Senior Manager, Sales & Business Development - cUAS

Position Summary Lead North America defense‑focused and public safety cUAS sales and BD, with a particular emphasis on defense, airport security, and high‑risk public safety solutions.

Own quota, strategic account growth, partner and channel origination, and high‑level capture activities for air and land-based cUAS solutions, with UAS integration as required.

Drive direct and indirect (channel) sales while building strategic relationships with defense organizations, public safety agencies, and airport/security stakeholders.

Serve as EagleNXT’s senior regional cUAS Subject Matter Expert (SME).

Core Responsibilities Territory, Account & Defense BD Strategy Own revenue, quota, and account/territory plans for North America with a primary focus on defense, public safety, and airport security cUAS programs.

Develop and execute BD strategies to identify, shape, and win cUAS opportunities for:

• Defense (DoD, SOF, service branches, bases/installations, deployed units).
• Public safety (state/local law enforcement, critical incident response, border security).
• Airport/security (civil and military airports, critical infrastructure facilities).
• Build and maintain a living pipeline; provide accurate forecasting and reporting to the Global Head UAV Sales.
• Serve as EagleNXT’s senior cUAS SME for defense, public safety, and airport security missions.
• Opportunity Origination & Capture (Defense/Public Safety Focus) Proactively originate and qualify cUAS opportunities in defense, public safety, and airport security markets, including programs of record, pilots, and rapid acquisition pathways.

Lead capture efforts for strategic pursuits:

• mission and threat analysis, solution shaping (sensors, C2, effectors), teaming, and competitive positioning.
• Engage with primes, system integrators, and technology partners to form winning teams for defense and security tenders.
• Track and report BD KPIs (pipeline creation, pursuits, partner signings, awards) for defense and public safety segments.
• Direct & Channel Sales – Defense/Public Safety Identify, qualify, and close cUAS and related UAS deals with defense customers (DoD, SOF, services, defense agencies), public safety agencies, and airport/security stakeholders.
• Build and manage a network of defense and security‑focused distributors, VARs, and system integrators; develop cUAS‑specific partner programs and co‑sell motions.
• Negotiate complex commercial and channel agreements, including multi‑year programs, multi‑site deployments, and service/support models.
• Customer Engagement, Solutions & SME Support Personally plan, conduct, and lead live UAS and cUAS demonstrations, including regular flying of EagleNXT (eBee) drones for defense, public safety, and airport security stakeholders. Use EagleNXT (eBee) drones both as operational offerings to sell and as threat/target surrogates in cUAS evaluations, clearly positioning and selling EagleNXT UAS alongside cUAS solutions. Execute and oversee field evaluations and POCs where EagleNXT UAS and cUAS systems are jointly demonstrated to validate performance, CONOPS, and integration for defense and public safety missions.
• Lead senior‑level mission and CONOPS discussions with operational users, program offices, and security leadership, translating threats and requirements into specific cUAS architectures.
• Respond to RFPs/RFIs/OTAs, prepare proposals/pricing, and lead negotiations for complex, multi‑stakeholder defense and security opportunities.
• Provide structured operational and threat‑driven feedback to product and engineering (e.g., detection/ID/track requirements, effectors, RF/EW environments, airport regulatory constraints) to guide roadmap and prioritization.
• Leadership & Mentorship Provide leadership and mentorship to junior/associate cUAS Sales & BD Managers and other regional staff focused on defense/public safety.
• Represent EagleNXT as the senior cUAS sales/BD lead at defense and security trade shows, exercises, and high‑level customer briefings.
• Ensure export control, security, and regulatory compliance across all defense and public safety cUAS activities.
• Required Qualifications Minimum 5 years of experience selling and developing business in defense market, with a strong focus on cUAS, air defense, EW, force protection, or security technologies.

Deep understanding of cUAS concepts, architectures, and operational use in:

• Defense (base protection, maneuver force protection, convoy/FOB security, deployed operations).
• Public safety (major events, tactical teams, critical infrastructure, border operations).
• Airport and aviation security (runway/terminal protection, airspace and perimeter security, regulatory and safety considerations).
• Hands‑on experience with both air and land-based cUAS systems (sensors, RF/radar/EO‑IR, effectors, C2) and integration with UAS.
• Operational UAS experience, including hands‑on flying of small UAS; FAA Part 107 Remote Pilot Certificate strongly desired given the requirement to regularly fly and demo EagleNXT (eBee) drones.
• Prior military, government, or law enforcement/public safety experience in UAS/cUAS/air defense/security (operations, procurement, or sales) strongly preferred.
• Proven track record of defense/public safety capture and sales, including complex, competitive bids and partner/team arrangements.
• Willingness to travel domestically and internationally as needed (~30–50%).
• Preferred Qualifications Established network within defense organizations (e.g., DoD services, SOF, defense agencies), public safety agencies, and airport/security stakeholders.
• Experience structuring cUAS partnerships with primes, system integrators, and OEMs.
• Familiarity with defense and homeland security acquisition pathways (IDIQs, OTAs, rapid acquisition, grants).
• Personal Attributes Mission‑oriented, with a strong understanding of threats and operational realities in defense, public safety, and airport security.
• Strategic “hunter” with the ability to open doors in complex defense and security organizations and move pursuits from concept to award.
• Capable of translating complex cUAS technical details into operational outcomes and clear value propositions.
• Collaborative leader who builds trust with operators, program offices, airport/security staff, and internal technical teams.
• Compensation & Benefits Competitive salary with incentive/bonus tied to defense/public safety cUAS sales and BD performance.

Benefits:

• medical, dental, vision, 401(k), PTO, etc.
• Opportunity to define and lead EagleNXT’s North America cUAS defense and public safety go‑to‑market strategy and partner ecosystem.
• About EagleNXT EagleNXT is a rapidly growing small Uncrewed Aircraft Systems (UAS), Counter‑UAS (cUAS), and Sensors solutions provider serving defense, airport security, federal, state, and local public safety agencies, and critical infrastructure operators.
• We design, integrate, and deploy advanced air and land-based cUAS systems and UAS platforms/sensors for defense, force protection, base and airport defense, border and critical infrastructure security, and high‑risk public safety missions.
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