About PepperBall
PepperBall, a brand of United Tactical Systems (UTS), is the global leader in less-lethal projectile systems for law enforcement, corrections, and military applications. Our products are deployed by agencies in over 100 countries. We are a growth-stage company backed by private equity and entering an accelerated phase of international expansion.
The Opportunity
This is a ground-floor international business development role for a driven early-career professional who wants to own a global territory from day one. You will build PepperBall's international distributor network — identifying, recruiting, and developing channel partners across Europe, Asia-Pacific, Latin America, the Middle East, and Africa. Over time, you will convert those relationships into a predictable, recurring revenue pipeline by geography.
This is not a traditional sales role. It requires the intellectual curiosity to research unfamiliar markets, the persistence to develop relationships across cultural and language barriers, and the operational discipline to move an order from quote to export license to delivered shipment. The right candidate is energized by complexity and motivated by results.
Responsibilities
Business Development
– Identify, engage, and recruit qualified distributors in assigned international markets, prioritizing countries with the highest law enforcement spending and least-lethal adoption potential
– Build go-to-market plans with each distributor, including target agencies, pricing strategy, product mix, and 12-month revenue forecast
– Develop and maintain a healthy, measurable pipeline across 50+ countries using Salesforce CRM
– Represent PepperBall at international trade shows and law enforcement conferences as required
Sales & Account Management
– Support distributors through the full sales cycle, including product demonstrations, proposal development, and pricing negotiation
– Manage the quoting process for international orders, ensuring accuracy and responsiveness
– Track distributor performance against pipeline commitments and intervene proactively when targets are at risk
Operations & Compliance
– Apply for and manage U.S. export licenses (EAR/ITAR as applicable) in coordination with legal and compliance
– Ensure international orders are entered, confirmed, and fulfilled accurately and on time
– Coordinate with operations and logistics on shipping documentation, customs requirements, and delivery timelines
– Serve as the internal point of escalation for international order issues
Qualifications
Required
– Bachelor's degree, preferably in engineering, science, business, or international studies
– 2–4 years of professional experience at a structured, process-oriented company; experience in a sales, business development, or go-to-market role preferred
– Demonstrated ability to manage multiple priorities with precision and follow-through
– Proficiency or comfort with CRM systems; Salesforce experience preferred
– Strong written and verbal communication skills; able to represent the company credibly with international partners and government customers
Preferred
– Experience in public safety, defense, government technology, or industrial products
– Exposure to international trade, export compliance, or cross-border logistics
– A second language is a plus but not required
Character
– Motivated by building something from scratch, not maintaining something that already works
– Detail-oriented — capable of managing 100 active distributor relationships without letting things fall through the cracks
– Commercially minded — understands that relationships exist to generate revenue, not just activity
– Adaptable — comfortable operating in ambiguous situations with limited infrastructure and direct supervision
Equal Opportunity Employer: All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. Any offer of employment is contingent upon successful completion of a physical / drug test.
Pay: $60,000.00 - $85,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Application Question(s):
- How many years of Business Dev do you have?
- What CRM system(s) have you worked with?
- How many accounts have you managed at one time?
Education:
Experience:
- Sales: 2 years (Required)
Ability to Commute:
- Lake Forest, IL 60045 (Required)
Work Location: In person
