Director, Sales - Dedrone (Counter-UAS)

Location: United Kingdom
Role Type: Individual Contributor
Initial Scope: UK, with the potential to expand across the Commonwealth over time
Travel: Significant UK travel with some international travel as required

Your Impact

Axon is looking for a strategic seller to help build our Defence, National Security, Public Safety and Critical Infrastructure business in the UK.

This is not intended to be a traditional product overlay or specialist advisory role. We are looking for someone who can build a market, create pipeline, develop strategic relationships and establish the partner ecosystem required to scale.

The role will focus across Defence, National Security, Public Safety, Critical National Infrastructure, airports, ports, defence supply chain and other strategically important infrastructure.

The right person will bring a combination of Defence / National Security experience, commercial sales experience and a strong understanding of how to build and leverage channels, primes, systems integrators and strategic partners.

Initially this will be a UK-focused individual contributor role. As the business and opportunity mature, there is potential for the remit to expand more broadly across the Commonwealth.

What You’ll Accomplish

In the First 6 Months

• Build a clear UK market strategy across Defence, National Security, Public Safety and Critical Infrastructure.
• Identify and prioritize the highest-value target accounts, programs and routes to market.
• Establish relationships with key Defence, government, public safety, national security and critical infrastructure stakeholders.
• Build a focused network of primes, systems integrators, resellers and strategic partners who can extend Axon’s reach.
• Develop a qualified pipeline with clear customer problems, buying paths, partners and next steps.
• Create greater awareness of Axon’s capabilities beyond individual products and position the broader ecosystem against customer outcomes.

In the First 12 Months

• Build a meaningful and repeatable pipeline across the segment.
• Close initial strategic opportunities and establish referenceable customers and partners.
• Establish several high-value channel relationships that create scalable access to Defence, Public Safety and Critical Infrastructure opportunities.
• Position Axon as a credible participant in major Defence, public safety, national security and critical infrastructure programs.
• Create a repeatable GTM model that can eventually be expanded into Canada, Australia, New Zealand and the broader Commonwealth.

What You’ll Do

Build the Market

Own the commercial strategy for the UK Defence, National Security, Public Safety and Critical Infrastructure segment.

Identify where Axon can create differentiated value across airspace awareness, drone detection, real-time operations, situational awareness and the broader Axon ecosystem.

Develop the market rather than wait for traditional inbound opportunities or formal tenders.

Sell Strategically

Own a defined set of strategic accounts and opportunities.

Develop relationships at senior levels across Defence, government, public safety, national security and critical infrastructure organizations.

Understand complex customer problems, procurement processes, funding paths and decision structures and translate them into executable commercial strategies.

This role should be comfortable operating through long and complex sales cycles while maintaining clear commercial accountability.

Build the Channel

Develop strong relationships with primes, systems integrators, resellers, consulting partners and other organizations already operating within the Defence, public safety and security ecosystem.

Determine where Axon should lead an opportunity directly and where we are better positioned as a technology partner, subcontractor or component of a broader solution.

Build scalable routes to market rather than trying to pursue every opportunity directly.

Connect the Axon Ecosystem

Look beyond a single product or capability.

Identify opportunities where Dedrone, DFR, Fusus, real-time operations and other Axon capabilities can contribute to a broader customer outcome.

Work closely with Product, SE, CSM and regional sales teams to bring the right capabilities into each opportunity.

Influence Across the Organization

Operate effectively in a matrixed global organization.

This person will need to influence Product, Engineering, Sales, Customer Success, Professional Services and executive leadership without relying on formal authority.

They should be comfortable identifying gaps, creating clarity and driving action across teams.

What You Bring

We are looking for someone who has demonstrated success in environments similar to the one we are trying to build.

The strongest candidates will likely have:

• Meaningful experience within Defence, National Security, Public Safety or a closely related environment.
• Commercial experience selling complex technology or solutions into Defence, government, public safety or critical infrastructure.
• Experience building and managing channel relationships, including primes, systems integrators, resellers and strategic partners.
• A strong understanding of government and Defence procurement and how large programs move from concept to funding and execution.
• Credibility with senior military, government, law enforcement, security and critical infrastructure stakeholders.
• Experience creating pipeline and opening new markets rather than simply managing an established territory.
• Strong commercial instincts and demonstrated ability to close complex opportunities.
• Comfort operating as a hands-on individual contributor.
• The ability to influence across functions and organizations without formal authority.
• Strong judgment, resilience and a high degree of ownership.