VP, APAC Defence (AI)

TL;DR

VP, APAC Defence (AI): Leading the growth of the Defence sector across the APAC region by implementing strategic sales plans and managing high-level government relationships with an accent on strategic vision and execution. Focus on integrating AI-powered intelligence into client workflows, navigating complex procurement cycles, and scaling the market vertical.

Location: Must be located in Australia or Japan (preference for Canberra, Melbourne, or Tokyo)

Company

AI-powered intelligence platform providing real-time signals of emerging risks, events, and threats to global organizations.

What you will do

• Plan and execute sales strategies to convey product value and positioning within the Defence sector.
• Grow a market vertical of strategic Defence clients across the APAC region.
• Develop and maintain high-level relationships with prospective customers, channel partners, and organizational leaders.
• Lead client mission and operational processes to integrate AI intelligence into client workflows.
• Navigate complex government procurement processes and liaise with senior executives.
• Provide thought leadership and identify new business opportunities to drive incremental success.

Requirements

• 10+ years of proven Defence sales experience leading and scaling a Defence vertical.
• Strong track record of negotiation and closing with Defence customers.
• Deep understanding of structured sales processes (e.g., MEDDPICC, Shipley, Miller Heiman).
• Proven delivery of revenue targets and business objectives through strategic planning.
• Must be based in Australia or Japan.
• Ability to travel as required.

Nice to have

• Experience with enterprise software and/or Software-as-a-Service (SaaS).
• Knowledge of publicly available information and general awareness of AI and ML technologies.

Culture & Benefits

• Flexible work arrangements and remote options.
• Generous PTO and sick leave.
• Professional development funds.
• Robust employee resource group (ERG) network and manager development programming.
• Inclusive, merit-based culture focused on equity and allyship.