Senior Sales Manager

This is a fully remote position, open to applicants in Belgium.

📋 Description

• Meet the established quarterly and annual sales targets.

• Formulate and execute sales strategies for both existing and new customers throughout Europe.

• Prepare and oversee precise, timely sales forecasts and pipelines utilizing approved tools and processes.

• Create a rolling 12-month sales plan and monitor progress against it.

• Collaborate with Presales Engineering to assess customer requirements and assist in defining product scope and direction.

• Develop regional sales channels through customer analysis, strategic planning, presentations, and process management.

• Establish and manage strategic partnerships with space agencies, research institutions, integrators, and defense contractors.

• Deliver sales presentations to key clients and support product demonstrations.

• Ensure that activities comply with local laws, export controls, and ethical standards.

• Lead solution design efforts with product, engineering, and analytics teams to create compelling proposals.

• Present business cases, ROI, and risk mitigation strategies to both technical and executive stakeholders.

• Oversee the complete sales cycle from pipeline forecasting to closing and transitioning to delivery teams.

• Conduct due diligence and compliance assessments for every opportunity.

• Lead contract negotiations.

• Implement opportunity management, risk assessment, and escalation processes.

• Perform and document competitive analyses, trend identification, and market landscape research.

• Represent iDirect at approved regional and global events.

• Enhance market understanding of customer pain points, procurement processes, and compliance needs.

• Monitor competitors, pricing, and technology trends, translating insights into unique value propositions.

⛳️ Requirements

• Over 6 years of B2B enterprise sales experience, preferably in the space, aerospace, defense, or other high-tech industries.

• Demonstrated success in leading or personally managing multi-million-dollar deals and lengthy sales cycles across Europe.

• Experience selling to government agencies, space agencies, or defense organizations is highly advantageous.

• Bachelor’s degree in engineering, business, or a related field.

• An MBA is an asset.

• Relevant certifications such as SPIN, MEDDIC, Challenger, or consultative sales training are beneficial.

• Willingness to travel 25–40% of the time.

• Strong strategic thinking skills with the ability to convert market insights into actionable, scalable sales plans.

• Proficient in stakeholder management, negotiation, and impactful presentation skills for both C-suite and technical audiences.

• Capable of managing complex contracts, RFPs, and ensuring regulatory compliance.

• Fluency in English is mandatory.

• Additional fluency in Eastern European languages such as Polish, Romanian, Hungarian, Czech/Slovak, Bulgarian, or Serbian/Croatian is a significant advantage.

• Highly organized and driven by data.

• Ability to succeed in a high-ambition, fast-paced environment.

🏝️ Benefits

• Flexibility to work remotely.

• Opportunity to engage with global connectivity and satellite communications technology.

• Chance to collaborate with governments, defense organizations, space agencies, research institutions, integrators, defense contractors, and commercial clients.

• Participation in approved regional and global events.