Director of Sales & Business Development - EU Defense & Security

Description:

Innoviz Technologies is a global leader in LiDAR technology. Beyond automotive, Innoviz provides off-the-shelf LiDAR solutions for defense and homeland security, intelligent traffic management, mobility, robotics, and aerial applications. We are now extending our sensing capabilities into the defense and security domain, where robust, cost-effective perception is a decisive advantage for autonomous platforms, surveillance, situational awareness, and force protection.

Located at our headquarters in Israel, we are seeking a Sales & Business Development Director to lead our first (green field) expansion into the European defense and security market. In this role you will own the full commercial cycle - from identifying and qualifying opportunities to closing programs - with defense (e.g. C-UAS) and security (e.g. Perimeter Security) integrators, prime contractors, and government - adjacent customers across the EU. You will be the primary interface between Innoviz and the European defense ecosystem, translating platform and program requirements into sensing solutions and building the long-term relationships that turn early engagements into design wins and production contracts.

Key Responsibilities

• Own and grow Innoviz's sales pipeline in the EU defense and security market, from lead generation through negotiation and contract close.
• Build and manage relationships with defense integrators, prime contractors, and system houses across key EU markets (e.g. Germany, France, Italy, the Nordics, and Eastern Europe).
• Position Innoviz LiDAR and perception solutions into defense and security applications - autonomous ground and aerial platforms, ISR, perimeter and border security, counter-UAS, and situational awareness.
• Translate customer platform and program requirements into technical and commercial proposals, working closely with product, engineering, and program teams.
•  Develop account and capture strategies for priority programs, including teaming, positioning against competing sensing technologies, and shaping requirements early in the acquisition cycle.
• Represent Innoviz at defense trade shows, industry days, and customer engagements across Europe.
• Navigate EU and national defense procurement processes, export-control considerations, and offset/industrial-participation requirements in coordination with internal stakeholders.
•  Maintain an accurate forecast and CRM pipeline, and report on market intelligence, competitive dynamics, and program milestones to leadership.

• 7+ years of sales and/or business development experience in the defense and security industry, with a proven record of closing programs and meeting revenue targets.
• Demonstrated experience selling to and working with EU defense integrators and prime contractors, with an established network across the European defense ecosystem.
• Background selling sensors or sensing-related technology (e.g. LiDAR, radar, EO/IR, cameras, or comparable systems) into defense or security applications.
• Strong understanding of EU and national defense procurement processes, program lifecycles, and the roles of primes, integrators, and end customers.
• Ability to translate technical capabilities into customer and mission value, and to engage credibly with both technical and program-level stakeholders.
•  Willingness and ability to travel ~30% across the EU.
• Fluent in English; proficiency in an additional European language (German, French, or Italian) is a strong advantage.
• Bachelor's degree in engineering, business, or a related field.
• Currently living in Israel