Defense Sales Lead - Europe, Asia & Middle East

Description:

AI21 Labs is a leading AI company developing cutting-edge language models and AI solutions. We're expanding our presence in the defense sector with innovative AI technologies that enhance operational capabilities while maintaining the highest security standards.

We are seeking an experienced Defense Sales Lead to drive large, complex defense deals and shape our defense go-to-market motion in the Europe, Asia, and Middle East regions (excluding Israel). This is a foundational role for our defense business unit, requiring someone who can build relationships from the ground up while leveraging existing networks to drive rapid growth. As part of this role, you will be responsible for driving deals end-to-end from inception to closing, and for validating and refining our value proposition in order to build a scalable GTM motion.

Sales & Business Development

• Drive revenue growth in international defense markets.
• Own the entire deal lifecycle, from inception to closure, with proactive initiative.
• Develop and execute comprehensive sales strategies for government defense organizations and local integrators.
• Build and maintain a robust pipeline of qualified opportunities.
• Lead complex, multi-stakeholder sales cycles with extended decision timelines.
• Negotiate contracts and pricing structures aligned with defense procurement processes.

Relationship Management

• Leverage existing network of defense contacts to accelerate market entry
• Establish strong relationships with key decision-makers at defense organizations
• Build partnerships with local systems integrators and defense contractors
• Represent AI21 Labs at defense industry conferences, trade shows, and government events

Product & Solution Positioning

• Articulate value proposition of foundational AI models and agentic orchestration systems  for defense applications
• Coordinate white-glove support delivery by our forward-deployed AI experts to ensure customer success
• Collaborate with technical teams to customize solutions for specific defense requirements

Market Intelligence

• Provide market feedback to product and engineering teams
• Identify emerging opportunities and competitive threats
• Stay current on defense procurement processes and regulatory requirements
• Track and report on sales metrics, pipeline development, and market trends

Location

This role is based in Tel Aviv, with extensive international travel throughout assigned territories.

Security Requirements

Candidates must be willing to undergo background checks as required by defense customers

Experience

• 8+ years of enterprise software sales experience, with at least 5 years focused on defense sector
• Proven track record of selling complex technology solutions to government defense organizations
• Experience navigating international defense procurement processes
• History of achieving and exceeding sales quotas in enterprise B2G environments

Network & Relationships

• Extensive rolodex of contacts within international defense organizations
• Established relationships with defense contractors and systems integrators
• Experience working with government procurement officers and technical evaluators
• Understanding of defense industry ecosystem and key stakeholders

Technical Aptitude

• Ability to understand and articulate complex AI/ML technologies
• Experience selling software platforms, APIs, or cloud-based solutions
• Familiarity with enterprise security requirements and compliance frameworks
• Understanding of defense-specific technical requirements and constraints

Skills & Competencies

• Excellent communication and presentation skills
• Strong negotiation and deal-closing abilities
• Cultural sensitivity and ability to work across diverse international markets
• Self-motivated with ability to work independently in a startup environment
• Willingness to travel extensively across target regions (40-50%)

Preferred Qualifications

• Previous experience at defense technology companies or defense contractors
• Language skills relevant to target markets
• Experience with AI/ML or emerging technology sales
• MBA or relevant advanced degree
• Track record of building sales territories from zero to scale