VP, APAC Defence

About the role

Lead Dataminr's Defence sales across the APAC region, shaping strategy and driving growth for a market‑leading AI intelligence platform. This senior individual contributor position is based in Australia or Japan, with a preference for Canberra, Melbourne or Tokyo.

Key responsibilities

• Plan, implement and execute sales strategy for the Defence sector, conveying product value and positioning.
• Grow a vertical of strategic Defence clients across APAC and maintain high‑level relationships with key customers, channel partners and organisational leaders.
• Lead client mission and operational processes, integrating Dataminr into client workflows and recommending best practices.
• Navigate procurement cycles, liaising with senior government executives and agencies.
• Provide business development and thought leadership to identify new opportunities and drive incremental business.
• Serve as subject‑matter expert for sales teams throughout the full sales cycle.
• Partner with Sales Operations, Marketing and Product to drive operational and product improvements.
• Maintain market awareness and competitive activity, making strategic sales recommendations.
• Ensure accurate pipeline forecasting in Salesforce (SFDC).

Required profile

• 10+ years of proven Defence sales experience leading and scaling a Defence vertical.
• Extensive experience selling to Defence customers with strong negotiation and closing track record.
• Deep understanding of structured sales processes such as MEDDPICC, Shipley and Miller Heiman.
• Proven delivery of revenue targets and ability to operate within a strategic business plan.
• Entrepreneurial flair, intellectual curiosity and ability to influence across teams.

Required skills

• Knowledge of AI and machine‑learning technologies (ReGenAI, Agentic AI, multimodal AI).
• Experience with enterprise software or SaaS solutions (preferred).
• Proficiency with Salesforce (SFDC) for pipeline management.
• Strong solution‑selling capabilities aligned to customer value.