Sales Manager – North America

Responsibilities

• Achieve established quarterly and annual quota goals
• Develop and implement a sales strategy to identify, address, and secure revenue from existing and greenfield customers
• Accurate, timely preparation and management of sales forecasts and pipeline management using company approved tools and processes
• Build a 12 month rolling sales plan and process to track and monitor progress against the plan
• Partner with Presales Engineering to analyze customer's needs and assist in defining product scope and direction
• Build and manage strategic partnerships with space agencies, research institutes, integrators, and defense contractors
• Deliver sales presentations to key clients and assist in product demonstrations
• Ensure all activities align with local laws, export controls, and our high ethical standards
• Solution Selling & Value Storytelling
• Lead solution design with product, engineering, and analytics teams to craft winning proposals
• Present compelling business cases, ROI, and risk mitigation strategies to technical and executive stakeholders
• Deal Execution & Governance
• Own the full sales cycle—from pipeline forecasting to closing deals and handing off to delivery teams
• Conduct due diligence and compliance reviews for every opportunity
• Implement rigorous opportunity management, risk assessment, and escalation processes
• Region SME
• Conduct and document ongoing competitive analysis, trend identification, and understanding of overall market landscape
• Serve as an iDirect Ambassador at approved regional and global events
• Build deep market understanding—know your customers' pain points, procurement processes, and compliance requirements
• Monitor competitors, pricing, and technology trends. Turn insight into unique value propositions that set us apart

Qualifications

• 6+ years of B2B enterprise sales experience—ideally in space, aerospace, defense, or other high-tech sectors
• Proven track record of leading/personally managing multi-million-dollar deals and long sales cycles across Europe
• Experience selling to government agencies, space agencies, or defense organizations is a strong plus
• Bachelor’s degree in engineering, business, or related field. MBA a plus
• Relevant certifications (SPIN, MEDDIC, Challenger, or consultative sales training) are a plus
• Ability to travel 25–40% of the time

Skills

• Think strategically—turn market insights into actionable, scalable sales plans
• Inspire and influence—excel at stakeholder management, negotiation, and high-impact presentations to C-suite and technical audiences
• Master complex contracts, RFPs, and regulatory compliance with confidence
• Fluency in English required; additional proficiency in Eastern European languages (e.g., Polish, Romanian, Hungarian, Czech/Slovak, Bulgarian, Serbian/Croatian) is a big advantage
• Highly organized, data-driven, and ready to thrive in a high-ambition, fast-paced environment