Defense Market Development Sales Leader

Key Responsibilities & Accountabilities

• Own an annual new bookings and revenue target for the defense vertical, with clear quarterly and annual goals.
• Build, manage, and convert a robust Salesforce pipeline of opportunities across defense platforms, installations, and critical infrastructure programs.
• Lead deal and capture strategy for target programs and accounts, from qualification through proposal, negotiation, and close.
• Maintain accurate forecasts and funnel metrics (stages, probabilities, timelines) and regularly update leadership on progress and risks.

Market development & account leadership

• Develop and execute a target account strategy for key defense customers, including program offices, acquisition commands, and integrators.
• Spend significant time in front of customers and partners to understand mission needs, constraints, and program roadmaps, and translate these into concrete pursuits.
• Shape and position Chemelex solutions early in the requirements and concept phases where possible, to increase win probability and deal size.
• Serve as account lead or capture manager for priority pursuits, orchestrating internal resources across regions and functions.

Cross-functional execution

• Partner with Product Management and Engineering to tailor offerings, demos, and proofs-of-concept to defense-specific reliability, survivability, and compliance requirements.
• Work closely with regional Sales teams to ensure aligned territory coverage, pricing, and commercial terms for defense opportunities.
• Collaborate with Marketing on defense-specific messaging, materials, and events that support pipeline generation and brand awareness.
• Cook up with Operations and Supply Chain to ensure feasibility of delivery timelines and fulfillment commitments for defense programs.

Ecosystem & partner development

• Build and deepen relationships with primes, system integrators, and key contractors to position Chemelex into platforms and systems where our technologies are critical.
• Develop joint pursuit strategies, teaming arrangements, or preferred-supplier positioning with partners where it accelerates time-to-market and win rates.
• Maintain visibility into upcoming programs and solicitations across target agencies and allied markets to proactively build pipeline.
• Where relevant, identify and share partnership or inorganic opportunities (e.g., channel partners, niche technology partners) that could accelerate defense growth, in collaboration with corporate development.

Performance management & reporting

• Establish and track KPIs for the defense vertical, including bookings, pipeline coverage, win rates, deal velocity, and margin.
• Provide clear, concise reports and insights to executive leadership on performance, risks, and corrective actions.
• Continuously refine account plans, capture strategies, and pricing approaches based on data and customer feedback.