Aptive

Defense Drones & Robotics Sales Director

USA Remote Worksite · Director

No sponsorshipDetected 22 days ago

SalesforceCRMSalesOutbound SalesCustomer SuccessEmbedded SystemsRoboticsLeadershipCommunication

About the role

This role sells into a diverse customer base, ranging from defense primes to mid‑market and early‑stage companies that are scaling rapidly.

Build new pipeline in previously untapped or underdeveloped markets; identify whitespace opportunities and drive net‑new customer acquisition across commercial, defense, and emerging technology sectors.
Lead with a full‑portfolio approach-from hardware to software and services-to build differentiated value across robotic and unmanned systems use cases.
This role will maintain account ownership and renewal/expansion opportunities.
Build strong relationships through industry insight, technical understanding, and business‑outcome alignment.
Maintain a disciplined approach to prospecting and weekly funnel creation; this role is responsible for generating substantial new outbound pipeline across robotics and drone markets.
Identify, qualify, and advance both new customer opportunities and expansion opportunities within existing accounts to drive total account value.
Manage the full sales cycle-from early‑stage pipeline development to predictable quarterly forecast and closure.
Collaborate with marketing, inside sales, SDR teams, Aptiv- Wind River & Winchester sales teams, Customer Success, engineering, delivery, and product teams to scale pipeline and uncover new customer needs.
Partner with internal stakeholders to identify emerging opportunities, validate customer requirements, and create winning strategies.
Build a strong "win together" culture by aligning internal teams early and often throughout the deal cycle.

Communication & Influence: Ability to articulate technical concepts to both technical and non‑technical stakeholders, from founders to senior executives.
This role is based in the USA, however international travel may be required for customers around the globe.
Experience
Minimum 12 years of Aerospace/Government/Drone, or defense technology sales experience, including substantial experience with hardware‑centric solutions and demonstrated competency in solution selling across hardware, software, and services.
Proven track record selling into Product Management, Engineering, Operations, and/or IT organizations-consistently exceeding annual quota and driving large, complex program wins.
Hunter DNA: Demonstrated ability to break into new markets, create pipeline from scratch, and close net‑new business across both established enterprises and early‑stage customers.
Industry Knowledge
Core Skills & Characteristics
Pipeline Discipline: Comfortable working both ends of the pipeline-creating early‑stage demand and driving late‑stage predictability.
Organizational Excellence: Skilled in deal orchestration across complex enterprises as well as lean, fast‑growing organizations.
Complex Program Leadership: Experience owning and driving multi‑stakeholder, multi‑year strategic programs.

Expertise in robotics, drones, autonomy, or unmanned systems strongly preferred.
Experience selling into Government, aerospace, or drone OEM's is a strong plus.
Understanding of cloud, edge, embedded systems, safety‑critical, and mission‑critical environments.
Strong sense of urgency and bias for action.
Quick learner capable of ramping rapidly in fast‑moving technical domains.
Bachelor's degree in Business, Engineering, Computer Science, or related field
advanced degree a plus.
Willingness to travel as required for customer visits, trade shows, and industry events.

Competitive base salary with uncapped performance‑based incentives.
Compensation: Competitive base salary with uncapped performance‑based incentives.

Motivated by entering new markets, supporting scaling customers, and building new business from the ground up.
Significant opportunities for advancement within a leading technology company.
Work with cutting‑edge robotics, drone, and embedded technologies alongside a team committed to excellence and innovation.
Accurately forecast, manage, and exceed quota targets across robotics and drone customers.
Develop actionable territory and account plans to drive sustainable growth across both new and existing customers at varying stages of maturity.

Must be legally authorized to work in the United States without requiring visa sponsorship now or in the future.

This listing is sourced directly from Aptive's careers page and normalized into a canonical job model.