Pre-Sales Director

D-Fend Solutions; McLean (VA); On-site; USD 120,000 - 150,000; Full time

Job summary

D-Fend Solutions is seeking a Pre-Sales Director to lead their global pre-sales team and bridge the gap between Sales and Product teams. This pivotal role requires strong leadership, technical expertise, and the ability to craft compelling solutions for customers.

The ideal candidate will have over 5 years of leadership experience, excellent presentation abilities, and the capacity to analyze customer requirements. Join us to shape the future of airspace security with cutting-edge technology.

Qualifications

• Minimum 5 years of leadership experience in Pre-Sales, Sales Engineering, or Solution Architect roles.
• Demonstrated technical expertise in relevant technologies.
• Strong ability to analyze operational and business requirements.

Responsibilities

• Lead and mentor the pre-sales team across global sites.
• Develop and deliver technical presentations and solutions.
• Drive feedback collection and knowledge sharing across teams.

Skills

Leadership

Strong technical expertise

Excellent presentation skills

Strong business acumen

Interpersonal skills

Education

Bachelor’s degree in Engineering or a related field

Tools

Technical Writing

Job description

Join D-Fend Solutions - where technology meets purpose.

As the global leader in cyber-takeover counter-drone technology, we develop advanced solutions that keep airspaces safe from evolving drone threats. Our team - including veterans of elite military tech units - pushes boundaries every day to deliver smarter, faster, and safer protection for customers worldwide.

If you’re passionate about cutting-edge technology, real-world impact, and working in a collaborative, high-energy environment — we’d love to have you on board.

Become a D-Fender. Shape the future of airspace security.

The Pre-Sales Director is a key leadership role bridging the Sales organization with Product and R&D teams. The role is responsible for ensuring that proposed customer solutions are both technically relevant and commercially compelling, thereby supporting the sales process and driving successful business outcomes.

The Pre-Sales Director will lead, in a matrix structure, all pre-sales teams across the company’s global sites and will drive knowledge management, methodologies, work culture, and collaboration models with the sales organization worldwide.

Key Responsibilities:

1. Pre-Sales Team Leadership

• Leadership & Coaching: Recruit, mentor, coach, and manage the daily activities of the pre-sales team, including Sales Engineers and Solution Architects.
• Resource Allocation: Assign appropriate pre-sales resources to sales opportunities based on expertise, priorities, and urgency.
• Professional Development: Drive the professional, technical, and presentation skills development of team members.

2. Driving Pre-Sales Support

• Understanding Customer Needs: Lead in-depth discussions with prospective customers to fully understand their technical requirements and business challenges.
• Solution Presentation: Develop and deliver demonstrations, including customer-tailored scenarios, technical presentations, operational solution proposals based on company capabilities, and customized Proof of Concept (POC) processes aligned with customer requirements, company capabilities, and operational constraints.
• RFP/RFI Support: Lead the technical response process for RFPs and RFIs, including writing, reviewing, and tailoring responses.

3. Strategy & Processes

• Development of Sales Materials: Create, maintain, and manage standardized pre-sales assets, including product documentation, FAQs, demo scenarios, POC templates, and related materials.
• Feedback & Knowledge Sharing: Establish a structured process for collecting field feedback from customers and sales opportunities, analyzing lessons learned, sharing insights across relevant teams, and ensuring implementation of improvements with Product, R&D, Sales, and Marketing teams.
• Cross-Functional Collaboration: Work closely with Sales leadership to develop overall sales strategies as well as opportunity-specific strategies when required.
• Project Handover & Knowledge Transfer: Share technical sales process insights, challenges, and solutions with the Project Management organization following deal closure to ensure effective project execution and continuity.

4. Technical & Business Leadership

• Technical Expertise: Maintain deep and up-to-date knowledge of the company’s solutions, competitors, and relevant technology trends.
• Technical Validation: Approve the technical feasibility of proposed solutions prior to final proposal submission.
• Leadership & Continuous Improvement: Foster professionalism, leadership, continuous improvement, structured methodologies, and operational excellence while serving as a role model for the organization.

Requirements

• Bachelor’s degree in Engineering or a related field.
• Proven leadership and management experience of at least 5 years in a Pre-Sales, Sales Engineering, or Solution Architect role – mandatory.
• Strong emphasis on demonstrated technical expertise and capabilities in a Pre-Sales, Sales Engineering, or Solution Architect role – mandatory.
• Excellent presentation and public speaking skills.
• Fluent English, both written and spoken; additional languages are an advantage.
• Strong technical understanding of the company’s products/solutions and their technological ecosystem.
• Ability to accurately analyze operational and business requirements while considering customer constraints.
• Creativity and strategic thinking with the ability to analyze competing technologies and propose compelling customer-focused solutions.
• Strong business acumen with the ability to translate technical requirements into business value.
• Experience leading continuous improvement initiatives.
• Ability to build strong working relationships with customers, sales teams, and technical organizations.
• Excellent interpersonal skills.
• Strong technical writing capabilities.
• Strong time-management skills, multitasking ability, and capability to work effectively under pressure.