Director, Business Development EMEA

DIRECTOR, BUSINESS DEVELOPMENT

THE BEST JOB YOU’VE EVER HAD.

It is not often you get the chance to change industries by bringing truly breakthrough technology to market – technology that not only disrupts existing markets but enables vast new ones. It is hard and challenging work, but it is also exciting, energizing, satisfying, and rewarding!

Our Metamaterials Electronically Scanning Array (MESA) is changing the way people think about commercial radar. Built on decades of research, the company brings high-performance radar to commercial markets and applications constrained by Cost, Size, Weight or Power. Drones, autonomous cars and trucks, heavy machines, even flying cars. To operate safely, these machines need sensors that work flawlessly across all environmental conditions. We have applied the physics of metamaterials to create a new category of sensor that provides the critical high-resolution, ground-truth data that autonomous machines and vehicles need to operate safely at any time and in any weather. Bringing this technology to market requires a team that works together.

We are seeking a Director, Business Development EMEA to establish and build-out our partner ecosystem in the Europe, Middle East, and Africa (EMEA) region. Our radars are a vital component in a variety of different products and systems. Given this, a significant amount of our revenue is through indirect sales. We are looking for a highly motivated individual to map out our strategy and then implement it in this important region.

Compensation: (Aggressive base + Bonus + Equity)

Responsibilities:

• Consistently achieve and/or exceed revenue targets and related KPIs, and as this is a new region we are expanding into, grow revenue significantly over time
• As revenue grows build out a team to accelerate our market share in the region
• Establish the strategy for the region with priorities established by country and market segment for the products that we currently offer and for those that are on our roadmap
• Identify and prioritize potential partners to work with in accordance with this strategy. Build mutually beneficial relationships with these companies leading to design wins
• Establish, develop and maintain relationships with key decision makers
• Write responses to RFIs/RFPs in support of partner or direct company proposal submissions
• Develop the overall capture strategy, internal and external partnerships and marketing support needed
• Establish and maintain an opportunity pipeline and report on them weekly
• In collaboration with marketing, lead partner enablement activities in the region
• Conduct on-site demonstrations of the product and represent the company at conferences and test events
• Orchestrate solution implementation at customer site as needed to maintain high satisfaction levels
• Lead regional competitive assessments, determining the strengths and weaknesses of our products vis-a-vis competitors and communicate those findings to product management
• Up to 25-50% travel to maintain good personal relationships with partners and end users

Required skills / experience:

• Specific track record of achieving/exceeding revenue goals and growing revenue over time
• Demonstrated leadership ability, confidence, and executive presence
• Experience building high-performing teams that delivered impressive results
• Strong technical foundation to understand the technology and communicate product value proposition
• Outstanding communication and presentation skills
• Able to influence others, overcome objections, and negotiate mutually beneficial outcomes
• Excellent forecasting and opportunity qualification skills

Desired skills / experience (looking for one or more as a complement to the core skills):

• Specific understanding of radar technology and sales of radar systems
• Experience with both commercial and government customers
• Experience as a company spokesperson at conferences and other public events
• Proficient with one or more languages in the EMEA region

Qualifications:

• 10+ years of business development work experience with high tech products and services
• Proven track record of capturing new business opportunities and exceeding revenue targets, generating at least $5M in annual sales
• Ability to define the strategy for the business development function with a high degree of autonomy
• Established network with good understanding and personal connections in the EMEA region
• Experienced in holding meetings/presentations at executive levels
• Demonstrated success selling into large, complex, and cross-functional programs
• Bachelor of Science degree; preferably in Engineering/Science discipline (with MBA a plus)