Overview
A global consultancy specializing in maritime risk analytics is currently seeking a Government Sales Director APAC to join its Singapore office.
The firm is looking for a strategic, mission-driven Sales Director to build and grow the firm’s presence across the APAC government market. This is not a product sales role – it’s an intelligence-selling role. You’ll be working with defense, intelligence, law enforcement, and coastal security organisations to help them reimagine how they understand and act on maritime domain threats. You think in terms of threat vectors, intelligence workflows, and decision-maker buy-in, not just features and demos.
This is a hunter-builder role: you’ll open new markets, shape emerging requirements, and develop the trusted relationships that turn pipeline into long-term strategic accounts.
Key Responsibilities
- Own and exceed annual revenue targets across assigned APAC territories and key government accounts.
- Position the firm as the foundational intelligence layer for maritime domain awareness – articulating value at the mission level, not just the product level.
- Map the intelligence and decision-making architecture within target organisations; identify budget holders, operational champions, and political sponsors.
- Engage at the executive, flag officer, and ministry level with credibility – translating complex behavioral analytics and AI capabilities into mission outcomes.
- Lead requirement-shaping and capture efforts ahead of formal procurement cycles; influence RFPs, tenders, and capability frameworks to reflect the firm’s unique approach to predictive maritime intelligence.
- Build and manage a network of in-countries partners – SIs, agents, consultants, and defense primes – who can navigate local procurement landscapes and extend your reach.
- Work closely with Solutions Engineering and Product teams to design intelligence workflows and use cases tailored to the specific missions of each customer.
- Develop and execute a territory plan that reflects both near-term pipeline and longer-horizon strategic account development.
- Translate market intelligence and customer insight into actionable feedback for product and go-to-market teams.
- Represent the firm at senior defense, intelligence, and maritime security events across the region.
Skills, Knowledge & Experience
- 5+ years of complex, consultative sales experience with defense, intelligence, or security agencies in APAC – with a track record of closing strategic, multi-stakeholder deals.
- Deep understanding of how intelligence and security organisations consume, evaluate, and procure analytical platforms – you know what a J2, an intelligence analyst, or a coastguard operations center actually needs.
- Proven ability to operate in long-cycle, relationship-driven government sales environments; comfortable navigating procurement complexity, sensitivities, and multi-year deal structures.
- Experience shaping requirements and influencing procurements before they go to tender – not just responding to them.
- Strong existing network across APAC defense, maritime, intelligence, or law enforcement communities.
- Experience working with and through in-country channel partners, agents, and integrators; understands partner dynamics across diverse APAC business cultures.
- Exceptional communication and executive presence – able to engage credibly with senior officials, operators, and technical teams alike.
- Comfortable selling SaaS-based, AI-driven platforms and complex projects to mission-critical environments; able to bridge the gap between cutting-edge technology and operational realities.
- Maritime domain awareness, OSINT, or intelligence platform experience is a strong plus – candidates who understand the intelligence tradecraft behind MDA will be differentiated.
- Willing and able to travel extensively across the region.
