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Quota-carrying Director of Sales responsible for end-to-end pursuit and closure of multi-layer CUAS deals across APAC. Build and convert high-value pipeline, lead capture and negotiation for government tenders and multi-party programs, manage partners and internal teams, and deliver quarterly/annual revenue targets while providing market intelligence and win strategies.
Description
We are seeking a high-impact, quota-carrying Director of Sales – Multi-Layer CUAS responsible for driving revenue growth and closing strategic deals across the Asian market.
This is a hands-on execution role, owning opportunities end-to-end (A–Z)—from early market engagement and opportunity shaping through capture, negotiation, and contract award.
The role requires a proven “hunter-closer” with deep experience in complex defense/HLS sales cycles, capable of converting pipeline into signed contracts and revenue.
Key Responsibilities
1. Revenue Ownership & Quota Delivery
- Own regional sales quota (pipeline, bookings, and revenue targets)
- Build, qualify, and convert a high-value pipeline of opportunities
- Drive consistent quarterly and annual revenue performance
- Maintain accurate forecasting and deal visibility
2. Full Lifecycle Deal Execution (A–Z)
- Own opportunities from:
- Early engagement / intelligence
- Opportunity shaping and positioning
- Capture strategy and pursuit
- Proposal development
- Negotiation and contract closure
- Lead complex deals including:
- Government tenders
- Multi-party programs
- Strategic direct awards
- Personally drive closing activities and ensure deals reach signature
3. Active Deal Leadership (Hands-On)
- Act as deal owner and quarterback for all strategic pursuits
- Coordinate internal teams (product, R&D, legal, finance) to win deals
- Remove blockers and accelerate deal velocity
- Ensure disciplined execution of capture processes
4. Strategic Account Penetration
- Identify and develop high-value accounts across APAC
- Build direct relationships with decision-makers and influencers
- Expand footprint within key accounts (land & expand
5. Partner-Enabled Sales Execution
- Leverage and manage local partners, integrators, and primes to win deals
- Build winning teaming structures for large tenders
- Ensure partners actively contribute to pipeline and deal closure
6. Competitive Positioning & Win Strategy
- Develop clear win strategies per deal
- Position differentiated multi-layer CUAS solutions aligned to customer needs
- Anticipate competitor moves and proactively counter them
7. Market Execution Intelligence
- Continuously identify new opportunities, budgets, and upcoming tenders
- Maintain real-time understanding of:
- Procurement pipelines
- Customer priorities
- Competitive dynamics
- Feed actionable intelligence into ongoing pursuits
- 8–12+ years in direct sales in defense, HLS, or security sectors
- Proven track record of closing large, complex deals (multi-million €)
- Demonstrated ability to own and close opportunities A–Z
- Strong network within Asian defense / HLS ecosystem
- Deep understanding of government procurement and tender processes
- Experience working with system integrators, primes, and local partners
- Background in CUAS / ISR / defense tech – strong advantage
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