Director, EMEA Commercial

Full-time, exempt (salary) position reporting to the SVP, Commercial. Frequent international travel required; standard Monday–Friday schedule with occasional evenings and weekends as needed.

About the Role

The Director, EMEA Commercial will lead Sightline's commercial growth across Europe, the Middle East, and Africa by combining direct OEM and platform engagement with strong channel management and regional business development. This individual will serve as Sightline's commercial leader in the region, responsible for developing new strategic relationships while growing and enabling the existing partner network. The role combines sales leadership, channel management, business development, and technical solution support.

Responsibilities

• Develop and execute the commercial growth strategy for the EMEA region.
• Drive direct engagement with OEMs, platform providers, system integrators, and strategic customers to identify and close new business opportunities.
• Own and grow Sightline's regional channel network, ensuring partners remain engaged, capable, and aligned with company objectives.
• Recruit and onboard new channel partners where strategic coverage or capabilities are needed.
• Build strong relationships with Ministries of Defence, prime contractors, and key industry stakeholders, coordinating closely with Business Development and the Director of Strategic Growth on major programs and capture activities.
• Serve as the regional technical solutions resource, delivering product demonstrations, customer discovery, solution recommendations, and initial technical support throughout the sales process.
• Coordinate regional customer visits, partner meetings, demonstrations, training events, and trade shows.
• Develop partner business plans, revenue targets, and joint growth initiatives while monitoring partner performance and pipeline health.
• Coordinate with Product, Engineering, and Technical Support to ensure customer requirements, integrations, and technical issues are addressed efficiently.
• Gather competitive intelligence, market trends, and customer feedback to influence product roadmap and commercial strategy.
• Maintain accurate CRM forecasts, pipeline updates, and regional business reporting.

Success Metrics

• Sustainable growth across both direct and channel-driven revenue.
• Strong relationships with leading OEMs, integrators, distributors, and defence organizations throughout EMEA.
• Increased adoption of Sightline technologies across priority defense modernization programs.
• High-performing channel partners with measurable pipeline, revenue growth, and technical competency.
• Improved regional responsiveness through local technical expertise and customer engagement.
• Expansion into new countries, customers, and strategic platform partnerships.

Requirements

• Education and degree in business, marketing, communications, or a related field.
• 3+ years of experience in a similar commercial or sales leadership role.
• Experience selling advanced defense, ISR, autonomy, EO/IR, robotics, or embedded technologies throughout Europe.
• Strong network across OEMs, system integrators, distributors, and defense organizations within the EMEA region.
• Demonstrated success managing both direct sales and channel partner ecosystems.
• Ability to understand technical solutions and effectively communicate product capabilities to engineers, operators, and executive decision makers.
• Experience supporting government or defense acquisition programs and long sales cycles.
• Strong relationship-building, presentation, negotiation, and communication skills.
• Comfortable traveling extensively throughout the EMEA region to support customers, partners, demonstrations, and industry events.

Competencies

• Apply Expertise in Technology: Applies knowledge of computer skills to perform the job successfully; displays the ability to learn new computer skills.
• Strategic Thinking: Develops strategies to achieve organizational goals; understands organizations’ strengths and weaknesses; analyzes market and competition to identify external threats and opportunities; adapts strategy to changing conditions.
• Planning/Organizing: Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; organizes or schedules other people and their tasks; develops realistic action plans.
• Business Acumen: Ability to connect people with strategies for operational and financial outcomes.
• Learn & Research: Demonstrates the understanding of newly presented information and retention for future applications.
• Math Skills: Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.
• Reliability: Good attendance; balances professional and personal commitments effectively; delivers work product on time and within the assigned parameters of the task.
• Cultural Awareness: Awareness to think and act in intercultural environments appropriately; respects the diverse backgrounds of the people around them.
• Gives & Receives Feedback: Articulates positive and constructive feedback appropriately; gives recognition to a job well done; upholds accountability; accepts feedback from all employees.
• Communication & Collaboration: Works effectively within a team; shares information and acknowledges others’ efforts; helps others when workloads are high; keeps team and supervisor informed of tasks.
• Analytical: Synthesizes complex or diverse information; collects and researches data; uses intuition and experience to complement data.
• Innovation: Generates creative and original ideas or approaches; seeks to improve performance; proactive to identify and create new opportunities.

Physical Demands

This role requires standing, walking, and sitting for extended periods; communicating in person and by phone; using hands to operate objects or controls; and reaching with hands and arms. Occasional stooping, kneeling, bending, crouching, and lifting up to 25 pounds may be required. Close and distance vision, depth perception, color vision, and focus adjustment are also needed. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Work Environment

Work is performed primarily at a desk using standard office equipment in a quiet, casual environment that encourages open communication, teamwork, mutual respect, and alignment with the organization’s mission, values, and goals.