Director, EMEA Commercial

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Full Time Sales

8 days ago Requisition

Job Title:Director, EMEA Commercial

Reports To: SVP, Commercial

FLSA Status:Exempt, Salary, Full-Time

Travel:Yes, Frequent International Travel

Shift:Monday – Friday, standard day schedule. Occasional evenings and weekends with travel as needed.

Job Description

The Director, EMEA Commercial will lead Sightline's commercial growth across Europe, the Middle East, and Africa by combining direct OEM and platform engagement with strong channel management and regional business development. This individual will serve as Sightline's commercial leader in the region, responsible for developing new strategic relationships while growing and enabling our existing partner network.

The role combines sales leadership, channel management, business development, and technical solution support. Success requires building trusted relationships with OEMs, system integrators, distributors, and end users while working closely with our Business Development, Product, Engineering, and Marketing teams to drive long-term program adoption across the region.

Primary Responsibilities

• Develop and execute the commercial growth strategy for the EMEA region.
• Drive direct engagement with OEMs, platform providers, system integrators, and strategic customers to identify and close new business opportunities.
• Own and grow Sightline's regional channel network, ensuring partners remain engaged, capable, and aligned with company objectives.
• Recruit and onboard new channel partners where strategic coverage or capabilities are needed.
• Build strong relationships with Ministries of Defence, prime contractors, and key industry stakeholders, coordinating closely with Business Development and the Director of Strategic Growth on major programs and capture activities.
• Serve as the regional technical solutions resource, delivering product demonstrations, customer discovery, solution recommendations, and initial technical support throughout the sales process.
• Coordinate regional customer visits, partner meetings, demonstrations, training events, and trade shows.
• Develop partner business plans, revenue targets, and joint growth initiatives while monitoring partner performance and pipeline health.
• Coordinate with Product, Engineering, and Technical Support to ensure customer requirements, integrations, and technical issues are addressed efficiently.
• Gather competitive intelligence, market trends, and customer feedback to influence product roadmap and commercial strategy.
• Maintain accurate CRM forecasts, pipeline updates, and regional business reporting.

Success Looks Like:

• Sustainable growth across both direct and channel-driven revenue.
• Strong relationships with leading OEMs, integrators, distributors, and defence organizations throughout EMEA.
• Increased adoption of Sightline technologies across priority defense modernization programs.
• High-performing channel partners with measurable pipeline, revenue growth, and technical competency.
• Improved regional responsiveness through local technical expertise and customer engagement.
• Expansion into new countries, customers, and strategic platform partnerships.

Qualifications:

• Education and degree in business, marketing, communications, and 3+ years of experience in a similar field.
• Experience selling advanced defense, ISR, autonomy, EO/IR, robotics, or embedded technologies throughout Europe.
• Strong network across OEMs, system integrators, distributors, and defense organizations within the region.
• Demonstrated success managing both direct sales and channel partner ecosystems.
• Ability to understand technical solutions and effectively communicate product capabilities to engineers, operators, and executive decision makers.
• Experience supporting government or defense acquisition programs and long sales cycles.
• Strong relationship-building, presentation, negotiation, and communication skills.
• Comfortable traveling extensively throughout the EMEA region to support customers, partners, demonstrations, and industry events.

Competencies: To perform the job successfully, an individual should demonstrate the following competencies:

Complies with policies on acceptable use of technology;
Applies knowledge of computer skills to perform the job successfully;
Displays the ability to learn new computer skills.

Develops strategies to achieve organizational goals. Understands organizations’ strengths and weaknesses. Analyzes market and competition to identify external threats and opportunities. Adapts strategy to changing conditions.

Ability to connect people with strategies for operational and…