Sales Manager – North America

ST Engineering iDirect; Herndon (VA); On-site; USD 90,000 - 120,000; Full time

Job summary

ST Engineering iDirect is looking for a Sales Manager to lead growth in North America. This role requires a proven track record in B2B enterprise sales, particularly in the space and defense sectors. You will be responsible for achieving sales quotas, developing strategies, and managing relationships with key clients.

The ideal candidate will have strong negotiation skills and the ability to navigate complex contracts. Qualifications include a Bachelor’s degree; an MBA and relevant sales certifications are a plus.

Qualifications

• 6+ years of B2B enterprise sales experience, ideally in space, aerospace, or defense sectors.
• Proven track record of managing multi-million-dollar deals.
• Experience selling to government or defense organizations is a plus.

Responsibilities

• Achieve quarterly and annual quota goals.
• Develop and implement a sales strategy.
• Manage sales forecasts and pipeline.
• Build a rolling sales plan to track progress.
• Partner with Presales Engineering to analyze customer needs.

Skills

B2B enterprise sales experience

Stakeholder management

Negotiation

Presentation skills

Education

Bachelor’s degree in engineering, business, or related field

Job description

Overview

At ST Engineering iDirect, we’re reshaping the future of global connectivity. As a leader in satellite communications, our groundbreaking technology empowers customers to grow, innovate, and transform their networks. Here, your skills and passion meet our vision and expertise to create something extraordinary. If you're ready to tackle technology’s biggest challenges and redefine how the world connects, the most exciting chapter of your career awaits. With ST Engineering iDirect, the sky isn’t the limit—it’s just the beginning!

We are in search for a Sales Manager who will bring their expertise in B2B enterprise sales and passion for innovation to lead our growth across North America as a Sales Manager. Reporting to senior sales leadership, you’ll drive our mission forward as a member of our dynamic sales engine, forging strategic partnerships, and delivering powerful solutions that matter to governments, defense organizations, space agencies, and commercial clients. We’re looking for a proven, results-driven individual to help accelerate our growth across Europe. You’ll be responsible for helping architect a scalable regional sales engine, establishing strategic partnerships, and collaborating with cross-functional teams to deliver innovative, technically sound solutions tailored to our customers’ unique needs.

Responsibilities

• Achieve established quarterly and annual quota goals
• Develop and implement a sales strategy to identify, address, and secure revenue from existing and greenfield customers
• Accurate, timely preparation and management of sales forecasts and pipeline management using company approved tools and processes
• Build a 12 month rolling sales plan and process to track and monitor progress against the plan
• Partner with Presales Engineering to analyze customer's needs and assist defining product scope and direction
• Develop regional sales channels, including customer analysis and strategy, presentations and process management
• Build and manage strategic partnerships with space agencies, research institutes, integrators, and defense contractors.
• Deliver sales presentations to key clients and assist in product demonstrations
• Ensure all activities align with local laws, export controls, and our high ethical standards
• Solution Selling & Value Storytelling
• Lead solution design with product, engineering, and analytics teams to craft winning proposals.
• Present compelling business cases, ROI, and risk mitigation strategies to technical and executive stakeholders
• Deal Execution & Governance
• Own the full sales cycle—from pipeline forecasting to closing deals and handing off to delivery teams.
• Conduct due diligence and compliance reviews for every opportunity.
• Lead contract negotiations with clarity and confidence.
• Implement rigorous opportunity management, risk assessment, and escalation processes.
• Region SME
• Conduct and document ongoing competitive analysis, trend identification, and understanding of overall market landscape
• Serve as an iDirect Ambassador at approved regional and global events
• Build deep market understanding—know your customers’ pain points, procurement processes, and compliance requirements.
• Monitor competitors, pricing, and technology trends. Turn insight into unique value propositions that set us apart.

Qualifications

• 6+ years of B2B enterprise sales experience—ideally in space, aerospace, defense, or other high-tech sectors.
• Proven track record of leading/personally managing multi-million-dollar deals and long sales cycles across Europe.
• Experience selling to government agencies, space agencies, or defense organizations is a strong plus.
• Bachelor’s degree in engineering, business, or related field. MBA a plus
• Relevant certifications (SPIN, MEDDIC, Challenger, or consultative sales training) are a plus.
• Ability to travel 25–40% of the time

Skills

• Think strategically—turn market insights into actionable, scalable sales plans.
• Inspire and influence—excel at stakeholder management, negotiation, and high-impact presentations to C-suite and technical audiences.
• Master complex contracts, RFPs, and regulatory compliance with confidence.
• Fluency in English required; additional proficiency in Eastern European languages (e.g., Polish, Romanian, Hungarian, Czech/Slovak, Bulgarian, Serbian/Croatian) is a big advantage.
• Highly organized, data-driven, and ready to thrive in a high-ambition, fast-paced environment.