Sales Director (department leadership, key accounts)

Sales Director (Defence Technology)

Location: Kyiv, Ukraine (On-site) Employment Type: Full-time Industry: Defence Technology / UAV Systems

About the Company

Our client is a Ukrainian defence technology company developing and manufacturing next-generation military UAV systems. The company specializes in interceptor drones designed to counter enemy strike UAVs and is rapidly expanding its production and commercial operations. Its mission is to strengthen national security through innovative aerial defence solutions and advanced R&D.

About the Role

We are looking for an experienced Sales Director to build and lead the company’s commercial organization from the ground up.

This is a strategic leadership role for someone who has successfully built enterprise or government sales organizations, managed complex B2B/B2G sales cycles, and closed large contracts. You will define the sales strategy, establish the team and processes, personally manage key strategic accounts, and drive revenue growth across Ukraine and international markets.

Responsibilities

• Build and lead the entire sales organization, including hiring, onboarding, KPI development, and performance management.
• Develop and execute the company’s commercial strategy across multiple sales channels.
• Build relationships with key government agencies, defence organizations, military units, and strategic enterprise customers.
• Personally manage and negotiate major commercial opportunities together with the CEO.
• Develop and maintain a structured sales pipeline and CRM reporting.
• Forecast sales performance and prepare regular management reports.
• Support business development in international markets.
• Coordinate closely with marketing, tender management, field sales teams, and executive leadership.
• Navigate public procurement processes, including tender and direct procurement opportunities.

What We’re Looking For

• 7+ years of experience in complex B2B and/or B2G sales (10+ years preferred).
• At least 3 years leading high-performing sales teams.
• Proven experience building a sales department, processes, CRM, and reporting from scratch.
• Track record of closing large enterprise or government contracts.
• Strong understanding of public procurement and long sales cycles.
• Existing network within government, defence, security, or large enterprise organizations is highly desirable.
• Strong leadership, negotiation, and stakeholder management skills.
• Comfortable working in a fast-paced, rapidly growing technology environment.