About the role

We are seeking a senior commercial leader to build and scale primarily B2B sales in the defense and security sector, with selective B2G engagements. The role is based in Kyiv (hybrid) and involves regular international travel, including Europe and other partner markets. You will own the full commercial cycle with military, industrial, and institutional customers, from early engagement and demonstrations to contracting and long-term account development, and lead our Sales & Marketing department.

About us
DroneOps is a Ukrainian defense-tech company developing alternative navigation systems for UAVs. Our mission is to build reliable, GNSS-independent solutions for autonomous platforms.

Responsibilities

Build, manage, and expand a B2B sales pipeline in defense and security markets, with additional work across B2G engagements involving the Ministry of Defense of Ukraine and other national MoDs
Lead commercial engagements end to end: customer discovery, solution positioning, demonstrations, negotiations, and contract execution
Support tenders and capture activities where required, including preparation of proposals and participation in procurement processes related to MoD, EU, and NATO programs
Represent the company at international conferences, exhibitions, and industry events; organize and deliver field demonstrations and technical presentations
Lead the Sales & Marketing team (sales manager, marketing specialist): set goals and priorities, develop people
Co-develop the marketing strategy with the marketing specialist: translate business goals and customer needs into marketing priorities, and make sure marketing generates qualified leads and supports deals
Coordinate closely with legal, finance, engineering, and production teams to ensure commercially viable and contract-compliant deals; bring customer feedback back to product and engineering
Design, build, and continuously improve sales processes, pipelines, and reporting using the company’s internal CRM system
Apply analytical and business-analysis thinking to improve forecasting, deal qualification, and go-to-market execution; contribute to scaling and structuring the function over time

Requirements

Demonstrated experience owning and executing the full sales cycle in complex B2B environments, including proposals, negotiations, and contracts
Experience leading a sales or commercial team
Understanding of B2B marketing (positioning, content, events, lead generation) sufficient to work with a marketing specialist as a partner and set priorities based on business needs
Strong communication and presentation skills, with the ability to engage senior stakeholders, technical teams, and international partners
High level of interpersonal effectiveness, with a track record of building trust and maintaining long-term customer relationships
Proactive, self-directed approach with the ability to take initiative and operate with limited structure
Capability to design, document, and improve sales processes and pipelines, applying analytical and business-analysis thinking to forecasting and execution
Upper-intermediate to advanced English (B2–C1)

Would be a plus
Proven commercial experience in defense and security markets
Practical experience working with the Ministry of Defense of Ukraine and/or other national Ministries of Defense
Experience selling physical or hardware products, particularly complex or mission-critical systems
Direct exposure to B2G sales, public procurement, or tender-based processes (MoD, EU, NATO)
Experience in the UK and European defense markets, including work with integrators, primes, or institutional customers
Background in miltech, engineering, or other technically sophisticated industries
Experience operating in environments with export controls, compliance constraints, or regulated customers

What we offer

Senior, high-impact commercial role with direct ownership of international B2B defense revenue and leadership of the Sales & Marketing function
Kyiv-based position with hybrid work and regular international travel, including conferences, exhibitions, and customer engagements across Europe and partner markets
Meaningful influence over go-to-market strategy, sales processes, and commercial structure as the function scales
Performance-based compensation structure aligned with results and long-term value creation, discussed individually
Opportunity to work hands-on with advanced, real-world defense technologies and high-stakes customers