Associate Director - Sales (MENA)

Digantara; Bengaluru; On-site; INR 4,000,000 - 8,000,000; Full time

Job summary

Digantara in Bengaluru invites an experienced Sr. Government Business Development professional to lead the go-to-market for sovereign space programs. You will shape pricing, partnerships, and regulatory navigation across defence ministries and space agencies.

You will own relationships with officials, drive capture efforts from opportunity to proposal, and help scale Digantara’s government revenue engine in international markets while thriving in a startup-like environment.

Qualifications

• Bachelor's degree in Engineering, Business, Aerospace, or related field.
• MBA or advanced degree preferred.
• 10+ years in government business development or defense sales.
• Experience selling complex systems to government customers.

Responsibilities

• Design and execute the government go-to-market strategy across sovereign markets.
• Build relationships with defense ministries, space agencies, and intelligence organizations.
• Lead capture from opportunity identification to proposal submission.
• Develop pricing, partnerships, and procurement navigation for each market.
• Align with global defense primes to position Digantara in national programs.

Skills

Govt BD experience

Defense sales

Capture management

Education

Bachelor's degree in Engineering/Business/Aerospace

MBA or advanced degree

Job description

Digantara is a space surveillance and intelligence company with a mission to transform how space surveillance is done through end-to-end infrastructure. Through a seamlessly integrated architecture of proprietary hardware and software, Digantara delivers operationally decisive intelligence to stakeholders. In an era where space underpins the global economy, sovereign capability is not a luxury, it is a necessity. Digantara is delivering the sovereign space surveillance capabilities that nations cannot afford to wait for.

Why Us?

• Be part of a collaborative and innovative environment where your ideas and skills make a real difference to the entire space realm.
• Push the boundaries with hands-on experience, greater responsibilities, and rapid career advancement.
• Competitive incentives, galvanizing workspace, blazing team—pretty much everything you have heard about a startup.

Ideal Candidate

We are seeking a candidate who can build and own a government revenue engine across an assigned geography, working directly with defense ministries, space agencies, intelligence organizations, and defense primes. You are not filling a pipeline; you are building a market. That means identifying where national space strategies create demand for sovereign surveillance capabilities, building trust-based relationships with the officials who control those budgets, and translating our technology into programs of record. You will shape how we enter and scale in your market: pricing architecture, partner strategy, regulatory navigation, and customer development with full ownership of outcomes.

Responsibilities

• Design and execute the full government go-to-market strategy across target sovereign markets. Own pipeline creation, deal progression, and close across defense ministries, space agencies, intelligence directorates, and allied defense organizations.
• Build and maintain relationships with senior defense acquisition officials, program directors, agency heads, and uniformed leadership across target nations. Navigate multi-stakeholder government decision environments with precision, including inter-ministerial coordination and coalition frameworks.
• Lead capture efforts from opportunity identification through proposal submission. Orchestrate win strategies across competitive and directed procurement vehicles, including government-to-government (G2G) frameworks, offset agreements, direct commercial sales, and national procurement processes specific to each target market.
• Develop and manage strategic partnerships with global defense primes and national defense industrial champions to position company capabilities within larger platform programs and prime-subcontractor teaming arrangements.
• Architect deal and pricing models for hardware (sensors/payloads), data-as-a-service, and analytics/software subscriptions tailored to government procurement norms, fiscal year dynamics, and sovereign data handling requirements of each market.

Qualifications

• Bachelor's degree in Engineering, Business, Aerospace, or a related field. MBA or advanced degree preferred.
• 10+ years of experience in government business development, defense sales, or capture management.
• Proven ability to navigate sovereign procurement environments involving defense primes as both customers and partners.
• Experience selling complex technical systems: hardware, data products, or ISR/C4ISR solutions to government defense customers.

Preferred Qualities

• Experience in the international BD function of an Indian defense company (public or private) or a global defense prime's India-based international team.
• Deep institutional knowledge of defense acquisition processes in at least one major market including procurement frameworks, offset/industrial participation policies, export control regimes and budget cycle dynamics.
• Built a government revenue function in a new market.
• Track record of navigating cross-border defense trade mechanisms; whether FMS, DCS, Lines of Credit, G2G frameworks, or offset/industrial participation programs.
• Experience in a high-growth or startup environment where you built processes, not just followed them.
• Comfort operating with ambiguity; you\'ve sold products where the procurement category didn\'t yet exist.

General Requirements

• Job Location: Hebbal, Bengaluru