Destinus

• Identify, develop, and manage new business opportunities within the Middle East defense sector, with a focus on UAV technology and government procurement. • Lead the preparation and submission of bids, proposals, and tenders, ensuring compliance with industry and regulatory standards. • Develop and execute go-to-market strategies to position Destinus solutions effectively within the defense ecosystem. • Analyze market trends, competitive landscape, and procurement frameworks to identify potential business opportunities. • Collaborate with internal teams (engineering, legal, and finance) to ensure alignment with business objectives. • Negotiate and manage contracts, securing favorable terms and ensuring successful project execution.

• Identify, develop, and manage new business opportunities within the Canadian defense sector, with a focus on UAV technology and government procurement. • Lead the preparation and submission of bids, proposals, and tenders, ensuring compliance with industry and regulatory standards. • Develop and execute go-to-market strategies to position Destinus solutions effectively within the defense ecosystem. • Analyze market trends, competitive landscape, and procurement frameworks to identify potential business opportunities. • Collaborate with internal teams (engineering, legal, and finance) to ensure alignment with business objectives. • Negotiate and manage contracts, securing favorable terms and ensuring successful project execution.

• Identify, develop, and manage new business opportunities within the Latin America sector, with a focus on UAV technology and government procurement. • Lead the preparation and submission of bids, proposals, and tenders, ensuring compliance with industry and regulatory standards. • Develop and execute go-to-market strategies to position Destinus solutions effectively within the defense ecosystem. • Analyze market trends, competitive landscape, and procurement frameworks to identify potential business opportunities. • Collaborate with internal teams (engineering, legal, and finance) to ensure alignment with business objectives. • Negotiate and manage contracts, securing favorable terms and ensuring successful project execution.

Role Description Imagine this – you’re standing at the very intersection where strategy meets innovation. On one side, our engineers are developing cutting-edge UAV systems; on the other, our business development team is forging strategic partnerships that will define the future of defense. As a Business Development Manager focused on the Latin America defense sector, you will be the key connector between government stakeholders, procurement processes, and technical teams—driving growth through bid formulation, contract management, and deep engagement with the national defense ecosystem. At Destinus, we are revolutionizing the defense industry with cutting-edge Unmanned Aerial Vehicles (UAVs). Our innovative technologies are designed to meet the unique demands of modern defense operations, delivering unparalleled speed, precision, and cost effectiveness. Destinus partners with government agencies and defense organizations worldwide to provide advanced solutions for mission-critical operations, enabling a new era of efficiency and technological superiority. Join us in shaping the future of defense with groundbreaking aerospace innovations. Qualifications - At least 5 years of experience in business development, sales, or procurement within the defense sector. - Proven experience in the UAV/drone industry or government procurement is highly desirable. - Strong knowledge of the LATAM defense ecosystem, including procurement processes and key stakeholders. - Extroverted personality with excellent communication and networking skills. - Strong business acumen and ability to identify strategic opportunities. - Fluent in Spanish (written and spoken). - Ability to work independently and thrive in a fast-paced, dynamic environment. - Willingness to travel within Spain and internationally to represent Destinus at key events. - Experience working with government tenders, procurement processes, or defense technology sales. - Background in engineering, business, or a related field. - Understanding of regulatory requirements in the defense industry. - English and/or Portuguese is a plus. Requirements - Identify, develop, and manage new business opportunities within the Latin America sector, with a focus on UAV technology and government procurement. - Lead the preparation and submission of bids, proposals, and tenders, ensuring compliance with industry and regulatory standards. - Develop and execute go-to-market strategies to position Destinus solutions effectively within the defense ecosystem. - Analyze market trends, competitive landscape, and procurement frameworks to identify potential business opportunities. - Collaborate with internal teams (engineering, legal, and finance) to ensure alignment with business objectives. - Negotiate and manage contracts, securing favorable terms and ensuring successful project execution. Benefits - The Thrill of the Future – Work on cutting-edge projects that redefine aerospace. - Global Innovation Hub – Collaborate with top engineers from all over the world. - Fast-Paced & High-Growth – Experience the rush of working in a rapidly expanding company. - Real Impact – Your work won’t be theoretical—it will shape the future of flight.

