About the role

DroneShield is seeking an experienced Commercial Director with a strong background in sales and business development to join its global commercial organisation. This role will be based in Warsaw, Poland and will play a critical role in expanding DroneShield’s footprint across Poland and adjacent regions.

Reporting to the VP of Sales, EMEA this position represents a rare opportunity to shape growth strategy in a strategically important and rapidly evolving region.

The role sits within a lean, high-performing global sales team and is supported by Field Service Engineers and senior leadership. Sales motions include a mix of direct sales to end customers, as well as distributor and system integrator partnerships.

Responsibilities, Duties and Expectations 

• Develop and execute regional go-to-market strategies across Poland, Ukraine and adjacent regions (Czech Republic, Slovakia, Hungary, Romania, Bulgaria, Greece, Cyprus)
• Own and grow revenue across priority markets
• Identify, create, and prioritise strategic target account lists (defence, government, critical infrastructure)
• Prospect and qualify opportunities through multiple channels
• Lead senior-level commercial discussions with government, defence, and enterprise customers
• Build, manage, and support distributor and system integrator partnerships
• Work closely with Field Service Engineers to conduct demonstrations, trials, and site visits
• Maintain structured engagement and follow-up with prospects and existing customers
• Represent DroneShield at regional industry events, exhibitions, and trade shows
• Support system demonstrations, installations, and customer training as required
• Contribute to product documentation, SOPs, and knowledge sharing
• Collaborate with global teams to align regional strategy with company goals

Qualifications, Experience and Skills 

• 5–15 years’ experience in sales, business development, or commercial leadership 
• Defence, security, or government sector experience preferred but not mandatory 
• Experience working with smaller system integrators and partners strongly preferred over large defence primes 
• Technical degree highly regarded; alternatively, a proven track record working with complex RF, radar, EW, or sensor-based technologies 
• Demonstrated success in developing and closing complex deals 
• Ability to operate independently while collaborating effectively with a globally distributed team 
• Strong written and verbal communication skills 
• Highly motivated, proactive self-starter 
• High attention to detail and follow-through 
• Creative, lateral thinker comfortable operating in ambiguous, fast-moving environments 

Note for recruitment agencies: We do not accept unsolicited candidates from external recruiters unless specifically instructed.