sales reporting within the CRM, Monitoring sales performance, conversion rates and pipeline health.
• Provide regular sales forecasts and performance updates to support business planning.

AI & Sales Enablement

• Use AI and digital technologies to support prospect research, account planning, meeting preparation, customer engagement, proposal development and sales productivity while maintaining ownership of customer relationships and commercial decisions.
• Champion innovation and continuous improvement across the commercial function.

Skills, Knowledge & Experience

• Proven experience winning new business in a Business Development, Enterprise Sales or New Business role within SaaS or complex software environment and managing these through to successful contract award.
• Proven success achieving revenue growth and ARR targets.
• Experience managing long, consultative sales cycles involving multiple stakeholders.
• Strong commercial awareness with the ability to understand customer challenges and develop value-based solutions.
• Strong presentation and communication skills with the ability to engage confidently with senior stakeholders.
• Strong storytelling skills with the ability to communicate complex technical and commercial concepts in a clear, compelling and customer-focused way.
• Experience using HubSpot CRM platform to manage opportunities, forecasting and pipeline performance.
• Excellent organisational and time management skills, with the ability to manage multiple opportunities simultaneously.
• Experience using AI and digital technologies to improve sales effectiveness and productivity.
• Willingness and ability to travel internationally as required.