Sales Director (department leadership & key accounts)
Company:
Confidential — disclosed to candidates at the interview stage after signing an NDA.
A Ukrainian developer and manufacturer of military UAVs. Key product: interceptor drones countering enemy strike UAVs — an innovative, codified product with in-house R&D and an operating serial-assembly production. Strategy: an R&D company focused on interceptors and small air-defence systems protecting troops and civilian infrastructure; serial volumes scale through partner production sites.
Markets:
Ukraine (defence and security sector).
Company stage:
N/A (private company).
Role description & who We are looking for
Build the sales system for an innovative defence product from scratch — team, channels (Defence Procurement Agency, direct purchases by military units, large agencies, civilian infrastructure, international), pipeline and reporting — and deliver the sales plan. The director personally manages a share of key large accounts.
Key responsibilities
Build the department (hire and launch the sectors, set goals, motivation via KPI + %, product training).
Manage channels (Defence Procurement Agency - Dot Chain, e-points, direct contracts, Prozorro; direct purchases by military units; National Guard / Border Guard; large state enterprises and business; international).
Personal sales to large clients together with the CEO.
Run CRM and pipeline (lead tracking, conversions, sales forecast, weekly reporting).
Handle public-sector specifics (3-6 month deal cycles, codification, tender and non-tender procedures).
Grow the base (unit contacts from founders, warm leads from FPV distributions, a demo programme with the field group).
Requirements (must-have)
7+ years in complex B2B/B2G sales (preferably 10), including 3+ years leading a sales department.
Proven sales to the public sector and/or large business (contracts from tens of millions UAH).
Experience building a sales department from scratch (people, processes, CRM, pipeline, reporting).
Current contacts in the public sector / security agencies, or a proven ability to build them fast.
Understanding of public-procurement procedures (tender and non-tender).
Nice-to-have
Experience selling weapons, military equipment, protection systems or dual-use products.
Experience with the Defence Procurement Agency, Ministry of Strategic Industries, military units.
English to support the international direction.
Terms of engagement
Target start date:
ASAP.
Salary:
UAH 100,000/month (net) + elevated % of sales. The rate is a budget benchmark (net); negotiable for strong candidates.
Form of engagement:
Employee — official employment.
Reservation from mobilisation (Ukraine):
Can be discussed.
Polygraph required:
Yes — required at hiring.
Hiring process:
Agency screening -> interview with the hiring manager -> final interview with the CEO (for director-level roles, also with shareholders).
Selection checks (references & security):
Reference letters and reference calls with previous managers (minimum two), a security check, and a polygraph test at hiring.
Sales Director (department leadership & key accounts)
A person reads every profile. You get an answer either way, usually within two working days.
Not quite your role?
Most hiring in this sector is never published. Leave your profile and we'll come back when something matches.
Send your cv
