Are you driven to advance critical missions and strengthen partnerships across the Middle East? Do you excel at building strategic relationships, uncovering new opportunities, and shaping solutions that align with regional priorities and operational needs? If so, we’re seeking a Business Development Specialist to lead our growth with key defense and government customers across the Middle East.
In this role, you will be a critical contributor to our international market strategy, with a primary focus on the Middle East customer base. You’ll leverage your understanding of Uncrewed Air Systems, regional defense and security landscapes, and cross-border collaboration to identify, develop, and capture new business. Success in this position requires strong cultural fluency, the ability to navigate diverse stakeholders and decision-making environments, and the judgment to adapt approaches to local contexts. This is an opportunity to combine your business acumen, relationship-building skills, and appreciation for regional culture to drive mission success through innovative partnerships, tailored solutions, and enduring customer trust.
Responsibilities
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Lead business capture opportunities aligned with the international engagement strategy, proactively identifying new market opportunities to position the organization for growth
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Analyze the company’s capabilities in comparison to customer requirements, budgets, expected timelines, and competitor offerings to identify strengths and areas for differentiation
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Build and maintain strong relationships with customers, decision-makers, and influencers through consistent and meaningful engagement, fostering trust and collaboration
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Gather and evaluate customer input to enhance satisfaction, improve solutions, and create opportunities for repeat business
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Qualify and promptly address customer inquiries to drive action, secure commitments, and build credibility as a trusted partner
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Manage bid and proposal activities by organizing efforts across internal stakeholders, ensuring deadlines are met, and securing alignment and approvals from executive leadership
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Use deep knowledge of the company’s products, services, and processes to proactively shape customer requirements, influence purchasing decisions, and position for success
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Create, maintain, and continuously update detailed campaign plans, tracking progress, customer responses, and opportunity status to inform long-range business strategies
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Actively participate in trade shows, conferences, and customer engagements; coordinate follow-up actions and work closely with Marketing to amplify brand awareness and industry presence
Required Skills, Experience & Qualifications
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Previous experience in business development or defense sales with a track record of successful business capture
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Significant experience working with Middle East defense and/or government customers (e.g., MoD, MoI, security forces), with proven success developing and closing opportunities in the region
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Strong cultural fluency and understanding of Middle Eastern business practices, relationship-driven decision-making, and foreign MoD procurement norms
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Ability to evaluate market opportunities, analyze customer needs and competitor offerings, and align capture strategies with organizational goals and regional priorities
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Exceptional cross-cultural interpersonal skills with a relentless customer focus; proven ability to cultivate, maintain, and advance long-term relationships with senior regional stakeholders
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Proven ability to engage and influence decision-makers and advisors, fostering trust through authentic, consistent, and culturally attuned interactions
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Ability to clearly communicate and tailor messages for diverse audiences; comfortable delivering presentations, reports, and updates to senior leaders in both Western and Middle Eastern contexts
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Ability to translate technical requirements and complex UAS capabilities into clear, customer-relevant value propositions for Middle Eastern defense customers
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Highly organized and detail-oriented with the ability to coordinate complex bid and proposal efforts across diverse, geographically dispersed teams
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Skilled at leading through influence, driving action, and securing buy-in without direct authority
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Resilient and adaptable in the face of changing priorities, geopolitical dynamics, and evolving customer needs
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Ability to prioritize opportunities based on strategic value, probability of win, and alignment with long-range market plans
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Familiarity with U.S. and international defense sales frameworks (FMS, DCS) and regional procurement processes
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Working knowledge of export control (ITAR/EAR)
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Experience working with local partners, representatives, or offset/industrial participation arrangements in the Middle East
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Proficiency in Arabic or another regional language is strongly preferred; English fluency required
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Experience using planning and tracking tools (e.g., CRM and pipeline management tools) to manage opportunities and drive execution
Typical Education & Experience
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15+ years’ related experience in the aerospace or defense industry with a bachelor’s degree or 13+years related experience with a master’s degree; comparable military experience will also be considered.
Travel Requirement
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This position requires international travel up to 60% of the time; some domestic travel may also be required.
We let the type of work you do determine the collaboration style. That means we're not always working in an office, but we continue to gather for key moments of collaboration and connection.
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This role will need to be in the office for in-person collaboration 2-3 times per year and therefore can be located anywhere within the continental United States.
At Insitu, we strive to deliver a Total Rewards package that will attract, engage and retain the top talent. Elements of the Total Rewards package include competitive base pay and variable compensation opportunities.
Insitu also provides eligible employees with an opportunity to enroll in a variety of benefit programs, generally including health insurance, flexible spending accounts, health savings accounts, retirement savings plans, life and disability programs and a number of programs that provide for both paid and unpaid time away from work.
The specific programs and options available to any given employee may vary depending on eligibility factors such as geographic location, date of hire.
Please note that the salary information show below is a general guideline only. Salaries are based upon candidate experience, qualifications and work location.
Typical Hiring Range: 169,500.00 - 233,200.00
Insitu is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national origin, gender, sexual orientation, gender identity, age, physical or mental disability, genetic factors, military/veteran status or other characteristics protected by law.
