International Business Development Specialist – Middle East and North Africa - Remote

Insitu Inc•Washington, DC

1d•Remote

About The Position

We are seeking a Business Development Specialist to lead our growth with key defense and government customers across the Middle East. In this role, you will be a critical contributor to our international market strategy, with a primary focus on the Middle East customer base. You’ll leverage your understanding of Uncrewed Air Systems, regional defense and security landscapes, and cross-border collaboration to identify, develop, and capture new business. Success in this position requires strong cultural fluency, the ability to navigate diverse stakeholders and decision-making environments, and the judgment to adapt approaches to local contexts. This is an opportunity to combine your business acumen, relationship-building skills, and appreciation for regional culture to drive mission success through innovative partnerships, tailored solutions, and enduring customer trust.

Requirements

Previous experience in business development or defense sales with a track record of successful business capture
Significant experience working with Middle East defense and/or government customers (e.g., MoD, MoI, security forces), with proven success developing and closing opportunities in the region
Strong cultural fluency and understanding of Middle Eastern business practices, relationship-driven decision-making, and foreign MoD procurement norms
Ability to evaluate market opportunities, analyze customer needs and competitor offerings, and align capture strategies with organizational goals and regional priorities
Exceptional cross-cultural interpersonal skills with a relentless customer focus; proven ability to cultivate, maintain, and advance long-term relationships with senior regional stakeholders
Proven ability to engage and influence decision-makers and advisors, fostering trust through authentic, consistent, and culturally attuned interactions
Ability to clearly communicate and tailor messages for diverse audiences; comfortable delivering presentations, reports, and updates to senior leaders in both Western and Middle Eastern contexts
Ability to translate technical requirements and complex UAS capabilities into clear, customer-relevant value propositions for Middle Eastern defense customers
Highly organized and detail-oriented with the ability to coordinate complex bid and proposal efforts across diverse, geographically dispersed teams
Skilled at leading through influence, driving action, and securing buy-in without direct authority
Resilient and adaptable in the face of changing priorities, geopolitical dynamics, and evolving customer needs
Ability to prioritize opportunities based on strategic value, probability of win, and alignment with long-range market plans
Familiarity with U.S. and international defense sales frameworks (FMS, DCS) and regional procurement processes
Working knowledge of export control (ITAR/EAR)
Experience working with local partners, representatives, or offset/industrial participation arrangements in the Middle East
English fluency required
Experience using planning and tracking tools (e.g., CRM and pipeline management tools) to manage opportunities and drive execution
15+ years’ related experience in the aerospace or defense industry with a bachelor’s degree or 13+years related experience with a master’s degree; comparable military experience will also be considered.

Nice To Haves

Proficiency in Arabic or another regional language is strongly preferred

Responsibilities

Lead business capture opportunities aligned with the international engagement strategy, proactively identifying new market opportunities to position the organization for growth
Analyze the company’s capabilities in comparison to customer requirements, budgets, expected timelines, and competitor offerings to identify strengths and areas for differentiation
Build and maintain strong relationships with customers, decision-makers, and influencers through consistent and meaningful engagement, fostering trust and collaboration
Gather and evaluate customer input to enhance satisfaction, improve solutions, and create opportunities for repeat business
Qualify and promptly address customer inquiries to drive action, secure commitments, and build credibility as a trusted partner
Manage bid and proposal activities by organizing efforts across internal stakeholders, ensuring deadlines are met, and securing alignment and approvals from executive leadership
Use deep knowledge of the company’s products, services, and processes to proactively shape customer requirements, influence purchasing decisions, and position for success
Create, maintain, and continuously update detailed campaign plans, tracking progress, customer responses, and opportunity status to inform long-range business strategies
Actively participate in trade shows, conferences, and customer engagements; coordinate follow-up actions and work closely with Marketing to amplify brand awareness and industry presence