Technical Sales Representative

Role Overview

You will drive sales of advanced drone systems by combining deep technical understanding with strong commercial execution. You will engage directly with customers to understand operational needs, deliver compelling demonstrations, and recommend optimal system configurations. The role spans the full sales cycle—from opportunity discovery to contract negotiation and closing—and includes short-term B2G engagements that are critical to end-user adoption.

You will work closely with Engineering, Product, Commercial, and Marketing teams to ensure technically sound proposals, successful evaluations, events, tradeshows and continuous market feedback.

Key Responsibilities

Opportunity Ownership & Qualification

• Discover, qualify, and shape sales opportunities by understanding customer missions, constraints, and success criteria.
• Map operational needs to appropriate platforms, payloads, ground systems, and integrations.

Demonstrations & Evaluations

• Plan and deliver technical product demonstrations (in person and virtual).
• Lead field evaluations, pilots, and trials; clearly articulate value, capabilities, limitations, and trade-offs to both technical and business stakeholders.

Solution Design & Advisory

• Recommend tailored system configurations including airframes, payloads/sensors, C2 and data links, ground control systems, and third-party integrations.
• Advise customers on operational concepts and applications.

Public Sector & B2G Engagements

• Lead short-term B2G demos, pilots, and evaluation programs to drive end-user engagement and accelerate adoption.
• Support public-sector procurement processes with accurate technical inputs.

Commercial Execution

• Prepare proposals, quotations, and basic ROI or benefit analyses.
• Support RFI/RFQ responses and contribute to contract discussions and negotiations.

Cross-Functional Collaboration

• Work closely with Engineering and Product on specifications, feasibility, delivery timelines, and roadmap feedback.
• Coordinate with Marketing on campaigns, events, trade shows, and thought leadership activities.
• Support customer handover to delivery and operations, ensuring requirements are clearly documented.

CRM & Pipeline Management

• Maintain disciplined CRM hygiene (e.g., Salesforce or HubSpot): pipeline status, next actions, forecasting, and win/loss analysis.

Experience & Requirements

• 4–7+ years of experience in technical sales, sales engineering, or solutions consulting.
• Strong preference for backgrounds in UAVs, robotics, aerospace, defense, or mission-critical systems.
• Proven success managing full-cycle deals, including demos, trials, and proposal development.
• Solid understanding of drone system architectures: platforms, payloads/sensors, communications, ground control, and data workflows.
• Experience engaging public-sector or B2G customers, including short-cycle pilot or evaluation programs.
• Proficiency with CRM systems (Salesforce, HubSpot) and standard sales tools (PowerPoint, Word, Excel).
• Excellent written and spoken English; additional languages are an advantage.
• Willingness to travel for customer meetings, demonstrations, and industry events.

Preferred

• Experience in defense, aerospace, or other highly regulated environments.

Qualifications

• Bachelor’s degree in Engineering, Aeronautics, Robotics, or Business with strong technical aptitude, or equivalent practical experience.
• Relevant certifications (UAS operations, sales methodologies) are advantageous.

Key Skills

• Consultative selling and solution mapping.
• Ability to translate operational requirements into effective system configurations.
• Hands-on demonstration capability and customer enablement.
• Confident communication with technical specialists and executive stakeholders.
• Proposal writing, objection handling, and negotiation.
• Structured communication, attention to detail, and reliable follow-through.
• Strong cross-functional collaboration and feedback discipline.

Why join Thunderstrike?

• You get to sell a technically best-in-class product at the forefront of unmanned aviation with real customer impact
• Own the full sales cycle with high autonomy
• Influence product and engineering decisions through customer insight
• Strong base + commission tied to deal quality
• Clear growth path into senior or enterprise roles
• Fast-paced, low-bureaucracy environment with trust and ownership

If you have any questions about this role, contact us at andre.kristensen@sourcingit.dk or +45 6165 3946

Apply here: Technical Sales Representative | Thunderstrike Aviation | LinkedIn