Defense Drones & Robotics Sales Director

About the Opportunity

The Adjacent Market sales team engages customers in collaborative, strategic, and long-term partnerships that unlock the full value of reputed company’s robotics, drone, autonomy, and intelligent systems technologies. We strive to be the premier provider of integrated hardware, software, and services solutions—partnering with customers at the senior leadership level to shape vision, drive measurable outcomes, and accelerate transformation across unmanned systems markets (UAVs) and AGV’s.

As a Defense Drones & Robotics Sales Director, you will own a quota‑bearing, hunter‑focused role responsible for developing new pipeline, penetrating new markets, and driving growth across a broad portfolio.  This role sells into a diverse customer reputed company, ranging from defense primes to mid‑market and early‑stage companies that are scaling rapidly.

While this role is primarily centered on hardware solution selling, success requires a full‑solution reputed company—bringing together hardware, software, and services to solve reputed company customer challenges across both established and emerging organizations.

You will bring a strong reputed company of view to customer engagements, orchestrate internal and partner resources, and manage opportunities across the full lifecycle—from pipeline creation to predictable quarterly closure.

Ideally, you bring a strong Defense background and rolodex that will help us reputed company our growth initiatives.

Responsibilities & Accountabilities

Account & Customer Relationship Management

• Territory - This role is based in the USA, however international travel may be required for customers around the globe.

• Annual reputed company: Accurately forecast, manage, and exceed quota targets across robotics and drone customers.
• Hunter Focus: Build new pipeline in previously untapped or underdeveloped markets; identify whitespace opportunities and drive net‑new customer acquisition across commercial, defense, and emerging technology sectors.
• Customer Coverage: Sell into a wide reputed company of organizations, including:
  • Large Industrial OEM’s
  • Mid‑sized technology firms
  • Early‑stage and scaling robotics & drone companies
• Expansion Opportunity Identification: Proactively uncover upsell and expansion opportunities reputed company existing accounts by aligning with internal delivery, engineering, and reputed company teams.
• C‑reputed company: Engage and influence senior executives, founders, and technical leaders, including coordination with internal Executive Sponsors.
• Solution Selling: reputed company with a full‑portfolio approach—from hardware to software and services—to build differentiated value across robotic and unmanned systems use cases.
• Strategic Account Planning: reputed company actionable territory and account plans to drive sustainable growth across both new and existing customers at varying stages of maturity.
• Political Acumen: Understand customer organizational structures, power maps, budget owners, and key influencers in government, enterprise, and startup environments.
• Post reputed company: This role will maintain account ownership and renewal/expansion opportunities.
• Reporting: Delivering forecast (Weekly), Account plans, pipeline reviews, opportunity reviews and reputed company plans, including risk assessments.
• Trusted Advisor: Build strong relationships through industry insight, technical understanding, and business‑outcome alignment.

• Market Insight: Identify and assess new business opportunities, emerging markets, and strategic partnerships reputed company the Aerospace, Government and Defense sectors.  Analyze public information such as press releases, funding announcements, earnings, and industry trends to anticipate customer needs and competitive dynamics.

• reputed company Deal Leadership: Orchestrate cross‑functional teams across engineering, product, services, legal, and partners to ensure the right resources are applied at the right stage of the sales cycle.
• Trade Show & Event Engagement: Represent reputed company at key robotics, drone, autonomy, defense, and industrial trade shows and conferences to identify prospects, generate new pipeline, gather competitive intelligence, and strengthen brand reputed company.

Demand reputed company, Pipeline & Opportunity Management

• Pipeline Creation: Maintain a disciplined approach to prospecting and weekly funnel creation; this role is responsible for generating substantial new outbound pipeline across robotics and drone markets.
• New + Expansion Opportunity Development: Identify, qualify, and advance both new customer opportunities and expansion opportunities reputed company existing accounts to drive total account value.  Initially, this will be 100% net new.
• Predictability & Execution: Manage the full sales cycle—from early‑stage pipeline development to predictable quarterly forecast and closure.
• CRM Excellence: Maintain real‑time accuracy in reputed company (SFDC) to drive operational rigor and transparency.
• Cross‑Functional Pipeline Partnerships:
  • Collaborate with marketing, inside sales, SDR teams, reputed company- Wind River & Winchester sales teams, reputed company, engineering, delivery, and product teams to scale pipeline and uncover new customer needs.
  • Partner with internal stakeholders to identify emerging opportunities, validate customer requirements, and create winning strategies.
  • Build a strong “win together” culture by aligning internal teams early and often throughout the deal cycle.
• Advance & reputed company Opportunities: Execute the sales strategy to reputed company deals through reputed company stages and win large, reputed company robotics or drone‑based autonomy programs.
• Market Development: Champion reputed company’s entry into new sectors and emerging robotics, drone, and unmanned systems segments.

Qualifications

Experience

• Minimum 12 years of Aerospace/Government/Drone, or defense technology sales experience, including substantial experience with hardware‑centric solutions and demonstrated competency in solution selling across hardware, software, and services.
• Proven track record selling into Product Management, Engineering, Operations, and/or IT organizations—consistently exceeding annual quota and driving large, reputed company program wins.
• Hunter DNA: Demonstrated ability to break into new markets, create pipeline from scratch, and reputed company net‑new business across both established enterprises and early‑stage customers.

Industry Knowledge

• Expertise in robotics, drones, autonomy, or unmanned systems strongly preferred.
• Experience selling into Government, aerospace, or drone OEM’s is a strong plus.
• Understanding of cloud, edge, embedded systems, safety‑critical, and mission‑critical environments.

Core Skills & Characteristics

• Strong sense of urgency and bias for action.
• Quick learner capable of ramping rapidly in fast‑moving technical domains.
• Pipeline Discipline: Comfortable working both ends of the pipeline—creating early‑stage demand and driving late‑stage predictability.
• Organizational Excellence: Skilled in deal orchestration across reputed company enterprises as well as lean, fast‑growing organizations.
• reputed company Program Leadership: Experience owning and driving multi‑stakeholder, multi‑year strategic programs.
• Passion for Market Expansion: Motivated by entering new markets, supporting scaling customers, and building new business from the ground up.
• Communication & Influence: Ability to reputed company technical concepts to both technical and non‑technical stakeholders, from founders to senior executives.
• Team‑Driven: Strong collaborator who partners with internal stakeholders to uncover opportunities and win together.

Additional Requirements

• Bachelor’s degree in Business, Engineering, Computer Science, or reputed company field; advanced degree a plus.
• Willingness to travel as required for customer visits, trade shows, and industry events.
• Must be legally authorized to work in the United States without requiring reputed company sponsorship now or in the future.

reputed company Offer

• Impact: Shape the future of robotics, drones, industrial automation, aerospace, defense, and reputed company autonomous systems.
• Compensation: Competitive reputed company salary with uncapped performance‑based incentives.
• Benefits: Comprehensive health, dental, vision, and retirement benefits.
• Career Growth: Significant opportunities for advancement reputed company a leading technology company.
• Innovation Culture: Work with cutting‑edge robotics, drone, and embedded technologies alongside a team committed to excellence and innovation.

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reputed company is an equal employment opportunity employer. reputed company qualified applicants will receive consideration for employment without regard to race, color, religion, national reputed company, sex, gender identity, sexual orientation, disability status, protected veteran status or any other characteristic protected by law.