ADF Commercial Lead: Defence Sales & Strategy

Droneshield; Sydney; On-site; AUD 180,000 - 280,000; Full time

Job summary

DroneShield Group Pty Ltd is seeking a senior ADF Commercial Lead to drive Australia defence market engagement. You will manage day-to-day sales with Defence, CASG and Australian primes, focusing on ASDEFCON processes and disciplined opportunity management.

Collaboration with tendering, product, and delivery teams is essential to translate customer needs into credible commercial responses. The role involves developing and executing go-to-market strategies, building partner relationships, and

Qualifications

• Significant commercial/sales experience in Defence, government procurement or primes.
• Proven track record of commercial sales into the Australian Defence Force.
• Existing Australian Government security clearance, or ability to obtain.
• Mandatory experience with ASDEFCON frameworks and Defence procurement processes.
• Strong understanding of Defence procurement pathways, stakeholder networks and prime contractor ecosystem.
• Proven ability to operate at a senior level while remaining hands-on in day-to-day sales and engagement.
• Ability to build stakeholder maps and structured engagement plans in complex environments.
• Commercially astute with ability to translate technical capability into customer value.

Responsibilities

• Own the Australian Defence Force commercial account strategy and day-to-day sales activity.
• Lead Defence procurement execution, including tender pathways and evaluation expectations.
• Support compliant, competitive tender responses with the tendering team.
• Identify and progress opportunities into Defence or prime contractors.
• Develop stakeholder and opportunity maps for priority Defence programs.
• Build relationships with Australian primes to support teaming arrangements.
• Convert peripheral activities into funded follow-on opportunities with a clear commercial path.
• Provide concise commercial updates and recommendations to the Chief Commercial Officer.

Skills

Defence sales

Business development

Tendering

ASDEFCON

Stakeholder mapping

Security clearance

Cross-functional collaboration

Proposal writing

Education

Tertiary qualification (desirable)

Job description

DroneShield Group Pty Ltd is seeking a senior ADF Commercial Lead to drive Australia defence market engagement. You will manage day-to-day sales with Defence, CASG and Australian primes, focusing on ASDEFCON processes and disciplined opportunity management.

Collaboration with tendering, product, and delivery teams is essential to translate customer needs into credible commercial responses. The role involves developing and executing go-to-market strategies, building partner relationships, and