Pre-Sales Director

D-Fend Solutions•McLean, VA

About The Position

Join D-Fend Solutions — where technology meets purpose. As the global leader in cyber-takeover counter-drone technology, we develop advanced solutions that keep airspaces safe from evolving drone threats. Our team — including veterans of elite military tech units — pushes boundaries every day to deliver smarter, faster, and safer protection for customers worldwide. If you’re passionate about cutting-edge technology, real-world impact, and working in a collaborative, high-energy environment — we’d love to have you on board. Become a D-Fender. Shape the future of airspace security. The Pre-Sales Director is a key leadership role bridging the Sales organization with Product and R&D teams. The role is responsible for ensuring that proposed customer solutions are both technically relevant and commercially compelling, thereby supporting the sales process and driving successful business outcomes. The Pre-Sales Director will lead, in a matrix structure, all pre-sales teams across the company’s global sites and will drive knowledge management, methodologies, work culture, and collaboration models with the sales organization worldwide.

Requirements

Bachelor’s degree in Engineering or a related field.
Proven experience of at least 5 years in a Pre-Sales, Sales Engineering, or Solution Architect role.
Previous leadership and management experience – mandatory.
Excellent presentation and public speaking skills.
Fluent English, both written and spoken; additional languages are an advantage.
Strong technical understanding of the company’s products/solutions and their technological ecosystem.
Ability to accurately analyze operational and business requirements while considering customer constraints.
Creativity and strategic thinking with the ability to analyze competing technologies and propose compelling customer-focused solutions.
Strong business acumen with the ability to translate technical requirements into business value.
Experience leading continuous improvement initiatives.
Ability to build strong working relationships with customers, sales teams, and technical organizations.
Excellent interpersonal skills.
Strong technical writing capabilities.
Strong time-management skills, multitasking ability, and capability to work effectively under pressure.

Nice To Haves

Additional languages are an advantage.

Responsibilities

Recruit, mentor, coach, and manage the daily activities of the pre-sales team, including Sales Engineers and Solution Architects.
Assign appropriate pre-sales resources to sales opportunities based on expertise, priorities, and urgency.
Drive the professional, technical, and presentation skills development of team members.
Lead in-depth discussions with prospective customers to fully understand their technical requirements and business challenges.
Develop and deliver demonstrations, including customer-tailored scenarios, technical presentations, operational solution proposals based on company capabilities, and customized Proof of Concept (POC) processes aligned with customer requirements, company capabilities, and operational constraints.
Lead the technical response process for RFPs and RFIs, including writing, reviewing, and tailoring responses.
Create, maintain, and manage standardized pre-sales assets, including product documentation, FAQs, demo scenarios, POC templates, and related materials.
Establish a structured process for collecting field feedback from customers and sales opportunities, analyzing lessons learned, sharing insights across relevant teams, and ensuring implementation of improvements with Product, R&D, Sales, and Marketing teams.
Work closely with Sales leadership to develop overall sales strategies as well as opportunity-specific strategies when required.
Share technical sales process insights, challenges, and solutions with the Project Management organization following deal closure to ensure effective project execution and continuity.
Maintain deep and up-to-date knowledge of the company’s solutions, competitors, and relevant technology trends.
Approve the technical feasibility of proposed solutions prior to final proposal submission.
Foster professionalism, leadership, continuous improvement, structured methodologies, and operational excellence while serving as a role model for the organization.