Sales Manager — Big Business (National Guard, Border Guard, large industry)
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
Sales to large institutional clients: National Guard, State Border Guard Service, large state-owned and industrial companies (protection of critical infrastructure sites).
Key responsibilities
Develop relationships with the central offices of the National Guard, Border Guard and relevant ministry departments.
Sales to large state enterprises and private industrial groups (perimeter and site protection against UAVs).
Structure large deals (specifications, pilot projects, multi-stage deliveries).
Prepare specs/requirements with R&D and the tender specialist to fit the client's procedures.
Manage a large pipeline (long cycles), accurate forecasting and CRM reporting.
Requirements (must-have)
5+ years of B2B/B2G sales with deal sizes from tens of millions UAH.
Current contacts and relationships in state structures (National Guard / Border Guard / ministries) and/or large business — a critical requirement.
Proven closed large deals (references will be checked).
Strong practice structuring complex sales (many stakeholders, long cycles, formal procedures).
Polished business communication and C-level presentations.
Nice-to-have
Experience selling security/defence solutions and perimeter protection systems.
Understanding of state bodies' budget process (when and how budgets are formed).
Terms of engagement
Target start date:
ASAP.
Salary:
UAH 70,000/month (net) + % 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 Manager — Big Business (National Guard, Border Guard, large industry)
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