About the role
You will report directly to the Chief Revenue Officer and hold a dual mandate that combines opening commercial relationships and building a strategic thesis for the company. Your work will involve establishing credibility through tangible early results in partnership software and developing a comprehensive understanding of the shifting defense technology landscape. The insights from customers will directly inform the business model and market offerings, and vice versa.
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Responsibilities
Sell partner software
- Build the pipeline. Establish relationships with defense and national security entities, map their needs, and create a qualified pipeline leading to the first deals for our partners’ software.
- Position partner software. Promote the company’s software and other technologies through concrete defense use cases, collaborating closely with deployment teams and partners to select applications.
- Work with partners and advisors. Ensure clear briefs and agreements (e.g., MOUs) with partners and advisors lead to measurable progress.
- Plan each account. Develop an account plan for each defense engagement in collaboration with the CRO's team and deployment strategists.
Build the company thesis
- Read the technology shift. Continuously analyze changes in defense technology (including autonomy, counter-drone measures, and AI-enabled systems) to understand new threats and capabilities.
- Choose where to play. Determine focus applications for the company, evaluating them against customer needs and partner roadmaps.
- Build the business model. Develop a comprehensive business model beyond software, including IP strategy, partnerships for manufacturing, and the economic path to acquiring the first contract.
- Set the governance. Ensure compliance with defense procurement and export-control regulations, and manage relationships across jurisdictions carefully.
- Build the team. Recruit and develop a team for the company, utilizing your network as the business scales.
Where we align
- Defense record. A strong background in defense and national security, ideally from both governmental and industry perspectives.
- Software and industry. Understanding of both software applications in the defense sector and the requirements of building/manufacturing hardware.
- Commercial drive. Proven ability to open doors, qualify leads, and close deals successfully.
- Structured thinker. Capability to synthesize insights on defense technology trends into actionable business models.
- Trusted. Ability to manage sensitive information with discretion and sound judgment.
- Builder from zero. Past experience in building teams or businesses from the ground up to operational status.
- Talent attractor. The ability to inspire strong talent to join and thrive within your initiatives.
Strong advantages
- Defense technology. Expertise in autonomous systems, AI capability, and simulation technology.
- Procurement. Familiarity with defense procurement processes, offsets, localization, and export-control regimes.
- Arabic. Professional proficiency in Arabic is a plus.
- Ecosystem standing. Established connections with defense authorities, armed forces, and the defense industry.
Our values
- Customer first. You prioritize customer outcomes in your work.
- Ownership mentality. Take responsibility for outcomes end to end and actively seek to resolve issues.
- Clear communicator. Simplify complex systems for diverse audiences and highlight the value of your contributions.
- Comfortable with ambiguity. Navigate incomplete information and undefined problems with ease, driving solutions.
- Long-term builder. Invest in the company's future, infusing field insights into strategy and operations.
- Builds others. Your success is measured by the development of those around you and the capabilities built with customers.
The seat
- Location: Riyadh, Saudi Arabia
- Reports to: Chief Revenue Officer
- Travel: Regular engagements with customers across the Kingdom and international partners.
- Package: Competitive base salary with allowances for housing, transport, and education, along with a performance bonus, medical coverage, and equity through the employee equity program. Details provided during the offer stage.
How we work
- Starting with the problem rather than the tool, you approach challenges with energy and strategic foresight.
- Curiosity. Continuously learn about real-world applications and adapt as technology evolves.
- Speed. Deliver results quickly without waiting for ideal conditions.
- Rigour. Rigorously validate claims against data and ensure clarity in decision-making.
- Confidence and humility. Engage in constructive challenge and be open to changing views based on evidence.
- Autonomy. Make decisions and organize work based on incomplete information.
- Resourcefulness. Navigate limitations and harness available resources effectively.
- Situational leadership. Adapt between leading and supporting based on the context.
- A force multiplier. Increase team efficiency through structured processes and mentorship.
- AI-native depth. Utilize AI tools in processes and convey their implications clearly to defense customers.
- Where you are. A professional with a defense background, commercial instinct, and industrial mindset.
