The Sales & Business Development Lead is responsible to support the Vice President, Business Development for driving revenue growth in defence and commercial markets through a dual go-to-market model: direct sales in Australia and reseller-led sales in overseas markets. You will originate and close opportunities end-to-end in Australia and support Boresights US and UK subsidiary offices with the management of offshore resellers/partners.
Key Responsibilities
* Direct defence business development (Australia): Identify, target and pursue new defence and government opportunities in Australia; develop territory/account plans and execute outreach.
* Capture planning (Australia): Map stakeholders and buying centres, build win themes, develop competitive positioning, and drive opportunity plans from early shaping through to award.
* Reseller/Partner enablement: Ensure resellers/partners have current product information, pricing guidance, sales collateral, demo readiness and training; coordinate joint customer activity and visits.
* Commercial discipline: Maintain pricing and discount governance, protect margin, and ensure consistent quotation/proposal standards across direct and partner-led opportunities.
* Sales execution: Manage the full sales cycle for direct Australian opportunities, including demonstrations, trials and operational evaluations; support resellers/partners to progress and close overseas opportunities.
* Proposal/tender delivery: Support and coordinate responses for Australian RFIs/RFQs/RFTs; support partners with compliant response inputs for overseas RFx activity (commercial, technical and delivery inputs), coordinating internal stakeholders as needed.
* Solution selling: Translate operational requirements into a complete UAS solution (airframe, payloads, software, training, spares, support, and through-life services), including configuration control and documentation inputs as required.
* Pipeline management: Maintain an accurate CRM pipeline (direct + partner) and provide disciplined forecasting to leadership.
* Customer relationship management: Build relationships with military/government UAS operators, decision-makers and technical stakeholders; ensure strong handover to delivery/support teams and drive follow-on opportunities.
* Compliance and governance: Operate in line with company policies and customer procurement rules; support compliance requirements relevant to defence sales (e.g., security, export controls/sanctions and related customer controls as applicable).
* Market intelligence: Monitor competitors, pricing, customer feedback and emerging requirements; provide actionable insights to product and leadership teams.
* Industry engagement: Represent the business at relevant defence and UAS events and networks; support marketing initiatives, case studies and references.
Required Experience & Skills
* Sales/BD experience: A minimum of 3 years of sales experience is required for this position.
* Australian Citizenship required and the ability to obtain an AGSVA Security Clearance.
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