Chief Sales Officer
Skills
About This Role
Pulse
, the joint venture between EDGE Group and INDRA, is seeking an experienced and commercially driven Chief Sales Officer to lead the company’s global sales and business development strategy within the defense sector.
This role is responsible for driving sustainable revenue growth, expanding into new markets, strengthening strategic partnerships, and positioning PULSE as a trusted provider of advanced defense solutions.
The ideal candidate combines strong leadership capabilities with deep expertise in international defense sales, market expansion, contract negotiations, and stakeholder engagement, enabling the successful execution of commercial objectives in a highly competitive and complex environment.
Main Responsibilities
- Planning and definition of short, medium, and long-term sales objectives to achieve the company's annual plan in each fiscal year
- Responsible for business expansion, opening new markets and developing strategic alliances with other businesses and/or partners to complement or expand the company's defense product offerings
- Define and implement short, medium, and long-term sales objectives, budgets, and performance indicators to achieve annual commercial targets and sustainable business growth
- Establish and maintain strong relationships with key customers, government stakeholders and strategic partners to support long-term business development and customer retention
- Drive go-to-market (GTM) strategies, market positioning initiatives, and participation in international defense exhibitions, trade shows, and industry events to enhance brand visibility and commercial reach
- Monitor market trends, competitor activity, geopolitical developments, and customer requirements to identify risks, opportunities, and emerging market demands within the defense sector
- Collaborate closely with engineering, operations, finance, and executive leadership teams to ensure commercial commitments, product offerings, and delivery capabilities are aligned with customer expectations and company strategy
Required Experience
- 10-15 years in sales, marketing, and business development areas, with at least 5 years in a commercial management position, preferably in the engineering or defense sector
- Experience in new markets, entry strategies, tenders, and international negotiations, with focus on sustainable growth
- Expertise in go-to-market (GTM) strategies, brand positioning, trade shows and defense distribution channel management.
- Relationship with strategic customers, customer loyalty, contract negotiation and closing of high value agreements, including dealing with international Armed Forces managers
- Implementation of tools such as CRM (Salesforce, HubSpot, SAP), commercial data analysis and forecasting to improve commercial efficiency
- Creation of distribution networks and negotiation with suppliers and strategic alliances with key stakeholders focused on defense products
- Ability to build, motivate and manage sales and business development teams, ensuring alignment with corporate objectives
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