About
Company Background Our client develops cutting-edge software-defined radio (SDR) products and processing solutions to enable spectrum dominance for maritime, land, air, and space domains. With 15 years serving government and commercial enterprise customers and 25K+ devices fielded to date. They are a trusted partner with a proven heritage of delivering open architecture products in radically small form factors where time-to-market, cost, and performance are critical for mission success. While headquartered in the United States, they have recently established a UK subsidiary which has quickly been through a period of success enabling further expansion of the International Sales Team. They are committed to further developing their international customer base and the “EMEA Regional Sales Manager” role is pivotal to supporting further growth.
The Role The EMEA Regional Sales Manager (RSM) is a lead technical sales role responsible for identifying and developing strategic opportunities for our client’s software-defined radio (SDR) product portfolio. Focusing on prime defense contractors and international government entities, this role builds relationships with key technical decision-makers to drive early-stage customer engagement across SIGINT, EW, counter-UAS, cyber, and communications markets. Acting as the initial point of contact, the EMEA RSM cultivates trusted relationships and qualifies opportunities before transitioning them to the broader International Sales team and regional channel partners. While the primary focus is on medium to large defense contractors, the role also includes direct engagement with end users. Success in this position requires strong technical acumen, self-motivation, and the ability to build rapport with mid- and senior-level stakeholders. This role reports to the International Sales Director and is supported by the technical team.
Responsibilities
Identify and develop new business opportunities within the EMEA defence and government sectors, aligning with the company's strategic goals and core capabilities.
Expand footprint across the EMEA defence and government markets by uncovering and nurturing strategic growth opportunities.
Qualify leads and opportunities based on alignment with company objectives, technical feasibility, competitive landscape, resource availability, and probability of win (PWin).
Contribute to the creation and sustainment of a robust sales pipeline, ensuring consistent engagement and conversion across the region.
Serve as the initial point of accountability for key bids and proposals, providing critical customer insight and acting as the "voice of the customer" throughout the pre-sales process.
Cultivate and maintain strong, trusted relationships with prime contractors, system integrators, and government end users across the regions.
Clearly articulate the value proposition of current and emerging software-defined radio (SDR) technologies as solutions to customer challenges in RF-enabled systems.
Effectively coordinate and leverage internal resources—including technical experts, inside sales, and CRM tools—to support and advance sales efforts.
Present opportunity summaries and strategic recommendations to the Senior Leadership Team for evaluation and decision-making.
Collect, analyse, and share actionable market and competitive intelligence to inform international strategy and positioning.
Lead or support major pursuit campaigns and proposals, playing a key role in shaping win strategies and customer engagement plans.
Employ a consultative sales approach, offering tailored guidance and solutions to customers and regional channel partners.
Manage customer expectations with professionalism, clarity, and responsiveness throughout the engagement lifecycle.
Uphold and ensure full compliance with the company's Anti-Bribery and Corruption Policy, both personally and through coordination with partners and third-party representatives.
Required Skills
Minimum of 5 years’ experience in a direct sales role, carrying an individual quota and successfully selling complex technical solutions to prime contractors and/or international government customers.
Demonstrated track record of consistently meeting or exceeding sales targets, with a results-oriented approach and strong commercial acumen.
In-depth knowledge of the EMEA government and defence sectors, including procurement processes, and an established network within end-user organisations and prime defence contractors.
Familiarity with the European and broader international defence and space markets, including an understanding of customer landscapes, regional requirements, and procurement frameworks.
Solid foundational understanding of RF engineering principles, particularly in relation to the development and application of modern software-defined radio (SDR) solutions.
Strategic thinker with the ability to identify, qualify, and capitalise on emerging business opportunities that align with company goals.
Proven ability to build and maintain strong customer relationships, with empathy for client challenges and a consultative approach to solution development.
Highly collaborative team player who thrives in cross-functional environments and values shared success.
Comfortable managing multiple concurrent opportunities and campaigns, demonstrating resilience and composure under pressure.
Committed to operating with the highest ethical standards and professionalism in all aspects of the role.
Holder of a valid, full UK/European driving licence.
This role requires travel within the EMEA region, with an estimated travel commitment of up to ~35%, depending on project and customer engagement requirements.
Desired Skills
A Bachelor’s degree in Engineering, RF Systems, Electronic Warfare, or a related technical discipline—or equivalent experience in a relevant field.
Strong domain expertise in Electromagnetic Spectrum (EMS) operations, with a deep understanding of key customer use cases in areas such as Electronic Warfare (EW), Signals Intelligence (SIGINT), Communications Intelligence (COMINT), Electronic Intelligence (ELINT), and advanced communication systems.
Solid knowledge of current EMEA defence procurement processes, typical engagement models, acquisition pathways, and strategic partnerships.
Prior experience selling embedded computing or RF-based solutions for defence applications, ideally within classified or mission-critical environments.
A broad understanding of emerging technologies—spanning software, hardware, and networking—and an ability to articulate their relevance and potential application to the company's software-defined radio and RF sensing solutions.
37.5 hour working week (flexible hours)
Remote working arrangements
25 days annual leave + UK Public Holidays
Annual Wellness Reimbursement
Paid five-week sabbatical every five years
Join a successful and growing company investing in their future success
Generous work-based pension plan – employer matched contributions up to 7%
Employee Health and Dental plan
Income Protection and Life Assurance schemes
Charitable Giving Company Match
Seniority level Associate
Employment type Full-time
Job function Engineering and Sales
Industries Defense and Space Manufacturing
Equal Employment Opportunity Statement Our client is an Equal Employment Opportunity Employer - All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual
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Languages
- English
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