Head of Commercial & Contracts

Kela is a defense technology startup pioneering next-generation command & control and data infrastructure systems. We empower defense organizations with robust, scalable, and secure platforms that integrate diverse sensors and AI to deliver real-time battlefield intelligence. Backed by leading investors, Kela combines Israeli innovation with global mission impact.

We are looking for a seasoned Head of Commercial & Contracts to own the full commercial lifecycle of our deals — from the first RFP response to signed contract and beyond. You will be a key partner to the executive team, sitting at the intersection of business development and commercial execution, and bringing the discipline and experience of someone who has done this before in the defense industry.

Responsibilities:

• Lead the end-to-end commercial process — from proposal submission and tender response through negotiation and contract execution.
• Draft, review, and negotiate commercial agreements, MOUs, and government contracts.
• Own pricing strategies and commercial models tailored to different deal structures (licensing, platform fees, hardware).
• Serve as the primary commercial representative in customer-facing negotiations with defense organizations and government entities.
• Work closely with internal stakeholders — Sales, Legal, Finance, and Product — to ensure deals are structured for successful delivery.
• Monitor contract milestones, manage payment collection, and oversee post-signature execution.
• Build and maintain scalable commercial frameworks and processes as the company grows.

• 5+ years of experience in contract management, commercial roles, or business development within the defense industry — mandatory.
• Proven track record of leading complex commercial processes end-to-end: from RFI/RFP response through closing.
• Experience sitting at the negotiation table with defense customers and government procurement bodies.
• Strong command of contract structures, pricing methodologies, and commercial frameworks.
• Ability to work cross-functionally and influence without authority.
• Fluent in English, both written and verbal — additional languages an advantage.

Nice to Have:

• Experience in the Israeli defense industry.
• Exposure to international defense markets and global procurement processes.
• Experience in a high-growth startup environment.