Foreign Military Sales (FMS) Lead

This is a unique opportunity to join a rapidly growing company that provides Artificial Intelligence, Strategic Communications, and related systems and software engineering solutions to defense clients, and to build an international sales business area essentially from the ground up. The person who steps into this role is given the latitude and support to pursue new international business, structure it correctly within U.S. export control and FMS/Direct Commercial Sales (DCS) frameworks, and close it, with compensation that rewards sales results directly. Position is 100% remote. This person will work closely with executive leadership, capture and proposal teams, and legal/compliance resources to shape foreign opportunities, structure compliant deal pathways, and carry opportunities through negotiation and close. The role requires sustained, hands-on engagement with foreign government officials, defense attaches, allied military representatives, and in-country partners, and demands the flexibility and drive to travel extensively and do what it takes, within legal and ethical bounds, to win. The FMS Lead will represent the full portfolio in international markets, including AI-enabled defense solutions and strategic communications technologies such as military communications at the edge, data links, and C5ISR capabilities, while ensuring every opportunity is pursued in strict compliance with the International Traffic in Arms Regulations (ITAR), the Export Administration Regulations (EAR), and all applicable U.S. export control and foreign disclosure requirements. Key Responsibilities: International Business Development & Sales: • Identify, qualify, and pursue new Foreign Military Sales (FMS) and Direct Commercial Sales (DCS) opportunities for technologies and solutions with foreign government, military, and allied customers. • Build and maintain a qualified international sales pipeline, with accurate forecasting and consistent progression of opportunities from identification through close. • Lead negotiations with foreign customers and in-country representatives, structuring deals that are commercially sound and fully compliant with U.S. export control and foreign disclosure requirements. • Travel extensively, both domestically and internationally, to engage customers, attend industry days and defense exhibitions, and represent our company at government-to-government and bilateral forums. Capture & Proposal Support: • Develop capture strategies, teaming arrangements, and win themes tailored to the FMS/DCS process and the specific customer, country, and acquisition pathway. • Partner with proposal, pricing, and contracts teams to prepare Letters of Request (LORs), Letters of Offer and Acceptance (LOAs) inputs, and other FMS case documentation and foreign sales proposals. • Coordinate with technical subject matter experts to tailor solution positioning, pricing, and value propositions to each foreign customer's requirements and budget realities. Export Compliance & Risk Management: • Ensure every pursuit and sale is structured and executed in full compliance with ITAR, EAR, the Arms Export Control Act (AECA), and all applicable U.S. Government foreign disclosure and technology transfer requirements. • Work closely with legal, trade compliance, and security teams to obtain required export licenses, technical assistance agreements (TAAs), and other authorizations before engaging in controlled technical discussions with foreign parties. • Identify and flag country-specific, political, and regulatory risks early in the pursuit lifecycle, and recommend mitigation strategies to leadership. • Maintain accurate, auditable records of all foreign customer engagements, disclosures, and controlled-information exchanges in accordance with our compliance policy. Stakeholder Engagement: • Build and sustain relationships with foreign government officials, defense attaches, allied military leaders, in-country agents/representatives, and U.S. Government stakeholders (e.g., DSCA, State Department, Defense Attache offices) supporting FMS cases. • Communicate complex technical, contractual, and compliance concepts clearly to foreign customers and internal stakeholders alike. • Represent the company at international defense exhibitions, embassy events, bilateral meetings, and industry forums to build the company's international reputation and pipeline. Required Qualifications: • Demonstrated, verifiable track record of personally identifying and closing international defense sales (FMS and/or DCS) with foreign government or military customers, including specific, quantifiable wins. • 8+ years of experience in international business development, foreign military sales, or defense export sales, with a strong network of foreign government and military contacts. • Vast, hands-on experience working with ITAR-controlled technologies and a thorough working knowledge of export control regulations, including ITAR, EAR, and the Arms Export Control Act. • Working knowledge of the U.S. Government FMS process, including the roles of the Defense Security Cooperation Agency (DSCA), country teams, Letters of Request (LORs), and Letters of Offer and Acceptance (LOAs). • Demonstrated ability to self-direct and operate independently in a remote, incentive-driven sales role, with the resilience and persistence required for long international sales cycles. • Willingness and ability to travel extensively, both domestically and internationally, often at short notice and for extended periods. • Excellent negotiation, relationship-building, and cross-cultural communication skills, with experience operating effectively across diverse international business and military cultures. • Ability to obtain and maintain a U.S. Government security clearance.

• Prior military service, defense attache, or U.S. Government security cooperation experience (e.g., DSCA, Security Cooperation Office, or combatant command staff). • Existing relationships with foreign government procurement officials, defense ministries, or allied military leadership in priority regions. • Familiarity with AI-enabled defense systems and/or strategic communications technologies, including military communications at the edge, data links, and C5ISR capabilities. • Experience with Technology Transfer and Technology Security/Foreign Disclosure (TSFD) review processes. • Foreign language proficiency relevant to priority international markets. • Experience with Salesforce, GovWin, or similar CRM/pipeline management tools for tracking international opportunities.

o Experience structuring and supporting offset agreements and industrial cooperation arrangements common in international defense sales. o Experience with international teaming agreements, in-country representation agreements, and anti-corruption compliance (e.g., FCPA). o Background supporting NATO or allied coalition programs. Education: • Minimum 4-year degree in business, international relations, political science, engineering, or a related field; equivalent military or professional experience may be considered in lieu of a degree. • Demonstrated understanding of export-controlled technical data handling, including the ability to recognize ITAR/EAR-controlled information and route it through proper compliance channels. • Export compliance certifications (e.g., ITAR/EAR compliance training, Certified International Trade Professional) are preferred. Compensation: This position offers a base salary combined with an incentive-driven compensation structure tied directly to the sales the candidate originates and closes. The majority of total compensation is designed to be earned through sales incentives, rewarding candidates who can consistently identify, pursue, and win new international business. Required Clearance: Secret Clearance (eligibility required; Top Secret preferred)