Director of Commercial Sales

<h3>Accountabilities:</h3><ul>
<li>Own commercial revenue, sales pipeline, forecasting, and bookings targets, ensuring disciplined execution against business objectives.</li>
<li>Develop and implement go-to-market strategies across public safety, enterprise, private security, mapping, inspection, and other commercial applications.</li>
<li>Build, develop, and manage a reseller and channel partner network while maintaining direct responsibility for strategic national accounts.</li>
<li>Evaluate and prioritize high-value market segments based on total addressable market (TAM), serviceable available market (SAM), competitive positioning, and product readiness.</li>
<li>Lead major account development activities, including customer demonstrations, product evaluations, proposals, negotiations, and deal closures.</li>
<li>Collaborate closely with Product and Engineering teams to translate customer requirements into product roadmap priorities and ensure solutions are commercially ready for customer demonstrations.</li>
<li>Develop scalable sales processes, pricing strategies, partner programs, and strategic account plans to support sustainable growth.</li>
<li>Maintain accurate customer relationship management (CRM) records, conduct regular pipeline reviews, improve forecast accuracy, and deliver executive-level sales reporting.</li>
<li>Establish strategic partnerships across payloads, software, communications, autonomy, and systems integration to expand market reach and commercial opportunities.</li>
<li>Represent the business at commercial UAS events, customer meetings, partner engagements, and industry forums to strengthen market visibility and generate new opportunities.</li>
<li>Coordinate with federal, public safety, and defense sales teams when customer accounts or applications overlap.</li>
<li>Recruit, coach, and lead commercial sales and channel personnel as the organization grows, fostering accountability, collaboration, and strong sales performance.</li>
<h2>Requirements:</h2>
<ul>
<li>At least eight years of experience in UAS, robotics, aerospace, autonomous systems, or other complex technical sales environments.</li>
<li>Demonstrated success selling through both direct sales and channel partner models.</li>
<li>Established relationships across enterprise, public safety, infrastructure, or federal civilian markets.</li>
<li>Proven experience developing new markets and generating business in emerging or underdeveloped territories rather than relying solely on established accounts.</li>
<li>Strong understanding of UAS regulations, procurement processes, channel economics, technical demonstrations, and enterprise purchasing cycles.</li>
<li>Experience developing and executing commercial sales strategies, building pipelines, managing forecasts, and delivering revenue results.</li>
<li>Demonstrated ability to work cross-functionally with Engineering, Product, Operations, Marketing, and executive leadership.</li>
<li>Strong strategic thinking, commercial judgment, negotiation skills, and the ability to identify and prioritize high-value growth opportunities.</li>
<li>Excellent communication and relationship-building skills, with the ability to engage senior decision-makers, strategic partners, and technical stakeholders.</li>
<li>Ability to operate effectively in a fast-paced environment and adapt commercial strategies to evolving market conditions.</li>
<li>Willingness to complete a post-offer background check. Candidates with a criminal history will be considered in accordance with applicable federal and state laws and will not be automatically disqualified.</li>
<li>Ability to provide proof of U.S. citizenship or permanent residence and meet applicable ITAR/EAR export-control work authorization requirements. Sponsorship is not available for export-restricted work authorization.</li>
<li>Willingness to comply with applicable employment eligibility verification requirements, including E-Verify where required.</li>
<h2>Benefits:</h2>
<ul>
<li>Competitive salary.</li>
<li>Generous annual equity package.</li>
<li>Potential performance-based bonuses.</li>
<li>Opportunity to shape and lead commercial growth across emerging technology markets.</li>
<li>Career development opportunities through strategic leadership, market expansion, and team building.</li>
</ul>
</ul>
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