Director BD and Sales
XTEND · Tel-Aviv, Tel Aviv District · onsite
Ready to Shape the Future of Defense Tech?
XTEND, a rapidly growing leader in defense technology and autonomous systems, is looking for an experienced Director of Business Development & Sales – Defense to identify, develop, and close strategic opportunities across international defense markets.
We are looking for a proven dealmaker who understands the defense ecosystem, can independently build opportunities from the ground up, and has a demonstrated track record of turning customer needs and early-stage leads into substantial contracts.
This is a hands-on commercial role combining Business Development and Sales, with direct responsibility for building pipeline, managing complex sales cycles, and closing high-value defense deals.
What You'll Do:
- Report directly to XTEND’s VP of Business Development & Sales, playing a key role in the company’s international growth.
- Lead Business Development and Sales activities across assigned defense markets, from initial market entry and lead generation through contract signature.
- Independently identify, qualify, develop, and close new business opportunities with defense ministries, armed forces, government agencies, prime contractors, and strategic industry partners.
- Own the full sales cycle — from first engagement and requirements definition through demonstrations, commercial proposals, negotiations, contracting, and closing.
- Build and manage a strong, measurable pipeline of high-value opportunities and maintain clear forecasts, priorities, and next steps.
- Develop opportunities from the ground up, including creating access to relevant decision-makers and transforming early-stage leads into funded programs and contracts.
- Drive large-scale and complex defense deals, including opportunities involving significant budgets, multi-system procurements, long sales cycles, and multiple stakeholders.
- Work closely with Product, Engineering, Operations, Programs, Legal, and Finance to develop competitive technical and commercial solutions.
- Lead responses to government and defense solicitations, including RFIs, RFPs, tenders, and other procurement processes.
- Build and manage strategic relationships with local partners, integrators, prime contractors, distributors, and other key industry players.
- Expand existing accounts by identifying follow-on opportunities, additional programs, and long-term strategic partnerships.
- Represent XTEND in customer meetings, demonstrations, exhibitions, industry events, and senior-level engagements worldwide.
Requirements
- 5+ years of relevant experience in Business Development, or in combined Business Development and Sales roles, within the defense industry, with significant direct customer-facing responsibility.
- Proven track record of personally originating, developing, and closing significant defense contracts, preferably multi-million-dollar deals.
- Demonstrated experience managing large commercial opportunities and substantial customer/program budgets.
- Strong understanding of defense procurement processes and experience working directly with defense ministries, armed forces, government agencies, or major defense contractors.
- Proven ability to independently lead the full deal cycle, from initial lead or customer requirement through qualification, solution definition, proposal, negotiation, and contract closure.
- Strong commercial and negotiation capabilities, including pricing, margins, commercial proposals, contract negotiations, and partner structures.
- Excellent English communication skills.
- Possession of an additional foreign passport.
- Willingness and ability to travel internationally approximately 50% of the time.
- Business Development or Sales experience in Gulf (GCC) markets - Significant Advantages
- Arabic proficiency - Significant Advantages
- Experience selling complex hardware, technology, autonomous systems, robotics, UAS, C4ISR, or other defense products and solutions- Advantage
- MBA or equivalent advanced degree- Advantages
Personal Attributes
- Strong executive presence and the ability to communicate and negotiate with senior military, government, and industry stakeholders.
- High sense of ownership, urgency, and accountability, with the ability to manage multiple complex opportunities in parallel.
- Independent operator in international markets who works effectively with multidisciplinary internal teams