Defense Drones & Robotics Sales Director

The Adjacent Market sales team engages customers in collaborative, strategic, and long-term partnerships that unlock the full value of Aptiv’s robotics, drone, autonomy, and intelligent systems technologies. As a Defense Drones & Robotics Sales Director, you will own a quota-bearing, hunter-focused role responsible for developing new pipeline, penetrating new markets, and driving growth across a broad portfolio.

Responsibilities

Own a quota-bearing, hunter-focused role responsible for developing new pipeline, penetrating new markets, and driving growth across a broad portfolio; Accurately forecast, manage, and exceed quota targets across robotics and drone customers; Build new pipeline in previously untapped or underdeveloped markets; Sell into large industrial OEMs, mid-sized technology firms, early-stage and scaling robotics & drone companies; Proactively uncover upsell and expansion opportunities within existing accounts; Engage and influence senior executives, founders, and technical leaders; Lead with a full-portfolio approach from hardware to software and services; Develop actionable territory and account plans; Maintain account ownership and renewal/expansion opportunities; Deliver forecasts, account plans, pipeline reviews, opportunity reviews and close plans including risk assessments; Identify and assess new business opportunities, emerging markets, and strategic partnerships within Aerospace, Government and Defense sectors; Orchestrate cross-functional teams; Represent Aptiv at key trade shows and conferences; Maintain disciplined prospecting and weekly funnel creation; Manage full sales cycle; Maintain real-time Salesforce accuracy; Collaborate with marketing, inside sales, SDR teams, customer success, engineering, delivery, and product teams; Advance and close large complex robotics or drone-based autonomy programs; Champion Aptiv’s entry into new sectors and emerging robotics, drone, and unmanned systems segments

Requirements

Minimum 12 years of Aerospace/Government/Drone, or defense technology sales experience, including substantial experience with hardware-centric solutions and demonstrated competency in solution selling across hardware, software, and services; Proven track record selling into Product Management, Engineering, Operations, and/or IT organizations—consistently exceeding annual quota and driving large, complex program wins; Demonstrated ability to break into new markets, create pipeline from scratch, and close net-new business across both established enterprises and early-stage customers; Understanding of cloud, edge, embedded systems, safety-critical, and mission-critical environments; Strong sense of urgency and bias for action; Quick learner capable of ramping rapidly in fast-moving technical domains; Pipeline Discipline: Comfortable working both ends of the pipeline—creating early-stage demand and driving late-stage predictability; Organizational Excellence: Skilled in deal orchestration across complex enterprises as well as lean, fast-growing organizations; Complex Program Leadership: Experience owning and driving multi-stakeholder, multi-year strategic programs; Passion for Market Expansion: Motivated by entering new markets, supporting scaling customers, and building new business from the ground up; Communication & Influence: Ability to articulate technical concepts to both technical and non-technical stakeholders, from founders to senior executives; Team-Driven: Strong collaborator who partners with internal stakeholders to uncover opportunities and win together; Bachelor’s degree in Business, Engineering, Computer Science, or related field; Willingness to travel as required for customer visits, trade shows, and industry events; Must be legally authorized to work in the United States without requiring visa sponsorship now or in the future

Nice to have

Expertise in robotics, drones, autonomy, or unmanned systems strongly preferred; Experience selling into Government, aerospace, or drone OEM’s is a strong plus; Advanced degree a plus

Benefits

Impact: Shape the future of robotics, drones, industrial automation, aerospace, defense, and next-generation autonomous systems; Competitive base salary with uncapped performance-based incentives; Comprehensive health, dental, vision, and retirement benefits; Significant opportunities for advancement within a leading technology company; Work with cutting-edge robotics, drone, and embedded technologies alongside a team committed to excellence and innovation