Defense Market Development Sales Leader

Position Summary

Reporting to the VP, Product and Business Development, the Director, Defense Market Development (Sales) will lead Chemelex's commercial expansion into the global defense ecosystem.

You will:

• Own a new defense bookings and revenue target,
• Build and convert a high-quality pipeline of defense opportunities, and
• Lead account and capture efforts with the U.S. Department of Defense (DoD), allied defense ministries, primes, and system integrators.

You will translate Chemelex thermal and sensing technologies into compelling solutions for mission-critical platforms, installations, and infrastructure, while partnering closely with Sales, Product, and Engineering to win multi-year programs. this is a high-impact opportunity with a results-oriented incentive plan designed to reward top performers/exceptional performance.

Key Responsibilities & Accountabilities

1) Revenue ownership & pipeline management

• Own an annual new bookings and revenue target for the defense vertical, with clear quarterly and annual goals.
• Build, manage, and convert a robust Salesforce pipeline of opportunities across defense platforms, installations, and critical infrastructure programs.
• Lead deal and capture strategy for target programs and accounts, from qualification through proposal, negotiation, and close.
• Maintain accurate forecasts and funnel metrics (stages, probabilities, timelines) and regularly update leadership on progress and risks.

2) Market development & account leadership

• Develop and execute a target account strategy for key defense customers, including program offices, acquisition commands, and integrators.
• Spend significant time in front of customers and partners to understand mission needs, constraints, and program roadmaps, and translate these into concrete pursuits.
• Shape and position Chemelex solutions early in the requirements and concept phases where possible, to increase win probability and deal size.
• Serve as account lead or capture manager for priority pursuits, orchestrating internal resources across regions and functions.

3) Cross-functional execution

• Partner with Product Management and Engineering to tailor offerings, demos, and proofs-of-concept to defense-specific reliability, survivability, and compliance requirements.
• Work closely with regional Sales teams to ensure aligned territory coverage, pricing, and commercial terms for defense opportunities.
• Collaborate with Marketing on defense-specific messaging, materials, and events that support pipeline generation and brand awareness.
• Coordinate with Operations and Supply Chain to ensure feasibility of delivery timelines and fulfillment commitments for defense programs.

4) Ecosystem & partner development

• Build and deepen relationships with primes, system integrators, and key contractors to position Chemelex into platforms and systems where our technologies are critical.
• Develop joint pursuit strategies, teaming arrangements, or preferred-supplier positioning with partners where it accelerates time-to-market and win rates.
• Maintain visibility into upcoming programs and solicitations across target agencies and allied markets to proactively build pipeline.
• Where relevant, identify and share partnership or inorganic opportunities (e.g., channel partners, niche technology partners) that could accelerate defense growth, in collaboration with corporate development.

5) Performance management & reporting

• Establish and track KPIs for the defense vertical, including bookings, pipeline coverage, win rates, deal velocity, and margin.
• Provide clear, concise reports and insights to executive leadership on performance, risks, and corrective actions.
• Continuously refine account plans, capture strategies, and pricing approaches based on data and customer feedback.

How You'll Show Up

• Model ownership of the number and a strong drive for results in a complex, global, matrixed environment.
• Demonstrate intellectual curiosity about defense missions, concepts, and technologies, and turn those insights into new pursuits and offers.
• Operate with transparency and speed, keeping internal stakeholders and external partners aligned on priority pursuits and status.
• Build trust through collaboration and follow-through across geographies, functions, and levels, and with key defense ecosystem partners.

Experience

• 8-15+ years of selling or business development experience in the defense ecosystem, ideally with:




• A defense prime, Tier 1 supplier, or specialized defense technology / solutions provider, and/or
• Direct experience working with DoD or allied defense ministries on major programs.




• Proven track record of owning and exceeding a sales or bookings target, ideally multi-million-dollar annual goals.
• Experience leading capture efforts for complex programs or projects, including shaping opportunities, managing proposals, and closing.
• Established relationships with defense decision makers and influencers, such as program offices, acquisition commands, and primes.
• Global defense or security experience preferred, including work with allies and multinational programs.
• Bachelor's degree in Engineering, Business, or a related field; an advanced degree or equivalent military education is a plus.

Capabilities

• Deep understanding of the defense customer environment, including requirements, acquisition processes, and funding cycles.
• Strong commercial acumen: pricing, deal structuring, negotiation, and margin protection.
• Proven ability to influence and lead cross-functional teams without direct authority.
• Strategic thinker who can translate mission and policy into executable commercial plans, account strategies, and offers.
• Strong communicator, able to engage credibly with senior military leaders, defense executives, and internal technical and commercial teams.

Preferred

• Familiarity with export controls, ITAR (International Traffic in Arms Regulations), and security requirements related to defense programs.
• Experience working within or alongside large, global industrial or technology companies.