Martin Green

Inquirer
DISC Type : dc

Vice President of International Sales at NATS

Dubai, United Arab Emirates

Overview

Martin Green leads international sales at NATS, leveraging his extensive background from senior roles at Salesforce and Oracle. He focuses on expanding global air traffic management solutions. Colleagues consistently describe him as a supportive, strategic, and highly effective leader. He holds an MBA from Henley Business School.

Outside of his corporate career, Martin has a distinguished background, having served as Tornado Fast Jet Aircrew in the Royal Air Force. This experience provides him with a unique, firsthand perspective on the complexities and demands of the aviation world.

Unique fact: Before leading global sales teams in the tech and aviation sectors, he flew Tornado fast jets for the Royal Air Force.

Personality Overview

Judgemental

Upfront

Demanding

They can be nudged to make faster decisions by offering what they value.  They care equally about the product and its potential impact. They focus on objectivity in a pitch and pay little attention to bells and whistles.

Topics They Care About

Aviation Technology
Drives the adoption of solutions that make skies safer and more efficient, focusing on intelligent platforms that increase airport capacity and enable faster decision-making for operators.
International Growth
His role is focused on expanding NATS's business globally, particularly hiring sales talent and securing partnerships in APAC, Europe, and the Middle East.
Airport Efficiency
Engages with leaders in the airport industry on improving operator decision-making, increasing capacity, and enhancing the customer experience through modern technology.

Media Appearances

Martin has no verified media appearances

Work History

9-2025
Vice President of International Sales at NATS
1-2020 - 8-2025
VP Sales Middle East @ Salesforce at Salesforce
1-2018 - 1-2020
VP Sales and GM EMEA at ClickSoftware (acquired by Salesforce)
3-2015 - 3-2015
Tornado Fast Jet Aircrew at Royal Air Force
3-2015 - 3-2015
VP EMEA North at Khoros (formerly Lithium Technologies)

Education

2009 - 2012
Master of Business Administration (MBA) from Henley Business School
Education details unavailable from Skinners' School Tunbridge Wells

More Information

Social Presence :

Prographics :

Exp : 8 Location : Dubai, United Arab Emirates Job Level : Senior Designation : Vice President of International Sales at NATS
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Insights For Selling To Martin

During A Call Or A Meeting

DO's

  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Get to the point quickly instead of spending too much time on pleasantries
  • Be crisp while making the pitch

DONT's

  • Avoid repeating yourself or making generalizations
  • Do not give up if they are not convinced, try again with a different approach
  • Avoid long winding pitches, stay objective

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Martin is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Martin

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Martin move?

  • Their decision making speed is somewhere in the middle.
  • Can Martin take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Martin

Personality Compatibility


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