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Lead commercial development and pipeline growth for AI-enabled defense systems across the Gulf states, specifically UAE, Saudi Arabia, Qatar, and Kuwait. Build senior-level relationships with military end-users and MODs while coordinating technical delivery with the Paris-based engineering team.
Requires 4-7 years of experience in defense sales or business development with a proven track record of closing contracts with Gulf state military clients. Must be fluent in English and possess a deep understanding of regional procurement culture and defense technologies like C-UAS and ISR.
Alta Ares is a deeptech startup founded in 2024, building real-time AI for defense operations — ISR, C-UAS, and autonomous systems. Our clients are NATO-aligned militaries and defence institutions, with regular deployments during live exercises and operational demonstrations. We raised €2M seed in May 2025, 50M in June 2026, and are expanding fast.
Our product suite includes:
Real-time AI ISR module deployable on drones and tactical platforms
Counter-UAS solution enabling autonomous drone takeover in GNSS-denied environments
Full-stack MLOps platform for training & deploying military-grade AI models
Data fusion and trajectory prediction
As Defence Sales Manager MEA, you will own Alta Ares' commercial development across the Gulf states — the fastest-growing defence procurement region in the world and a critical theatre for C-UAS, ISR, and AI-enabled autonomous systems.
Based in Dubai, you will build and manage Alta Ares' pipeline across UAE, Saudi Arabia, Qatar, and Kuwait — engaging directly with armed forces, MODs, and the regional defence industrial base. You will operate with significant autonomy, reporting directly to Paris leadership, and will be the company's primary commercial and institutional presence across the Gulf.
This is a high-stakes, high-ownership role in a region where defence procurement moves fast, relationships matter above all, and the demand for advanced C-UAS and AI capabilities has never been higher.
Own and drive the full sales pipeline across Gulf defence clients: UAE Armed Forces / EDGE Group, Saudi Arabian Military Industries (SAMI), Qatar Armed Forces, Kuwait Ministry of Defence, and affiliated procurement bodies
Lead qualification, opportunity shaping, proposal development, and contract negotiations across ISR, C-UAS, autonomy, and AI programmes
Identify and pursue relevant procurement vehicles, defence tenders, and bilateral cooperation frameworks across the Gulf
Convert demonstrations, pilot engagements, and proof-of-concept deployments into scalable, long-term contracts
Maintain accurate pipeline forecasting and deal tracking, reported regularly to the Head of Sales and top management
Build and maintain trusted, senior-level relationships with military end-users, procurement officials, and MOD programme managers across UAE, KSA, Qatar, and Kuwait
Engage with regional defence primes and industrial groups as teaming and channel partners: EDGE Group, SAMI, Thales UAE, and equivalent
Navigate the specific procurement culture of each Gulf state — understanding local content requirements, offset policies, and relationship-driven decision-making
Represent Alta Ares at key regional defence events: IDEX, World Defence Show, Milipol Qatar, DSEI Arabia, and bilateral industry forums
Map Gulf defence markets: procurement budgets, capability gaps, C-UAS and ISR priorities, and competitive landscape
Track regional threat environments and their implications for demand: drone proliferation, border security, critical infrastructure protection
Monitor bilateral defence cooperation frameworks between France, EU, and Gulf states relevant to Alta Ares' market access
Provide regular market intelligence and strategic recommendations to the Paris leadership team
Support export compliance: French export control regulations (AECA), UAE and KSA end-user requirements, and ITAR considerations
Work closely with Engineering and Product in Paris to align demo schedules, technical proposals, and delivery timelines with Gulf client requirements
Prepare and deliver tailored capability briefings, product demonstrations, and technical presentations for Gulf military and institutional audiences
Coordinate logistics for client visits, field demonstrations, and operational showcases in the region
Brief leadership on pipeline status, key account developments, and strategic risks across the Gulf
4–7 years of experience in defence sales, business development, or programme management — with direct exposure to Gulf state defence procurement
Proven track record building relationships and closing contracts with UAE, KSA, Qatari, or Kuwaiti military or government clients
Experience working with or within a defence prime, neoprime, or advanced defence tech company operating in the Gulf (e.g., Thales, Airbus Defence, EDGE Group, Elbit, Palantir, or equivalent)
Familiarity with Gulf defence procurement culture: relationship-driven processes, local content requirements, and offset frameworks
Background in C-UAS, ISR, AI autonomy, or adjacent systems is a strong plus
English fluency — mandatory: all commercial, technical, and institutional interactions in English
Arabic proficiency is a strong plus — relationship-building across the Gulf is significantly stronger with Arabic language capability
French is a meaningful plus — direct communication with Paris HQ
Deep understanding of Gulf defence culture: patient, relationship-first approach combined with commercial drive and closing ability
Hunter mindset — proactive, persistent, and comfortable building pipeline from scratch in a new market
Comfortable navigating complex, multi-stakeholder procurement environments with long sales cycles
High integrity and discretion — the Gulf defence market demands absolute professionalism and trustworthiness
Entrepreneurial and autonomous: you build from scratch, operate lean, and report clearly to a remote HQ
Tactical Autonomy, Operational Superiority
Alta Ares develops AI powered hardware & agnostic software for both ISR and counter-UAS missions. With responsiveness and agility, we rapidly develop and test agnostic software for all-in-one field-deployed solutions, all powered by AI.
Offices: Rue de Lévis, Paris, Île-de-France 75017, FR · Провулок Госпітальний, будинок 1-А, Kiev, 01133, UA · 222 W 80th St, New York, NY 10024, US
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