The General Manager / Head of Sales (Kyiv or Lviv) will lead the Ukrainian entity, drive commercial traction with UAV and defense OEMs, and serve as Company’s senior representative towards the Ukrainian Ministry of Defence (MoD) and associated procurement authorities.
This role combines business leadership, high-level sales execution, and day-to-day management of the Ukrainian subsidiary.
Key Responsibilities
Commercial Leadership
- Drive sales of software products within Ukraine and NB8 countries.
• Lead all commercial engagements with Ukrainian MoD units, procurement agencies, brigade testing teams, and frontline pilot groups.
• Own and expand company"s existing Ukrainian partner relationships and build new ones with key UAV and defense OEMs.
• Negotiate framework agreements, integration contracts, and platform-level adoption.
• Convert pilot testing outcomes into commercial orders through structured follow-up and operational presence.
• Represent company in relevant industry events, MoD demonstrations, and NATO-aligned innovation forums.
Subsidiary Management
- Serve as day-to-day leader , supervising engineering, test/pilot coordination, and technical activation teams.
• Ensure the Ukrainian unit meets commercial KPIs, testing timelines, and integration milestones.
• Manage office operations, budgeting, hiring, performance management, and team development.
• Maintain compliance with Danish/EU export control, FMI CSR frameworks, and Robotto’s internal governance procedures.
• Report regularly to (COO) with clear pipeline, testing progress, and customer updates.
Strategic Execution
- Build and scale a robust regional sales pipeline for Strike, Spectre and Contra as company’s core growth products in the defense vertical.
• Identify and qualify new OEM partners, integrators, and testing units in Ukraine and the wider region.
• Drive NATO-facing hardware export opportunities involving Robotto-enabled systems from Ukrainian OEMs.
• Provide continuous operational intelligence and feedback from pilots and OEMs to Danish HQ to influence R&D priorities.
• Position company as a trusted foreign technology partner within the Ukrainian defense ecosystem.
Required Experience
Defense and Government Relationships (Critical)
- Strong, established relationships with Ukrainian MoD stakeholders, including testing brigades, UAV directorates, and/or procurement channels.
• Deep network across the Ukrainian UAV and defense manufacturing ecosystem.
• Experience managing sales or integration into defense programs (UAVs, C-UAS, ISR, robotics, or other tactical systems).
Commercial & Managerial Background
- Minimum 7–10 years in business development, defense sales, program management, or similar leadership roles.
• Proven track record of delivering revenue in complex, multi-stakeholder environments (government + industry).
• Experience running a team or business unit (P&L responsibility or country lead experience preferred).
Technical Understanding
- Solid understanding of UAV operations, loitering platforms, C-UAS, or related defense systems.
• Ability to understand and communicate software capabilities such as vision-based navigation, automatic target recognition, and GNSS-denied autonomy.
• Does not need to be an engineer, but must be technically credible in discussions with OEMs, integrators, and MoD experts.
Soft Skills & Attributes
- Highly trusted operator with credibility in the Ukrainian defense ecosystem.
• Able to operate independently in a fast-paced, uncertain environment.
• Strong relationship builder — combines diplomacy, persistence, and discretion.
• Clear, concise communicator who can translate technical features into operational and commercial value.
• Entrepreneurial mindset and willingness to “build from scratch” while coordinating tightly with Danish HQ.
Languages
- Fluent English
• Ukrainian
Why This Role Matters
- Company’s long-term success in defense autonomy depends on tight integration with Ukrainian OEMs and continuous feedback from frontline units.
• Company provides execution, testing, and commercial scaling close to the fight, while Denmark retains IP and export control.
• The GM/Head of Sales will be directly responsible for converting pilots, trials, and innovation projects into recurring license revenue and exported systems.
Compensation
- Competitive salary aligned with senior roles in Ukraine
• Performance bonuses linked to commercial milestones and OEM/MoD contracts
• Potential equity or long-term incentive options for high-performing candidates
• Full travel and operational support