Director of Defense Sales – Business Development

Role Overview

• Develop and qualify new business opportunities; build and maintain key customer and partner relationships.
• Identify strategic partnerships to enable widespread adoption of our products on a range of platforms.
• Monitor and maintain intelligence on market trends and emerging customer needs within defense sector, both domestic and international.
• Analyze customer requirements, budget constraints, and competitive landscape to inform strategy.
• Take a lead role in developing new business proposals and presentations, aligned with go-to-market plans, that create and nurture opportunities and partnerships.
• Assist in coordinating and implementing marketing strategies and actions to achieve strategic goals.
• Pursue and manage referrals for potential customers and partners.
• Work with Aerial Systems team to translate user needs into actionable technical requirements.
• Monitor and evaluate industry trends and customer drivers and meet regularly with team and stakeholders to discuss strategy.
• Manage proposal response process, including detailed RFP requirements, content creation, and inputs from various sources.
• Generate new leads, identify and contact decision makers, screen potential business opportunities, select deals aligned with strategies, and facilitate pitch logistics.
• Assist in developing and implementing outbound sales and business development strategy, sales processes, structure, and best practices.
• Manage sales pipeline to drive successful outcomes.
• Provide regular pipeline updates and status briefings to management, highlighting risks, opportunities, and required actions.
• Support deal structure and pricing with business-value analysis, and negotiate prices for proactive bids and proposals.
• Represent MicroVision at customer/partner meetings, trade shows, demonstrations, and industry events.
• Coordinate with global sales team to support commercial sales and partner initiatives, as needed.
• Collaborate effectively in a fast-paced, multi-discipline environment with program managers, engineers, suppliers, and customers.

Requirements

• Demonstrated experience with various DoD organizations and contract vehicles.
• Bachelor's degree in a relevant field such as business, marketing, or engineering is a plus, though relevant military, operational, or technical experience may substitute for formal education.
• Proven sales leadership experience: A minimum of 5-8 years of experience in sales, with at least 2 years in a leadership role preferred.
• 2+ years of experience in drone/UAV business and experience with sensor systems in Military environment.
• Strong business acumen: Well-honed experience and ability to quickly get up to speed on new technologies and markets. Ability to think strategically and make data-driven decisions.
• Excellent communication, negotiation, and organizational skills: The ability to effectively communicate with and persuade others, organize multiple projects, and the ability to negotiate deals and close sales.
• Strong analytical skills: The ability to interpret sales data, identify trends, and make informed decisions based on that data.
• Understanding of the technical, commercial, and market landscapes for sensor systems preferred.
• Individuals applying should have the aptitude and motivation to proactively contribute in a fast-paced culture from day one and grow with the company.
• Frequent domestic and international travel required.

Benefits

• Competitive compensation and equity program
• Choice between an HSA Medical plan with 100% employer-paid premiums and generous contributions or a Buy-Up PPO Medical plan
• Buy-Up PPO Dental plan 100% employer-paid for employees
• Vision coverage 100% employer-paid for employees
• 401(k) plan with company match to help you save for your future (50% of your contributions up to the first 6% of your eligible pay)
• Generous time-off package, including a flexible vacation program plus incidental personal/sick days
• Supplemental pay for Parental Leave
• Company-paid basic life and AD&D insurance and long-term disability