Job Description

We are seeking a high-impact, quota-carrying Director of Sales – Multi-Layer CUAS (Europe) responsible for driving revenue growth and closing strategic deals across the European 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

Reporting to the VP CUAS Solutions, this role is critical in translating global strategy into bookings, revenue, and market penetration in Europe

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 Europe
• 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

Requirements

• 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 European 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