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 Eagle

NXT’s senior regional cUAS Subject Matter Expert (SME).

• 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 Eagle
  
  NXT’s senior cUAS SME for defense, public safety, and airport security missions.

• 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.

• 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.

• Personally plan, conduct, and lead live UAS and cUAS demonstrations, including regular flying of Eagle
  
  NXT (eBee) drones for defense, public safety, and airport security stakeholders.
• Use Eagle
  
  NXT (eBee) drones both as operational offerings to sell and as threat/target surrogates in cUAS evaluations, clearly positioning and selling Eagle
  
  NXT UAS alongside cUAS solutions.
• Execute and oversee field evaluations and POCs where Eagle
  
  NXT 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//track requirements, effectors, RF/EW environments, airport regulatory constraints) to guide roadmap and prioritization.

• Provide leadership and mentorship to junior/associate cUAS Sales & BD Managers and other regional staff focused on defense/public safety.
• Represent Eagle
  
  NXT 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.

• Minimum 5 years of experience selling and developing business in defense…