Defense Sales Manager MEA

About Alta Ares

Alta Ares is a deeptech startup founded in 2024, building real-time AI for defense operations — ISR, C-UAS, and autonomous systems. Our clients are NATO-aligned militaries and defence institutions, with regular deployments during live exercises and operational demonstrations. We raised €2M seed in May 2025, 50M in June 2026, and are expanding fast.

Our product suite includes:

• Real-time AI ISR module deployable on drones and tactical platforms

• Counter-UAS solution enabling autonomous drone takeover in GNSS-denied environments

• Full-stack MLOps platform for training & deploying military-grade AI models

• Data fusion and trajectory prediction

Role & Mission

As Defence Sales Manager MEA, you will own Alta Ares' commercial development across the Gulf states — the fastest-growing defence procurement region in the world and a critical theatre for C-UAS, ISR, and AI-enabled autonomous systems.

Based in Dubai, you will build and manage Alta Ares' pipeline across UAE, Saudi Arabia, Qatar, and Kuwait — engaging directly with armed forces, MODs, and the regional defence industrial base. You will operate with significant autonomy, reporting directly to Paris leadership, and will be the company's primary commercial and institutional presence across the Gulf.

This is a high-stakes, high-ownership role in a region where defence procurement moves fast, relationships matter above all, and the demand for advanced C-UAS and AI capabilities has never been higher.

1. Defence Sales & Pipeline Development

• Own and drive the full sales pipeline across Gulf defence clients: UAE Armed Forces / EDGE Group, Saudi Arabian Military Industries (SAMI), Qatar Armed Forces, Kuwait Ministry of Defence, and affiliated procurement bodies

• Lead qualification, opportunity shaping, proposal development, and contract negotiations across ISR, C-UAS, autonomy, and AI programmes

• Identify and pursue relevant procurement vehicles, defence tenders, and bilateral cooperation frameworks across the Gulf

• Convert demonstrations, pilot engagements, and proof-of-concept deployments into scalable, long-term contracts

• Maintain accurate pipeline forecasting and deal tracking, reported regularly to the Head of Sales and top management

2. Institutional & Partner Relations

• Build and maintain trusted, senior-level relationships with military end-users, procurement officials, and MOD programme managers across UAE, KSA, Qatar, and Kuwait

• Engage with regional defence primes and industrial groups as teaming and channel partners: EDGE Group, SAMI, Thales UAE, and equivalent

• Navigate the specific procurement culture of each Gulf state — understanding local content requirements, offset policies, and relationship-driven decision-making

• Represent Alta Ares at key regional defence events: IDEX, World Defence Show, Milipol Qatar, DSEI Arabia, and bilateral industry forums

3. Market Intelligence & Strategy

• Map Gulf defence markets: procurement budgets, capability gaps, C-UAS and ISR priorities, and competitive landscape

• Track regional threat environments and their implications for demand: drone proliferation, border security, critical infrastructure protection

• Monitor bilateral defence cooperation frameworks between France, EU, and Gulf states relevant to Alta Ares' market access

• Provide regular market intelligence and strategic recommendations to the Paris leadership team

• Support export compliance: French export control regulations (AECA), UAE and KSA end-user requirements, and ITAR considerations

4. Cross-functional Coordination

• Work closely with Engineering and Product in Paris to align demo schedules, technical proposals, and delivery timelines with Gulf client requirements

• Prepare and deliver tailored capability briefings, product demonstrations, and technical presentations for Gulf military and institutional audiences

• Coordinate logistics for client visits, field demonstrations, and operational showcases in the region

• Brief leadership on pipeline status, key account developments, and strategic risks across the Gulf

Candidate Profile

Experience

• 4–7 years of experience in defence sales, business development, or programme management — with direct exposure to Gulf state defence procurement

• Proven track record building relationships and closing contracts with UAE, KSA, Qatari, or Kuwaiti military or government clients

• Experience working with or within a defence prime, neoprime, or advanced defence tech company operating in the Gulf (e.g., Thales, Airbus Defence, EDGE Group, Elbit, Palantir, or equivalent)

• Familiarity with Gulf defence procurement culture: relationship-driven processes, local content requirements, and offset frameworks

• Background in C-UAS, ISR, AI autonomy, or adjacent systems is a strong plus

Skills & Qualities

• English fluency — mandatory: all commercial, technical, and institutional interactions in English

• Arabic proficiency is a strong plus — relationship-building across the Gulf is significantly stronger with Arabic language capability

• French is a meaningful plus — direct communication with Paris HQ

• Deep understanding of Gulf defence culture: patient, relationship-first approach combined with commercial drive and closing ability

• Hunter mindset — proactive, persistent, and comfortable building pipeline from scratch in a new market

• Comfortable navigating complex, multi-stakeholder procurement environments with long sales cycles

• High integrity and discretion — the Gulf defence market demands absolute professionalism and trustworthiness

• Entrepreneurial and autonomous: you build from scratch, operate lean, and report clearly to a remote HQ