Ready to Shape the Future of Defense Tech?
XTEND, a rapidly growing leader in defense technology and autonomous systems, is looking for an experienced Director of Business Development & Sales – Defense to identify, develop, and close strategic opportunities across international defense markets.
We are looking for a proven dealmaker who understands the defense ecosystem, can independently build opportunities from the ground up, and has a demonstrated track record of turning customer needs and early-stage leads into substantial contracts.
This is a hands-on commercial role combining Business Development and Sales, with direct responsibility for building pipeline, managing complex sales cycles, and closing high-value defense deals.
What You'll Do:
Report directly to XTEND’s VP of Business Development & Sales, playing a key role in the company’s international growth.
Lead Business Development and Sales activities across assigned defense markets, from initial market entry and lead generation through contract signature.
Independently identify, qualify, develop, and close new business opportunities with defense ministries, armed forces, government agencies, prime contractors, and strategic industry partners.
Own the full sales cycle — from first engagement and requirements definition through demonstrations, commercial proposals, negotiations, contracting, and closing.
Build and manage a strong, measurable pipeline of high-value opportunities and maintain clear forecasts, priorities, and next steps.
Develop opportunities from the ground up, including creating access to relevant decision-makers and transforming early-stage leads into funded programs and contracts.
Drive large-scale and complex defense deals, including opportunities involving significant budgets, multi-system procurements, long sales cycles, and multiple stakeholders.
Work closely with Product, Engineering, Operations, Programs, Legal, and Finance to develop competitive technical and commercial solutions.
Lead responses to government and defense solicitations, including RFIs, RFPs, tenders, and other procurement processes.
Build and manage strategic relationships with local partners, integrators, prime contractors, distributors, and other key industry players.
Expand existing accounts by identifying follow-on opportunities, additional programs, and long-term strategic partnerships.
Represent XTEND in customer meetings, demonstrations, exhibitions, industry events, and senior-level engagements worldwide.
Requirements
5+ years of relevant experience in Business Development, or in combined Business Development and Sales roles, within the defense industry, with significant direct customer-facing responsibility.
Proven track record of personally originating, developing, and closing significant defense contracts, preferably multi-million-dollar deals.
Demonstrated experience managing large commercial opportunities and substantial customer/program budgets.
Strong understanding of defense procurement processes and experience working directly with defense ministries, armed forces, government agencies, or major defense contractors.
Proven ability to independently lead the full deal cycle, from initial lead or customer requirement through qualification, solution definition, proposal, negotiation, and contract closure.
Strong commercial and negotiation capabilities, including pricing, margins, commercial proposals, contract negotiations, and partner structures.
Excellent English communication skills.
Possession of an additional foreign passport.
Willingness and ability to travel internationally approximately 50% of the time.
Business Development or Sales experience in Gulf (GCC) markets - Significant Advantages
Arabic proficiency - Significant Advantages
Experience selling complex hardware, technology, autonomous systems, robotics, UAS, C4ISR, or other defense products and solutions- Advantage
MBA or equivalent advanced degree- Advantages
Personal Attributes
Strong executive presence and the ability to communicate and negotiate with senior military, government, and industry stakeholders.
High sense of ownership, urgency, and accountability, with the ability to manage multiple complex opportunities in parallel.
Independent operator in international markets who works effectively with multidisciplinary internal teams
