Head of Sales Execution

About the role

RSI Europe, a fast‑growing defence‑technology company in Vilnius, is seeking a Head of Sales Execution to lead international business development and manage the full sales cycle for advanced remotely operated systems.

Key responsibilities

• Create, implement and continuously improve the sales process and a unified deal‑management methodology from lead qualification to contract signing.
• Manage and improve the productivity KPI system, set clear individual and team metrics, track progress and address deviations.
• Participate as senior negotiator in strategic negotiations and transfer negotiation expertise to colleagues.
• Ensure pipeline quality and forecast reliability through regular deal reviews.
• Implement pricing principles, approve non‑standard commercial terms and enforce pricing frameworks.
• Coordinate cross‑functional collaboration with R&D, legal and finance during transaction closing.
• Meet monthly, quarterly and annual productivity and revenue targets.
• Own partner selection, develop a structured methodology and conduct regular partner performance reviews.
• Resolve escalated partner conflicts and territorial disputes with clear escalation rules.
• Manage strategic relations with defence institutions, oversee proposal preparation, export licensing and compliance.
• Work with Business Development team to identify competency gaps and mentor professional and sales skill growth.

Required profile

• Proven experience in a B2B/B2G sales leadership role and people management (e.g., Head of Sales, Sales Director, Regional Sales Manager, Business Development Director).
• Track record of closing deals valued at over €1 million.
• Experience managing sales through international partner/distributor networks.
• Practical involvement in defence or public procurement processes.
• MBA or equivalent higher‑education degree in business administration, international relations, international business or a related field.
• Expertise in strategic sales planning and pipeline management.

Required skills