Business Development Manager

DroneShield; Roma; On-site; EUR 70,000 - 90,000; Full time

Job summary

DroneShield in Italy is seeking a Business Development Manager to accelerate revenue growth across Italy and nearby regions. The role bridges inside sales and regional business development, reporting to the Partnerships Director in Italy and coordinating with the Amsterdam team.

The ideal candidate will combine lead qualification, partner support, and opportunity management with increasing responsibility for account development and distributor engagement in a fast-growing, technically complex

Qualifications

• Typically 3–7 years’ experience in sales or a commercial role.
• Experience with distributors, resellers, or system integrators is highly valued.
• Technical degree is advantageous; ability to understand and communicate technical concepts.
• Proven ability to qualify opportunities and manage deals through the sales lifecycle.
• Strong written and verbal communication skills; work autonomously with distributed teams.

Responsibilities

• Support and accelerate Italy business development and GTM initiatives.
• Create and maintain strategic target account lists for the region.
• Qualify inbound and outbound leads and understand customer needs.
• Research prospective customers, partners, and market segments.
• Engage in high-quality commercial conversations with government, defence, and enterprise stakeholders.
• Coordinate meetings, demonstrations, and site visits with regional teams.
• Generate quotes and support opportunity progression through the sales pipeline.
• Represent DroneShield at regional events and contribute to product documentation.

Skills

Sales experience

Technical communication

Autonomous work

Stakeholder engagement

Education

Technical degree

Job description

Work with cutting-edge AI technology that helps make the world a safer and more secure place. DroneShield (ASX:DRO) develops market-leading counter-drone solutions used by military organisations, government agencies, airports, critical infrastructure operators, and law enforcement operating in some of the most challenging and high-stakes environments in the world. Employees work at the forefront of innovation, solving complex technical problems and delivering mission-critical capabilities where performance, reliability, and speed matter.

As an ASX200-listed company and the world's only publicly listed pure-play counter-drone business, DroneShield is experiencing rapid growth. Revenue increased from A$57 million in 2024 to more than A$217 million in 2025, supported by record profitability, a global sales pipeline exceeding A$2.5 billion, and annual R&D investment of over A$50 million.

Since 2017, DroneShield has grown from 11 employees to more than 550 globally, with operations across Australia, the United States, Europe, and the Middle East, supporting customers in over 70 countries.

About The Role

DroneShield is seeking a Business Development Manager (BDM) to support and accelerate revenue growth across Italy and surrounding regions. This role represents a key commercial position that bridges inside sales execution and regional business development ownership.

Reporting to the Partnerships Director based in Italy, the BDM will work closely with senior commercial leadership, Field Service Engineers, with regular collaboration with the Amsterdam office. The role is ideal for someone ready to step beyond pure inside sales into a broader, externally focused position, while still remaining highly hands-on.

This is a role within a fast-scaling, technically complex business. The successful candidate will combine structured lead qualification, partner support, and opportunity management with increasing responsibility for account development, distributor engagement, and regional growth initiatives. While no formal engineering background is required, the role involves learning and working closely with sophisticated RF, sensor, and electronics-based systems.

A competitive remuneration package is offered, aligned with experience and performance.

Responsibilities, Duties And Expectations

• Support and execute Italy business development and go-to-market initiatives
• Create, prioritise, and maintain strategic target account lists across the region
• Qualify inbound and outbound leads, developing a strong understanding of customer needs and pain points
• Conduct research into prospective customers, partners, and market segments
• Engage in high-quality commercial conversations with government, defence, and enterprise stakeholders
• Work with Field Service Engineers and regional teams to coordinate meetings, demonstrations, and site visits
• Maintain active engagement with prospects
• Generate quotes and support opportunity progression through the sales pipeline
• Assist with distributor and end-customer training on DroneShield products
• Represent DroneShield at regional marketing events, exhibitions, and industry conferences when required
• Contribute to product documentation, manuals, and Standard Operating Procedures
• Act as a reliable interface between customers, partners, and internal stakeholders

Qualifications, Experience And Skills

• Typically 3-7 years’ experience in sales, business development, or a commercial role
• Defence, security, or government sector exposure is well regarded but not mandatory
• Experience working with distributors, resellers, or system integrators is highly valued
• Technical degree is advantageous; alternatively, demonstrated ability to understand and communicate complex technical concepts
• Proven ability to qualify opportunities and support deals through the sales lifecycle
• Strong written and verbal communication skills
• Ability to work autonomously while collaborating across a geographically distributed team
• Motivated self-starter with a strong sense of ownership and accountability
• High attention to detail and strong organisational skills
• Creative, lateral thinker comfortable operating in a fast-paced, evolving environment

Note for recruitment agencies: We do not accept unsolicited candidates from external recruiters unless specifically instructed.

Data Privacy

DroneShield Group Pty Ltd collects and processes personal information for recruitment and hiring purposes. Where applicable, personal information is processed on the basis of DroneShield's legitimate interests in assessing and selecting candidates for employment. For further information regarding how we collect, use, disclose, store and retain personal information, including your privacy rights, please refer to our Privacy Policy: https://www.droneshield.com/privacy-policy

#s-dni

This is an anticipated salary range for this role in Italy. Actual salary varies due to factors that may include but not limited to relevant experience, skills, certifications and location.

€70.000-€90.000 EUR