Armada - Account Executive, APAC Defense
Requirements
• Bachelor's degree in Business, Engineering, Technology, Defense Studies, or a related field • 10+ years of enterprise sales experience focused on Defense, National Security, Aerospace, Federal Government, or Public Sector customers • Proven track record managing and closing strategic opportunities within the Australian Department of Defense, intelligence community, or defense industry • Demonstrated success selling complex technology solutions into highly regulated and security-sensitive environments • Strong understanding of Australian Defense procurement processes and acquisition frameworks • Experience managing large, complex, multi-year sales cycles with numerous stakeholders • Executive presence and ability to engage credibly with senior military officers, government executives, and industry leaders • Consistent history of quota attainment and overachievement • Strong pipeline development, account planning, and forecasting capabilities • Self-motivated and highly effective in startup or high-growth environments • Ability to travel across Australia and APAC as needed • Existing relationships across Australian Defense, ADF, DSTG, CASG, intelligence agencies, or national security organizations • Experience working with Five Eyes partners and allied defense organizations • Understanding of AUKUS, sovereign capability initiatives, defense modernization programs, and emerging defense technologies • Experience selling AI, edge computing, cloud infrastructure, data platforms, autonomous systems, cybersecurity, or mission systems solutions • Familiarity with defense primes and systems integrators including Lockheed Martin, BAE Systems, Boeing Defense Australia, Northrop Grumman, Raytheon, Thales, Leidos, and Accenture • Experience with MEDDPICC, Challenger Sale, Force Management, or Command of the Message methodologies • Startup, venture-backed, or high-growth technology company experience • Prior military service, defense industry experience, or government background highly regarded • Ability to obtain and maintain Australian Government security clearance • You're a Great Fit if You're • A go-getter with a growth mindset. You're intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledge • A detail-oriented problem-solver. You can independently gather information, solve problems efficiently, and deliver results with a "get-it-done" attitude • Thrive in a fast-paced environment. You're energized by an entrepreneurial spirit, capable of working quickly, and excited to contribute to a growing company • A collaborative team player. You focus on business success and are motivated by team accomplishment vs personal agenda • Highly organized and results-driven. Strong prioritization skills and a dedicated work ethic are essential for you • Equal Opportunity Statement
Responsibilities
• Drive new revenue by identifying, qualifying, and closing complex enterprise opportunities within Australian Defence, intelligence agencies, government organizations, and allied defense partners across APAC • Develop and maintain trusted relationships with senior military leaders, defense executives, procurement stakeholders, CIOs, CISOs, program directors, and intelligence community representatives • Lead end-to-end strategic sales engagements across defense, national security, and sovereign technology programs • Navigate highly complex procurement environments and multi-stakeholder buying groups within classified and security-sensitive organizations • Position Armada's edge AI, sovereign computing, and deployable infrastructure capabilities as mission-critical solutions for defence operations • Develop account strategies aligned to Australian Defense priorities, modernization programs, and emerging technology initiatives • Deliver executive-level presentations and solution workshops demonstrating measurable operational and mission impact • Own territory planning, pipeline management, forecasting, and CRM discipline across the APAC Defense portfolio • Lead complex negotiations and successfully close high-value, multi-year strategic contracts • Partner closely with Product, Engineering, Solutions Architecture, Government Affairs, and Leadership teams to deliver tailored customer outcomes • Build and leverage relationships with defense primes, systems integrators, channel partners, and the broader defence industry ecosystem • Support and lead participation in Defense RFI, RFQ, RFT, and tender processes • Represent Armada at key industry events including Land Forces, Avalon Airshow, Indo Pacific, MilCIS, and regional defence conferences • Drive post-sales engagement to ensure customer success, expansion opportunities, and long-term strategic partnerships • Maintain current knowledge of Australian Defense strategy, AUKUS initiatives, defense modernization priorities, budgets, acquisition programs, and regional security trends • Operate with a high level of ownership, accountability, and autonomy in a fast-paced, high-growth environment
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