Work withcutting-edgeAI technology that helps make the world a safer and more secure place. DroneShield (ASX:DRO) develops market-leading counter-drone solutions used by militaryorganisations, government agencies, airports, critical infrastructure operators, and law enforcementoperatingin some of the most challenging and high-stakes environments in the world. Employees work at the forefront of innovation, solving complex technical problems and delivering mission-critical capabilities where performance, reliability, and speed matter.
As an ASX200-listed company and theworld'sonly publicly listed pure-play counter-drone business, DroneShield is experiencing rapid growth. Revenue increased from A$57 million in 2024 to more than A$217 million in 2025, supported by record profitability, a global sales pipeline exceeding A$2.5 billion, and annual R&D investment of over A$50 million.
Since 2017, DroneShield has grown from 11 employees to more than 550 globally, with operations across Australia, the United States, Europe, and the Middle East, supporting customers in over 70 countries.
About the role
The ADF Commercial Lead is a senior, hands-on commercial role responsible for building and executing DroneShield’s Australian Defence Force go-to-market activity as a focused capability provider. The role will lead day-to-day sales engagement with Defence, CASG and Australian prime contractors, with a strong emphasis on Defence procurement execution, ASDEFCON processes, stakeholder mapping and disciplined opportunity management. Reporting directly to the Chief Commercial Officer, this position will work closely with the tendering team and internal technical stakeholders to engage the Defence market, build credible pathways into priority programmes, and convert adjacent activities into funded opportunities.
The rolecan be based in Canberra,Adelaideor Sydney.
Responsibilities, Duties and Expectations
- Own the AustralianDefenceForce commercial account strategy and day-to-day sales activity, positioning DroneShield as a focused capability provider toDefenceand as a sub-tier capability partner to Australian primes
- LeadDefenceprocurement execution for relevant opportunities, ensuring clear understanding of tender pathways, procurement requirements, responsetimelinesand evaluation expectations
- Apply strong ASDEFCON knowledge to support compliant, commerciallysoundand competitive tender responses, working with the tendering team and internal subject matter experts
- Identify,qualifyand progress opportunities to sell directly intoDefenceor through Australian prime contractors, with disciplined pipeline tracking and clear next steps for each opportunity
- Develop andmaintaina clear stakeholder and opportunity map for priorityDefenceprograms, and adjacent pipeline-building initiatives
- Build and manage relationships with Australian primes to support teaming arrangements
- Convert periphery activities and credibility-building engagements into funded follow-on opportunities wherever there is a clear commercial pathway
- Provide concise commercial updates, risks,blockersand recommendations to the Chief Commercial Officer, including escalation of decisionsrequiredto progress opportunities
- Work closely with product, engineering, delivery,marketingand tendering stakeholders to ensure customer requirements are understood and translated into credible commercial responses
- RepresentDroneShieldprofessionally inDefenceand industry engagement forums
Qualifications, Experience and Skills
- Significant commercial, sales, businessdevelopmentor capture experience withinDefence, government procurement, primes,defencetechnology or a closely related environment
- Proventrack recordof commercial sales into the AustralianDefenceForce
- Existing Australian Government security clearance, or the ability tomaintainthe required clearance level forDefencecustomer engagement
- Mandatory experience with ASDEFCON frameworks andDefence/CASG procurement processes
- Strong understanding of how to navigate AustralianDefenceprocurement pathways, stakeholder networks, tenderrequirementsand prime contractor ecosystems
- Proven ability tooperateat a senior level whileremaininghands-on and comfortable running day-to-day sales and stakeholder engagement activity
- Demonstrated ability tobuild stakeholder relationships, develop accountmapsand create structured engagement plans in complex customer environments
- Commercially astute, with the ability to qualify opportunities, understand customer drivers, manage pipelinedisciplineand translate technical capability into customer value
- Strong written and verbal communication skills, including the ability to contribute to tenders, briefing materials, customercorrespondenceand internal commercial updates
- High levelof resilience, judgement and professionalism whenoperatingin high-stakes, high-scrutiny customer environments
- Ability to work cross-functionally with tendering, technical, product,deliveryand executive stakeholders
- Tertiary qualification in business, engineering,defence, law, public policy or a related field is desirable
Note for recruitment agencies: We do not accept unsolicited candidates from external recruiters unless specifically instructed.
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