Guardian Jet’s managing partner shares insights on his career path, the firm’s global edge, and the trends reshaping aircraft brokerage today
What was your career journey to becoming a broker at Guardian Jet?
My career began at BMW Financial Services in Brazil, where I interned and built a solid foundation in finance, though I quickly realized that crunching numbers behind a desk wasn’t quite me. A former manager introduced me to corporate aircraft financing, and I jumped in despite never having stepped foot on a private jet.
That opened the door to Embraer, where I became a sales director. I discovered my real passion was selling and helping people make confident decisions. As Embraer expanded, I relocated several times, ultimately landing in New York in 2016. That’s when I first crossed paths with Guardian Jet, on the other side of the table, working with their clients. I saw first hand the incredible value they bring. I joined Guardian in late 2019 and haven’t looked back.
What are the most enjoyable and challenging aspects of your job?
I love negotiation. Bringing different sides together for a win-win outcome takes patience, creativity, and energy, but when everyone walks away satisfied, it is all worthwhile.
The biggest challenge is time zones. Guardian Jet is a global firm, with deals happening across four continents. Fortunately, we’re not just brokers, we’re business aviation operators. Having our own aircraft allows us to be present where and when our clients need us most. This is a relationship-driven business, and there’s no substitute for showing up in person to build trust and connections.
How does Guardian Jet differentiate itself in a highly competitive market?
It comes down to three things: transparency, information, and presence. Our consulting services set us apart by giving clients unparalleled data and insights to make smarter, more confident decisions. Our team is skilled, deeply dedicated, and always ready to show up — whether that’s globally or across the USA.
What’s the most influential trend shaping aircraft brokerage right now?
Technology and social media are changing the landscape, but they’re also flooding the market with unreliable information. It’s easy for buyers and sellers to get misled on costs, performance, or ownership expectations.
We see it as our mission to provide credible, fact-based insights. When people have bad experiences because of poor information, the whole industry suffers.
What has been your most complex transaction?
The pandemic turned the industry on its head. I’ll never forget selling an Embraer large cabin jet from Brazil to a buyer in Europe while both countries’ aviation authorities were working remotely. We had to navigate a maze of challenges, from remote inspections to delays on critical documents like export certificates and ferry permits.
The entire process normally takes six weeks, but was dragged out to four months. We kept everyone aligned, stayed patient, and ultimately closed the deal. The client never saw the aircraft in person, but thanks to our diligence and transparency, they trusted the process and the result.
How do you see Guardian Jet evolving in the next five years?
Even after 23 years, we still operate with a startup mind set because we’re always innovating. While Guardian Jet is already one of the largest firms in our segment, there’s still plenty of room to grow flespecially in Europe, the Middle East, Africa and Asia.
Last year, we launched a division focused on supporting turboprop and light jet owners. It’s been a tremendous success, thanks to our experienced team and infrastructure. We’re excited to continue expanding that division and bringing our trusted, relationship-driven approach to new markets and clients. The next five years look bright.
