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Sales Director, APAC
About Windward
The world's oceans are the arteries of global trade, energy, and security - and they're increasingly contested. Windward is the Intelligence Organization of the Oceans: an AI-driven predictive intelligence platform that fuses multi-source, behavioral analytics, cargo intelligence, vessel ownership networks, and risk profiling to give governments the kind of comprehensive, actionable maritime domain awareness that no other platform delivers. We don't just track ships - we uncover the story behind them.
Our solutions empower defense, intelligence, and coastal security organisations to get ahead of threats before they materialise, connecting the dots across complex, multi-layered maritime activity at global scale.
Position Overview
We are looking for a strategic, mission-driven Sales Director to build and grow Windward'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 Windward 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 Windward'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 Windward at senior defense, intelligence, and maritime security events across the region.
Requirements
- 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.
Skills Required
- Minimum 5 years experience managing and scaling sales with security, law enforcement and intelligence agencies in APAC
- Strong specialization in business processes and decision-making frameworks within relevant verticals
- Exceptional communication, presentation, and influencing skills at all organizational levels including executive/C-level
- Self-motivated, goal-driven, independent with strong desire to achieve results
- Willingness to travel as needed to meet clients and pursue opportunities
- Experience engaging and collaborating with business partners (SIs, agents, resellers, distributors, technology partners)
- Owns a network of potential end users and local partners in APAC
- Understands different business cultures across the APAC region
- Experience selling SaaS solutions to security organizations
- Maritime industry knowledge or experience
What We Do
Windward is the leading Maritime AI™ company delivering full visibility across the seas through sensor-agnostic intelligence and agentic workflows that turn ocean data into decisive action to anticipate threats, protect critical assets, and stay in control at sea.
