Domestic Sales Manager, UAS Traffic Management

Location:

Arlington, United States of America

Arlington, Virginia or Syracuse, New York
- Hybrid

Must be a US Person as defined in applicable law

The Domestic Sales Manager, UAS Traffic Management (UTM), is responsible for driving business growth across the United States by identifying, pursuing, and securing new opportunities that support the Airspace Mobility Solutions (AMS) strategy for the safe and secure integration of Unmanned Aerial Systems (UAS) operations into U.S. airspace. This role focuses on expanding Thales’ presence with key customers—including the U.S. Federal Aviation Administration, the U.S. Department of Defense, State Governments, and emerging stakeholders such as drone and Advanced Aerial Mobility (AAM) operators—through both direct and indirect sales channels.

The Domestic Sales Manager will ensure sustained territory growth and profitability by building strong, trust-based customer relationships and developing a robust pipeline of opportunities. The ideal candidate is highly organized, proactive, and detail-oriented, adept at managing a large and dynamic portfolio while balancing the demands of multiple active accounts and pursuits.

This position collaborates closely with the global UTM organization and the Thales NORAM team, ensuring strategic alignment and coordinated engagement to advance Thales’ leadership in the evolving UTM and AAM ecosystem.

• Drive U.S. market growth by identifying, qualifying, pursuing, and securing new business opportunities that advance Thales’ UTM and AAM strategy.
• Develop and execute a comprehensive U.S. sales strategy focused on expanding Thales’ footprint with the FAA, DoD, State Governments, and commercial UAS/AAM operators.
• Build and sustain high-trust relationships with key customers, industry partners, and influencers to strengthen Thales’ position as a leader in UTM solutions.
• Maintain a robust, high-quality pipeline of opportunities, ensuring accurate forecasting and alignment with AMS growth objectives.
• Collaborate with solution, product, engineering, and capture teams to assess customer needs, define winning solutions, and develop differentiated value propositions.
• Monitor and analyze competitor activity, market trends, regulatory developments, and customer priorities to inform strategic positioning and sales decisions.
• Lead and participate in internal capture activities—including gate reviews, pricing reviews, teaming decisions, and proposal development—to ensure compliant, compelling bids.
• Represent Thales at key industry events, conferences, and working groups to promote UTM/AAM capabilities and strengthen market presence.
• Coordinate closely with global UTM teams and Thales NORAM stakeholders to ensure alignment on market strategy, customer engagement, and solution delivery.
• Champion a customer-centric mindset and proactively resolve issues to ensure long-term satisfaction and repeat business.

• Bachelor’s degree in Business Administration, Marketing, or a related field or, in lieu of a degree, 4 years of directly relevant experience as equivalency.
• 10+ years of professional experience.
• At least 5 years in capture management, business development, or sales within the U.S. aviation marketplace.
• Demonstrated knowledge of aviation operations and air traffic management, including familiarity with UAS/drone regulations, policies, and integration challenges.
• Established experience and professional network within the North American UAS/drone ecosystem.
• Proven track record of achieving and expanding sales results while consistently delivering high levels of customer satisfaction.
• Demonstrated experience developing compliant, compelling proposals in response to customer RFPs.
• Proven ability to lead capture activities and manage complex business development opportunities from identification through contract award.

The ideal candidate will also have experience selling to U.S. Federal and State government customers, with strong knowledge of government acquisition processes, regulations, and procurement pathways as…