Account Executive - APAC Defense

About Armada

Armada is a leading provider of modular AI infrastructure designed for edge deployment, delivering solutions that enable AI scalability with speed and sovereignty. Recognized as one of Fast Company's Most Innovative Companies and listed on the CNBC Disruptor 50, Armada's technology is operational in over 60 countries, catering to sectors including energy and defense. The company has secured nearly $500 million in funding from top investors such as Founders Fund, Lux, BlackRock, and Microsoft (M12) and has strategic collaborations with prominent firms like Microsoft, Dell, Palantir, NVIDIA, SpaceX, and Skydio. Armada specializes in rugged, deployable computing power to meet the needs of customers who require sovereign and edge AI solutions beyond centralized cloud systems.

Role Overview

The Account Executive for APAC Defense is a senior strategic sales position focused on expanding Armada’s presence within the Asia-Pacific defense and national security markets, particularly within Australia and allied defense organizations across the region. This role requires managing complex, extended sales processes in the government and defense sector, fostering trusted relationships with military, intelligence, and national security stakeholders. Key territories include Australia and the broader APAC defense community, with the position typically based in Sydney, Canberra, Melbourne, or Brisbane.

Key Responsibilities

• Identify, qualify, and close complex enterprise sales opportunities within Australian defense, intelligence agencies, government entities, and allied defense partners across the APAC region.
• Establish and nurture trusted relationships with senior military officers, defense executives, procurement personnel, CIOs, CISOs, program directors, and intelligence community members.
• Lead full-cycle, strategic sales engagements related to defense, national security, sovereign technology initiatives, and modernization programs.
• Navigate complicated procurement processes and manage multi-stakeholder buying groups operating in classified and security-sensitive environments.
• Position Armada’s edge AI, sovereign computing, and deployable infrastructure as essential mission-supporting technologies.
• Develop account strategies aligned with Australian defense priorities and emerging technology initiatives.
• Present executive-level demonstrations and workshops to showcase operational and mission-critical benefits of Armada’s solutions.
• Manage territory planning, sales pipeline, forecasting, and customer relationship management (CRM) discipline.
• Lead negotiations and secure multi-year, high-value contracts.
• Collaborate with product, engineering, solutions architecture, government affairs, and company leadership to tailor solutions for customers.
• Engage with defense primes, systems integrators, channel partners, and the wider defense industry to strengthen Armada’s ecosystem presence.
• Participate in defense procurement processes such as RFIs, RFQs, RFTs, and tenders.
• Represent Armada at major industry events including Land Forces, Avalon Airshow, Indo Pacific, MilCIS, and other relevant conferences.
• Support post-sales activities to ensure customer satisfaction, identify expansion prospects, and foster long-lasting partnerships.
• Stay updated on Australian defense strategy, AUKUS initiatives, modernization priorities, budgets, acquisition programs, and regional security trends.
• Maintain a high degree of ownership, accountability, and independence in a dynamic, rapidly growing corporate environment.

Qualifications

• Bachelor’s degree in Business, Engineering, Technology, Defense Studies, or similar disciplines.
• Minimum of 10 years of enterprise sales experience focused on defense, national security, aerospace, federal government, or public sector customers.
• Proven expertise in managing and closing strategic deals with the Australian Department of Defense, intelligence agencies, or defense industry entities.
• Demonstrated ability to sell complex technology solutions in highly regulated and security-sensitive contexts.
• Comprehensive knowledge of Australian defense procurement frameworks and acquisition processes.
• Experience handling extensive, multi-year sales cycles involving multiple stakeholders.
• Executive-level presence with the ability to effectively engage senior military officers, government executives, and defense industry leaders.
• Consistent record of meeting and exceeding sales targets and quotas.
• Strong skills in pipeline development, account management, and accurate forecasting.
• Self-driven and adaptable, thriving in startup or fast-growth settings.
• Willingness and ability to travel extensively within Australia and the wider APAC region as needed.

Preferred Attributes

• Existing network across Australian Defense, ADF, DSTG, CASG, intelligence agencies, or national security organizations.
• Experience collaborating with Five Eyes partners and allied defense bodies.
• Familiarity with AUKUS agreements, sovereign capability projects, and defense modernization efforts.
• Background in selling AI, edge computing, cloud infrastructure, data platforms, autonomous systems, cybersecurity, or mission-critical defense systems.
• Knowledge of major defense primes and systems integrators such as Lockheed Martin, BAE Systems, Boeing Defense Australia, Northrop Grumman, Raytheon, Thales, Leidos, and Accenture.
• Proficiency with sales methodologies such as MEDDPICC, Challenger Sale, Force Management, or Command of the Message.
• Experience in venture-backed, startup, or high-growth tech companies.
• Prior military, defense industry, or government experience highly valued.
• Eligibility for and ability to maintain Australian Government security clearance.

Ideal Candidate Characteristics

• Highly proactive with a strong growth mindset; intellectually curious and eager to continuously enhance skills and industry knowledge.
• Detail-focused problem solver able to independently research, analyze and produce effective outcomes with determination.
• Comfortable operating in fast-paced, entrepreneurial environments and motivated by collaborative success over individual gains.
• Exceptionally organized, results-driven, and capable of prioritizing tasks effectively to achieve objectives.

Equal Opportunity

Armada is committed to providing an inclusive workplace where equal opportunities are afforded to all employees. The company forbids discrimination or harassment based on legally protected categories including race, gender, religion, sexual orientation, disability, and others. Employment decisions are made solely based on merit, qualifications, and business needs.

Recruitment Policy

Armada does not accept unsolicited resumes from recruitment agencies or third parties. All applicants must apply directly to Armada. Submissions from agencies without a prior agreement will be disregarded and no fees will be paid.