Build & contribute to something meaningful. Shape Defence industry outcomes.
At Objective, we create software that makes a difference.
We’re expanding our footprint in the Defence & Intelligence industry, and we’re looking for a Business Development Director to lead the charge.
This is a business development role focused on opening new doors across Defence Industry, including manufacturers, suppliers, and industry partners, you will be taking a well-established, credible platform with brand recognition into a market that is primed for growth. This role gives you the platform to do it at scale.
This role reports to the VP Defence & Intelligence and is an individual contributor with no direct people management responsibilities .
Your impact:
- Identify and win new customers across Defence manufacturers and suppliers.
- Build and leverage a strong network across the Defence Industry ecosystem.
- Shape and lead end-to-end sales cycles (6–24 months) from prospecting through to close.
- Shape and execute territory and account strategies.
- Own pipeline, forecasting and opportunity strategy using CRM
- Make your mark, and drive tenders, bids, and navigate complex deals.
- Partner with pre-sales, product and leadership to land strategic wins.
- Have the benefit of referenceable large current customers, bringing credibility and trust to your sales efforts.
You’ll be primarily responsible for creating new opportunities, identifying, engaging, and converting Defence Industry organisations that don’t yet work with Objective.
You will:
What we’re looking for:
- Proven success in new business sales (hunter mindset is critical).
- Strong experience selling into the Defence industry or Defence adjacent sectors.
- Experience in closing complex, high-value enterprise deals.
- Deep understanding of Defence Industry ecosystem, stakeholders, and buying cycles.
- Experience in managing long, multi-stakeholder sales cycles
- Expertise in structured sales methodologies (MEDDIC, Challenger, etc.)
- Australian Citizenship
- Eligibility for Government Security Clearance (Baseline or above)
You bring:
Must have:
Why join Objective
- Sell a proven, trusted platform in a high-security environment
- Strong brand credibility and existing customer base
- High-growth market with significant untapped opportunity
- Collaborative, supportive culture with real autonomy
- Work on deals that contribute to national outcomes
Skills Required
- Proven success in new business sales
- Strong experience selling into the Defence industry or adjacent sectors
- Experience in closing complex, high-value enterprise deals
- Deep understanding of Defence Industry ecosystem and buying cycles
- Experience in managing long, multi-stakeholder sales cycles
- Expertise in structured sales methodologies such as MEDDIC or Challenger
- Australian Citizenship
- Eligibility for Government Security Clearance (Baseline or above)
What We Do
We’re formed by a team of creators, passionate about code, agile methodology and focused on sharing knowledge to generate value for our customers through digital solutions. Discovering innovative paths in complex and strategic projects, we guarantee the quality of delivery in scale through continuous tests automation, which creates the necessary confidence for creating long-standing relationships among employees, customers and partners. For over 20 years, we have contributed to the success of the largest telecommunications companies in Brazil with digital solutions for billing and subscribers management. And through our experience and knowledge, we expanded our offerings with a portfolio of digital solutions, consultancies and software development teams for the most varied market segments, such as manufacturing, finance, education, retail, health and utilities. The United States unit was founded in 2017, in Chicago, allowing us to deliver the same quality, expertise and specific IT solutions to American companies. The company belongs to the Objective Group, which includes E-TRUST, specialized in information security and Identity Management, CodeIT, which develops systems for insurance and social security and ELEFLOW with BI solutions and Big Data Analytics. If you like challenges, learn constantly and value personal connections, join us! Other interesting information about us you should know: - One of the best companies to work in Paraná, Brazil, according to GPTW - We offer one of the best remuneration in Brazilian IT market, according to Glassdoor - Offices in Brazil (São Paulo, Maringá, Curitiba) and Chicago - We’re a benchmark of agile development, with a case published on ‘The Scrumban [R]Evolution: Getting the Most Out of Agile, Scrum, and Lean Kanban’ book, from Ajay Reddy
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