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Описание: |
The Fourth Law / TFL / Четвертий Закон is an autonomous robotics company focused on solving massively scalable autonomy for defensive FPV drones. The company has offices in the US, EU and Ukraine and is on a mission to increase the defensive capabilities of the Free World. Its name is a reference to Isaac Asimov’s three laws of robotics, and the search for an enigmatic Fourth Law.
The role
We’re looking for a VP of Sales to own and scale global revenue across defense, security, and allied ecosystems. You will build the sales machine (strategy, team, pipeline, forecasting, and execution) while remaining close to key accounts and high-stakes deals. This is a leadership role for someone who can operate at both executive and field level—comfortable with complex procurement paths, technical sales cycles, and multi-stakeholder negotiations.
Key ResponsibilitiesSales leadership & strategy
* Own the company’s sales strategy, targets, and execution across regions (Ukraine, EU, US) and customer segments.
* Build and run a repeatable sales operating system: pipeline management, forecasting, territory/account planning, and quarterly execution.
* Translate product strategy and battlefield/user feedback into go-to-market priorities and sales plays.
Revenue growth & key accounts
* Lead high-value opportunities end-to-end: discovery, technical validation, pilots, pricing, negotiation, contracting, and closure.
* Act as executive sponsor for strategic customers and partners; deepen long-term relationships and expansion paths.
* Drive structured account management: renewal/expansion, stakeholder mapping, and success plans.
Team building & enablement
* Hire, lead, and develop a high-performing sales organization (AEs/BD, partnerships, sales ops, solutions/technical sales as needed).
* Define sales roles, competencies, onboarding, and performance expectations.
* Build sales enablement basics: messaging, collateral, playbooks, case studies, and training.
Cross-functional execution
* Partner closely with Engineering and Product to align roadmaps with customer needs, pilots, and deployments.
* Work with Legal/Finance/Operations on contract templates, pricing models, compliance needs, and delivery readiness.
* Ensure an excellent customer experience throughout the sales cycle, including technical consultations and issue resolution.
Analytics & process improvement
* Track and analyze funnel performance, win/loss, cycle time, pricing outcomes, and customer feedback.
* Continuously improve processes and tools (CRM hygiene, reporting, attribution, deal reviews).
Required Skills & Experience
* 7+ years in Sales / Business Development, including 3+ years leading teams and owning revenue targets.
* Proven track record of meeting/exceeding targets in complex B2B sales (long cycles, technical product, multi-stakeholder buying).
* Experience in MilTech/DefenseTech or closely related industries (security, aerospace, robotics, dual-use).
* Strong ability to explain complex technical solutions clearly to both technical and non-technical stakeholders.
* Experience navigating procurement and contracting with government institutions, NGOs, defense customers, or enterprise security buyers.
* Fluent Ukrainian and working English are required.
Nice to Have
* Existing network within drone manufacturing, defense ecosystems, or allied security markets.
* Hands-on experience with FPV drones (piloting, assembly, field testing) or broader UAV systems knowledge.
* Experience selling hardware + software systems (robotics, autonomy, sensors, comms) with deployment and support requirements.
* Background in partnerships/channel development and international expansion.
We Offer
* Self-development and assistance.
* Market salary.
* Flexible/hybrid working hours.
* 24 paid days off per year + 14 additional days off for veterans.
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