ADF Defence Commercial Lead - Strategy & Proposals

DroneShield; Canberra; On-site; AUD 170,000 - 210,000; Full time

Job summary

DroneShield is seeking an experienced ADF Commercial Lead to drive go-to-market activities with Defence, CASG and prime contractors. The role involves managing day-to-day sales, tender responses and stakeholder engagement across Canberra, Adelaide or Sydney.

Reporting to the Chief Commercial Officer, you will coordinate with tendering, product, engineering and delivery teams to convert opportunities into funded outcomes and advance Defence programmes in high-stakes environments.

Qualifications

• Significant commercial/sales experience in defence or government procurement.
• 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.
• Ability to navigate Australian Defence procurement pathways and build account maps.

Responsibilities

• Own the Australian Defence Force commercial account strategy and day-to-day sales activity.
• Lead Defence procurement execution for relevant opportunities, ensuring tender pathways, requirements, timelines and evaluation expectations.
• Apply ASDEFCON knowledge to support compliant, commercially sound tender responses with internal stakeholders.
• Identify, qualify and progress opportunities to sell directly to Defence or primes with disciplined pipeline tracking.
• Develop and maintain a clear stakeholder and opportunity map for priority Defence programs.
• Build and manage relationships with Australian primes to support teaming arrangements.
• Translate customer requirements into credible commercial responses and updates for leadership.
• Provide concise commercial updates, risks, blockers and recommendations to the Chief Commercial Officer.
• Collaborate with product, engineering, delivery, marketing and tendering stakeholders to align on customer needs.
• Represent DroneShield professionally in Defence and industry engagement forums.

Skills

Defence sales

ASDEFCON

Stakeholder management

Tendering

Commercial execution

Account mapping

Strategic partnerships

Communication

Education

Tertiary qualification in business/engineering/defence/public policy or related field

Job description

DroneShield is seeking an experienced ADF Commercial Lead to drive go-to-market activities with Defence, CASG and prime contractors. The role involves managing day-to-day sales, tender responses and stakeholder engagement across Canberra, Adelaide or Sydney.

Reporting to the Chief Commercial Officer, you will coordinate with tendering, product, engineering and delivery teams to convert opportunities into funded outcomes and advance Defence programmes in high-stakes environments.