Pre-Sales Director
Sales & Business Development
McLean, VA, USA
Posted on Jun 12, 2026
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.
Key Responsibilities:
- Leadership & Coaching: Recruit, mentor, coach, and manage the daily activities of the pre-sales team, including Sales Engineers and Solution Architects.
- Resource Allocation: Assign appropriate pre-sales resources to sales opportunities based on expertise, priorities, and urgency.
- Professional Development: Drive the professional, technical, and presentation skills development of team members.
- Understanding Customer Needs: Lead in-depth discussions with prospective customers to fully understand their technical requirements and business challenges.
- Solution Presentation: 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.
- RFP/RFI Support: Lead the technical response process for RFPs and RFIs, including writing, reviewing, and tailoring responses.
- Development of Sales Materials: Create, maintain, and manage standardized pre-sales assets, including product documentation, FAQs, demo scenarios, POC templates, and related materials.
- Feedback & Knowledge Sharing: 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.
- Cross-Functional Collaboration: Work closely with Sales leadership to develop overall sales strategies as well as opportunity-specific strategies when required.
- Project Handover & Knowledge Transfer: Share technical sales process insights, challenges, and solutions with the Project Management organization following deal closure to ensure effective project execution and continuity.
- Technical Expertise: Maintain deep and up-to-date knowledge of the company’s solutions, competitors, and relevant technology trends.
- Technical Validation: Approve the technical feasibility of proposed solutions prior to final proposal submission.
- Leadership & Continuous Improvement: Foster professionalism, leadership, continuous improvement, structured methodologies, and operational excellence while serving as a role model for the organization.
1. Pre-Sales Team Leadership
2. Driving Pre-Sales Support
3. Strategy & Processes
4. Technical & Business Leadership
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.