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Account Executive - Defence

Advanced Navigation

Advanced Navigation

Sales & Business Development
Sydney, NSW, Australia
Posted on Thursday, April 18, 2024
Advanced Navigation is one of the world’s most ambitious innovators in AI robotics and navigation technology across land, air, sea and space. While our main headquarters are in Sydney, we have multiple research facilities in Australia and sales offices around the world.
Today, Advanced Navigation is a supplier to some of the world's largest companies and helps automate some of the worlds biggest industries. Hydrus, our revolutionary underwater robot will help restore oceans to a flourishing state. You will find our navigation systems in the autonomous Indy race cars and thousands of Plus AI autonomous trucks. We help farmers adopt autonomous farming equipment and assist in various fields of research. Switching to software, our cloud-based drone management platform helps patrol beaches for emergency rescues and shark tracking. Off-planet, we will deliver a navigation system for the next NASA moon landing. The applications of our technologies are quite limitless - where there is autonomy, you will find Advanced Navigation.
Overview of Position
The person occupying this role will spend the bulk of their time developing and progressing a pipeline of opportunities within the Defence and Security related industries across ANZ/APAC. This will primarily involve programmatic business development with target accounts, inclusive of both acquiring new logos and expanding existing relationships.


  • All activities related to the building and upkeep of a balanced sales opportunity funnel for Defence applications across the region of sufficient scale and quality to achieve the assigned order bookings target from within the allocated territory.
  • The progression of these opportunities to closure in a professional and timely manner.
  • The maintenance of our internal CRM system to the required standards of completeness, accuracy and currency relating to the assigned territory.
  • Developing and maintaining an appropriate knowledge of our products, specifications and applications in the field.
  • Maintaining a level of sales activity needed to achieve the assigned quota.
  • The creation and execution of professional sales, territory and account plans.
  • Collaboration with the right colleagues at the right time in the process to maximise the conversion of opportunities to contracts to successful implementation.
  • Intelligent use of collateral, sales and product materials in order to drive customer engagement.
  • Responsible use of pre-sales, loan and Technical evaluation resources
  • Providing the business with a timely and accurate sales forecast of orders and deliveries.
  • Regularly developing and refining the skills and knowledge needed to succeed as a sales professional.

Skills / Experience:

  • 3+ years experience in the APAC Defence industry
  • 3+ years experience in business development including - Qualification, Discovery, Progression, Negotiation and Closure as well as Territory and Account Planning.
  • A demonstrable track record of sales success.
  • Executive presence with the ability to represent and present in front of an audience
  • Be a strong team player that is passionate about being a part of a fast-moving and entrepreneurial company
  • Flexibility to work within multiple time zones within the The APAC region
  • Working in a Global collaborative cross-functional environment.
  • Have an understanding that you will be travelling up to 50% of the time
  • A sense of being coach-able and invested in your professional growth, development, and career path
  • Strong skills with the CRM solutions Salesforce
  • Excellent communication and writing skills with the ability to be both technical and analytical
  • The ability to adapt to a fast-changing environment, international cultures, and distributed teams
  • Languages: English, with the knowledge of other languages would be an advantage
What are some of the benefits you will have access to?
Our Sydney office is in the heart of the CBD, close to all public transport, great restaurants and cafe’s. We offer financial support to our employees for further education as well as conferences, meetups and training courses. We also run an employee assistance program and regular team building and social activities. We have weekly Yoga, Meditation and Pilates classes, as well as the occasional dance class! There’s also free coffee and snacks, and fortnightly team lunches. Apart from the above you will be doing your life's best work with some extremely passionate and talented people.