Presales Specialist

About the role

AirportLabs develops SaaS solutions that help airports, airlines, and ground handlers improve their operations, increase efficiency, and deliver better services to their customers.

We are looking for a Pre-Sales Specialist with fluent Spanish and English to help our customers understand how our products work, what problems they solve, and how they can add value to their operations.

If you are a confident presenter who enjoys learning complex products and working with customers from different countries and cultures, this role could be a good fit for you. No technical background is required.

You will lead product presentations and demos for prospective customers during tenders and for existing customers, working closely with our Product Managers and Tender team. Between presentations, you will build presentation materials and research the market for new opportunities.

Key facts to consider

• Fluent Spanish, English, and Romanian required
• 2000-3000 GBP gross/month, depending on role fit and experience level
• Various performance and behavior-based bonuses - https://www.airportlabs.com/careers#benefits
• Remote within Romania, with the option to work from our Cluj-Napoca office
• Regular travel to customer sites
• Contract based on PFA or SRL with our UK entity
• Paid holidays
• International exposure, working with customers across the aviation industry

Responsibilities

Present and demonstrate our products

• Learn your assigned products in depth: what they do, how they work, and which operational problems they solve.
• Prepare and deliver product presentations and live demonstrations to prospective customers, independently, both remotely and on site.
• Identify opportunities to introduce additional AirportLabs products to existing customers, explaining how these solutions could address their operational needs.
• Lead product demonstrations during tender evaluations and support our tender team with product input.

Understand customers and communicate product value

• Understand each customer's context and needs, assess whether and how our products can address them, and tailor your presentation accordingly.
• Support the sales process by helping prospective customers understand the value of our solutions, addressing product-related questions and objections, and helping them evaluate how our products fit their needs.
• Share the questions, objections, and needs you hear from customers with Product Managers to help shape product development.

Improve our presentation materials and market knowledge

• Develop and improve reusable product presentation materials, including demo recordings, product one-pagers, and customer case studies, ensuring consistent messaging and quality across customer interactions.
• Research target airports, their operational environments, and relevant market developments to prepare tailored demonstrations and identify potential opportunities for AirportLabs solutions, including upcoming tenders where information is available.

Qualifications & skills

• Spanish and English: excellent spoken and written Spanish and English, with the ability to deliver professional product presentations and live demonstrations in both languages.
• Romanian: fluent Romanian, required for internal collaboration.
• Relevant customer-facing experience: typically 3+ years in a customer-facing B2B role, with demonstrated experience independently preparing and delivering presentations or product demonstrations to external audiences.
• Strong presentation skills: you can structure a presentation, keep an audience engaged, explain complex information clearly, and adapt your approach to different audiences.
• Ability to learn complex products: you learn quickly and explain products in clear, relevant terms. A technical background is not required, but you should be comfortable with software and curious about how it works.
• Discovery skills: you ask good questions, listen carefully, and connect customer needs to the right solution rather than simply listing product features.
• Content creation: ability to build clear, well-structured presentation materials.
• Autonomy and ownership: able to work independently and take ownership of your preparation and schedule.
• Willingness to travel: comfortable travelling to customer sites.

Nice to have

• Experience in aviation, airport operations, airlines, ground handling, or a similar complex industry.
• Experience presenting SaaS or other complex software products.
• Exposure to tenders, RFPs, or public procurement processes.
• Comfortable using AI tools to research, prepare, and improve day-to-day work.

Our recruitment process

We will use a two-step process for the recruitment of this role:

• Video presentation: a short recorded presentation of a digital product of your choice, in English and Spanish. We will send you the details after reviewing your application.
• Interview: where we will discuss your experience, how you approach presentations and customer conversations, and mutual fit.

Career development

Should you be interested in further professional development, we will support you to boost your skills and capabilities. Being a product company, we have a wider breadth of departments and skills that may be attractive to you:

• Business Development
• Product Management
• Account Management

As you grow in the role, you will have the opportunity to take ownership of additional products, improve how we present our solutions, and contribute to the development of our customer-facing and commercial capabilities. Your development can evolve based on your strengths, interests, and the needs of the business.

We place efficiency at the core of our business. Our day-to-day efforts help improve the quality of passengers' travel experience worldwide.

At AirportLabs, we value ownership, transparency, initiative, and collaboration. We look for people who take responsibility for their work, share knowledge openly, and work constructively with others.