Chemelex · 4 days ago
Defense Market Development Sales Leader
Houston, TX, USA
Full-time
Onsite
Director/Executive
8+ years expChemelex is a global leader in electric thermal and sensing solutions, protecting the world’s critical processes, places and people. The Director, Defense Market Development (Sales) will lead Chemelex’s commercial expansion into the global defense ecosystem, focusing on building a pipeline of defense opportunities and leading account efforts with the U.S. Department of Defense and allied defense ministries.
Electrical & Electronic Manufacturing
Responsibilities
Own an annual new bookings and revenue target for the defense vertical, with clear quarterly and annual goals
Build, manage, and convert a robust Salesforce pipeline of opportunities across defense platforms, installations, and critical infrastructure programs
Lead deal and capture strategy for target programs and accounts, from qualification through proposal, negotiation, and close
Maintain accurate forecasts and funnel metrics (stages, probabilities, timelines) and regularly update leadership on progress and risks
Develop and execute a target account strategy for key defense customers, including program offices, acquisition commands, and integrators
Spend significant time in front of customers and partners to understand mission needs, constraints, and program roadmaps, and translate these into concrete pursuits
Shape and position Chemelex solutions early in the requirements and concept phases where possible, to increase win probability and deal size
Serve as account lead or capture manager for priority pursuits, orchestrating internal resources across regions and functions
Partner with Product Management and Engineering to tailor offerings, demos, and proofs-of-concept to defense-specific reliability, survivability, and compliance requirements
Work closely with regional Sales teams to ensure aligned territory coverage, pricing, and commercial terms for defense opportunities
Collaborate with Marketing on defense-specific messaging, materials, and events that support pipeline generation and brand awareness
Coordinate with Operations and Supply Chain to ensure feasibility of delivery timelines and fulfillment commitments for defense programs
Build and deepen relationships with primes, system integrators, and key contractors to position Chemelex into platforms and systems where our technologies are critical
Develop joint pursuit strategies, teaming arrangements, or preferred-supplier positioning with partners where it accelerates time-to-market and win rates
Maintain visibility into upcoming programs and solicitations across target agencies and allied markets to proactively build pipeline
Where relevant, identify and share partnership or inorganic opportunities (e.g., channel partners, niche technology partners) that could accelerate defense growth, in collaboration with corporate development
Establish and track KPIs for the defense vertical, including bookings, pipeline coverage, win rates, deal velocity, and margin
Provide clear, concise reports and insights to executive leadership on performance, risks, and corrective actions
Continuously refine account plans, capture strategies, and pricing approaches based on data and customer feedback
Qualification
Required
8–15+ years of selling or business development experience in the defense ecosystem, ideally with a defense prime, Tier 1 supplier, or specialized defense technology / solutions provider, and/or direct experience working with DoD or allied defense ministries on major programs
Proven track record of owning and exceeding a sales or bookings target, ideally multi-million-dollar annual goals
Experience leading capture efforts for complex programs or projects, including shaping opportunities, managing proposals, and closing
Established relationships with defense decision makers and influencers, such as program offices, acquisition commands, and primes
Global defense or security experience preferred, including work with allies and multinational programs
Bachelor's degree in Engineering, Business, or a related field; an advanced degree or equivalent military education is a plus
Deep understanding of the defense customer environment, including requirements, acquisition processes, and funding cycles
Strong commercial acumen: pricing, deal structuring, negotiation, and margin protection
Proven ability to influence and lead cross-functional teams without direct authority
Strategic thinker who can translate mission and policy into executable commercial plans, account strategies, and offers
Strong communicator, able to engage credibly with senior military leaders, defense executives, and internal technical and commercial teams
Preferred
Familiarity with export controls, ITAR (International Traffic in Arms Regulations), and security requirements related to defense programs
Experience working within or alongside large, global industrial or technology companies
Company
Chemelex
Chemelex is a global leader in electric thermal and sensing solutions, protecting the world’s critical processes, places and people.
5001-10000 employees
Funding
Current Stage
Late StageCompany data provided by crunchbase