Account Executive, APAC Defense

About the Company Armada is the hyperscaler for the edge, delivering modular AI infrastructure from first deployment to AI factory with speed, scale and sovereignty. Named one of Fast Company's Most Innovative Companies and to the CNBC Disruptor 50, Armada’s solutions are deployed in over 60 countries globally for organizations ranging from energy to defense. With nearly $500 million in funding to date, Armada is backed by leading investors including Founders Fund, Lux, BlackRock and Microsoft (M12), alongside strategic partnerships with Microsoft, Dell, Palantir, NVIDIA, SpaceX, and Skydio. We are building the infrastructure layer for sovereign and edge AI - rugged, deployable compute for customers that cannot rely on centralized cloud. Working at Armada means taking ownership, driving autonomy, and delivering impact. You’ll tackle challenges that haven’t been solved before and help build something transformative from the ground up. What you do here will not only define your career but help further Armada’s mission to bridge the digital divide for customers around the world. About the Role The Account Executive – APAC Defense plays a critical role in driving Armada's growth across the Asia-Pacific defense and national security sector, with a primary focus on Australia and key allied defence organizations across the region. This role is designed for a senior, strategic enterprise seller who excels at managing complex, long-cycle government and defense opportunities while building trusted relationships with military, intelligence, and national security stakeholders. You will lead strategic customer engagement across organizations including the Australian Department of Defense (DoD), Australian Defense Force (ADF), Defence Science and Technology Group (DSTG), Five Eyes partners, defense agencies, intelligence organizations, and allied government entities throughout APAC. The position combines strategic account ownership, consultative selling, and deep customer engagement to position Armada’s edge computing and AI infrastructure solutions as mission-critical capabilities supporting operational readiness, sovereign AI initiatives, autonomous systems, intelligence operations, and defense modernization programs. You will work closely with senior military leaders, procurement stakeholders, program executives, and technology decision-makers to solve complex operational challenges and deliver measurable mission outcomes. This role is instrumental in establishing Armada as a trusted partner across the Australian and broader APAC defense ecosystem and driving long-term strategic growth throughout the region. Territory: Australia & APAC Defense Location: Australia (Sydney, Canberra, Melbourne, or Brisbane preferred) What You'll Do (Key Responsibilities) • Drive new revenue by identifying, qualifying, and closing complex enterprise opportunities within Australian Defence, intelligence agencies, government organizations, and allied defense partners across APAC • Develop and maintain trusted relationships with senior military leaders, defense executives, procurement stakeholders, CIOs, CISOs, program directors, and intelligence community representatives • Lead end-to-end strategic sales engagements across defense, national security, and sovereign technology programs • Navigate highly complex procurement environments and multi-stakeholder buying groups within classified and security-sensitive organizations • Position Armada's edge AI, sovereign computing, and deployable infrastructure capabilities as mission-critical solutions for defence operations • Develop account strategies aligned to Australian Defense priorities, modernization programs, and emerging technology initiatives • Deliver executive-level presentations and solution workshops demonstrating measurable operational and mission impact • Own territory planning, pipeline management, forecasting, and CRM discipline across the APAC Defense portfolio • Lead complex negotiations and successfully close high-value, multi-year strategic contracts • Partner closely with Product, Engineering, Solutions Architecture, Government Affairs, and Leadership teams to deliver tailored customer outcomes • Build and leverage relationships with defense primes, systems integrators, channel partners, and the broader defence industry ecosystem • Support and lead participation in Defense RFI, RFQ, RFT, and tender processes • Represent Armada at key industry events including Land Forces, Avalon Airshow, Indo Pacific, MilCIS, and regional defence conferences • Drive post-sales engagement to ensure customer success, expansion opportunities, and long-term strategic partnerships • Maintain current knowledge of Australian Defense strategy, AUKUS initiatives, defense modernization priorities, budgets, acquisition programs, and regional security trends • Operate with a high level of ownership, accountability, and autonomy in a fast-paced, high-growth environment Required Qualifications • Bachelor's degree in Business, Engineering, Technology, Defense Studies, or a related field • 10+ years of enterprise sales experience focused on Defense, National Security, Aerospace, Federal Government, or Public Sector customers • Proven track record managing and closing strategic opportunities within the Australian Department of Defense, intelligence community, or defense industry • Demonstrated success selling complex technology solutions into highly regulated and security-sensitive environments • Strong understanding of Australian Defense procurement processes and acquisition frameworks • Experience managing large, complex, multi-year sales cycles with numerous stakeholders • Executive presence and ability to engage credibly with senior military officers, government executives, and industry leaders • Consistent history of quota attainment and overachievement • Strong pipeline development, account planning, and forecasting capabilities • Self-motivated and highly effective in startup or high-growth environments • Ability to travel across Australia and APAC as needed Preferred Qualifications • Existing relationships across Australian Defense, ADF, DSTG, CASG, intelligence agencies, or national security organizations • Experience working with Five Eyes partners and allied defense organizations • Understanding of AUKUS, sovereign capability initiatives, defense modernization programs, and emerging defense technologies • Experience selling AI, edge computing, cloud infrastructure, data platforms, autonomous systems, cybersecurity, or mission systems solutions • Familiarity with defense primes and systems integrators including Lockheed Martin, BAE Systems, Boeing Defense Australia, Northrop Grumman, Raytheon, Thales, Leidos, and Accenture • Experience with MEDDPICC, Challenger Sale, Force Management, or Command of the Message methodologies • Startup, venture-backed, or high-growth technology company experience • Prior military service, defense industry experience, or government background highly regarded • Ability to obtain and maintain Australian Government security clearance You're a Great Fit if You're • A go-getter with a growth mindset. You're intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledge • A detail-oriented problem-solver. You can independently gather information, solve problems efficiently, and deliver results with a "get-it-done" attitude • Thrive in a fast-paced environment. You're energized by an entrepreneurial spirit, capable of working quickly, and excited to contribute to a growing company • A collaborative team player. You focus on business success and are motivated by team accomplishment vs personal agenda • Highly organized and results-driven. Strong prioritization skills and a dedicated work ethic are essential for you Equal Opportunity Statement At Armada, we are committed to fostering a work environment where everyone is given equal opportunities to thrive. As an equal opportunity employer, we strictly prohibit discrimination or harassment based on race, color, gender, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other characteristic protected by law. This policy applies to all employment decisions, including hiring, promotions, and compensation. Our hiring is guided by qualifications, merit, and the business needs at the time. Unsolicited Resumes and Candidates Armada does not accept unsolicited resumes or candidate submissions from external agencies or recruiters. All candidates must apply directly through our careers page. Any resumes submitted by agencies without a prior signed agreement will be considered unsolicited and Armada will not be obligated to pay any fees.