Sales and Commercial Lead

D-Orbit is seeking a highly motivated and customer-oriented Sales and Commercial Lead to drive business growth within specific Business Units. This role will own the end-to-end sales and proposal strategy, from opportunity identification and customer engagement through to contract finalization, for complex and high-value projects, ensuring competitive, profitable, and customer-focused solutions.

This position combines customer-facing sales activities with active participation in bid management and solution development. Our Sales & Commercial team is the essential link between the customer and the business, and has a strong appetite for fresh energy, new ideas, and dynamism.

The ideal candidate combines strong commercial acumen, excellent communication and negotiation skills, and the ability to understand complex technical solutions and translate customer requirements into compelling offers. The selected candidate will have the opportunity to join the Business Unit best aligned with their profile, across Commercial, Space Agencies, Government, and Defence markets.

Key Responsibilities & Tasks

Sales Pipeline, Customers, and Opportunity Management

• Develop and expand relationships with customers and stakeholders within assigned markets and accounts.
• Own opportunities throughout the entire sales cycle, from qualification to contract signature, maintaining a healthy sales pipeline within the CRM system (including accurate forecasts and regular reporting).
• Represent D-Orbit at customer meetings, conferences, exhibitions, and industry events.
• Coordinate with engineering, program management, finance, legal, procurement, and product teams to ensure successful pursuit of opportunities aligned with the specific Business Unit and company strategies.
• Lead the preparation of commercial proposals, ensuring alignment with customer expectations, corporate objectives, and profitability targets.
• Develop pricing strategies that balance competitiveness and profitability.
• Lead commercial risk analysis and mitigation planning in line with internal risk governance processes and proposal preparation procedures.
• Manage proposal schedules, deliverables, and internal approvals.

Contract Negotiation & Closing

• Ensure consistency in margins, assumptions, and commercial positioning.
• Assess contractual terms and negotiate commercial conditions.
• Drive opportunities to successful closure while protecting D-Orbit's commercial interests, ensuring that all risks are appropriately assessed and mitigated.
• Act as the focal point for Technical Proposal Engineers, Engineering, Finance, Legal, Supply Chain, and Execution teams.

Sales Engineering & Solution Development

• Support technical discussions with customers during pre-sales phases.
• Identify competitive differentiators and contribute to market intelligence activities to influence product roadmaps and business planning. Work closely with product, engineering, and mission design teams to define feasible and competitive offerings.
• Guide internal stakeholders in developing optimized customer solutions and contribute to the development of service concepts, architectures, and value propositions.

Market Intelligence & Strategy

• Support BU leadership in defining go-to-market strategies and commercial priorities.
• Provide customer and market insights to influence product roadmaps and business planning.

Requirements

• 5+ years of experience in sales, business development, bid management, sales engineering, or similar commercial roles within project-oriented or highly engineered environments.
• Proven experience managing complex B2B sales cycles, from opportunity qualification and capture planning to proposal development, contract negotiation, and deal closure.
• Strong ability to understand complex technical products and services and translate customer needs into compelling commercial solutions.
• Experience working effectively with engineering, product, finance, legal, supply chain, and other cross-functional teams.
• Excellent communication, presentation, negotiation, and stakeholder management skills, including the ability to influence senior-level counterparts.
• Strong analytical and problem-solving skills, with a high level of ownership, accountability, and autonomy.
• Ability to operate effectively in a fast-paced, international environment with a collaborative and team-oriented mindset.
• Fluent written and spoken English.
• Experience in aerospace, space, defence, naval, telecommunications, or other high-technology industries is highly desirable.

We offer a base salary range of €45,000–€60,000 gross per year for this role, depending on experience and location, plus a performance-base