About the role Imagine being the person making sure the digital backbone of a fast scaling aerospace company actually works and keeps working as we grow. As the Junior Business Application Specialist you will be responsible for the administration, optimization, and continuous improvement of business applications across a global organization. The role acts as a key interface between business stakeholders, IT, vendors, and external partners to ensure that applications effectively support business processes, comply with governance standards, and scale with organizational growth. At Destinus, we are revolutionizing the defense industry with cutting-edge Unmanned Aerial Vehicles (UAVs). Our innovative technologies are designed to meet the unique demands of modern defense operations, delivering unparalleled speed, precision, and cost effectiveness. Destinus partners with government agencies and defense organizations worldwide to provide advanced solutions for mission-critical operations, enabling a new era of efficiency and technological superiority. Join us in shaping the future of defense with groundbreaking aerospace innovations. What You´ll Do · Act as the functional owner for assigned business applications (e.g. ERP, CRM, HRIS, finance, or operational tools) · Ensure applications are stable, secure, and fit for purpose across all regions · Manage application lifecycles, including configuration, upgrades, enhancements, and decommissioning · Serve as the primary point of contact for business users regarding application-related topics · Gather, analyze, and document business requirements · Translate business needs into functional specifications and solution designs · Support users through training, documentation, and day-to-day functional guidance · Coordinate with external vendors and service providers · Monitor vendor performance and ensure compliance with contracts and SLAs · Support application procurement, renewals, and licensing optimization · Ensure applications comply with internal policies, data protection requirements, and applicable regulatory standards · Support governance frameworks such as “One Tool” policies to reduce application sprawl · Work closely with IT and Security teams to ensure alignment with ISMS / ISO 27001 requirements where applicable · Identify opportunities to streamline processes and improve system usability · Drive automation and standardization across the organization · Support change management and adoption of new functionalities · Maintain accurate documentation of application configurations, processes, and integrations · Support audits and internal reviews related to business applications

**What You´ll Do** - **Process Documentation & Governance** - Map, document, and maintain all end-to-end commercial processes, including opportunity qualification, bid/no-bid decisions, proposal development, pricing approvals and more - Establish and own a centralised Commercial Process Handbook that serves as the single source of truth for all commercial workflows - Define and enforce stage-gate criteria, approval authorities, and escalation paths in line with corporate governance and defense-sector compliance requirements - **Process Optimization & Continuous Improvement** - Analyze existing commercial processes to identify bottlenecks, inefficiencies, and risk areas; design and implement improvements that reduce cycle times and increase win rates - Introduce and track key performance indicators (KPIs) for commercial process health, such as bid turnaround time, approval cycle duration, and proposal quality scores - Benchmark against defense-industry best practices - **Compliance & Enforcement** - Conduct periodic process audits and compliance reviews; report findings to the Head of Commercial Strategy and recommend corrective actions - Provide tracking and progress reporting on defined commercial Enterprise risks - Act as the gatekeeper during critical processes ensuring mandatory steps are completed before progression - **Tools, Systems & Enablement** - Own the configuration and continuous improvement of CRM and commercial management tools to reflect approved processes - Develop templates, checklists, and own decision-support tools development that accelerate day-to-day commercial operations - Design and deliver training programmes and onboarding materials to ensure all commercial team members understand and follow established processes - **Cross-Functional Collaboration** - Partner with a.o. Manufacturing, Legal, Finance to align commercial processes with contractual, financial, and delivery workflows - Support commercial teams during major pursuits by ensuring process discipline is maintained under time pressure - Serve as the primary point of contact for internal and external audits related to commercial operations

About the role As Manager Commercial Processes, you will be the driving force behind documenting, optimising, and enforcing all commercial processes across Destinus. Sitting within the Commercial Strategy team, you will work cross-functionally with Business Development, Commercial Operations, Product and Marketing to ensure that every stage of the commercial lifecycle —from lead qualification through contract execution processes are well defined, clear and governance structures adhered to and in line with defense-industry standards. This is a high-impact role for someone who thrives on bringing structure to fast-moving environments and who understands the rigour required when selling into government and defense customers. At Destinus, we are revolutionizing the defense industry with cutting-edge Unmanned Aerial Vehicles (UAVs). Our innovative technologies are designed to meet the unique demands of modern defense operations, delivering unparalleled speed, precision, and cost effectiveness. Destinus partners with government agencies and defense organizations worldwide to provide advanced solutions for mission-critical operations, enabling a new era of efficiency and technological superiority. Join us in shaping the future of defense with groundbreaking aerospace innovations. What You´ll Do - Process Documentation & Governance - Map, document, and maintain all end-to-end commercial processes, including opportunity qualification, bid/no-bid decisions, proposal development, pricing approvals and more - Establish and own a centralised Commercial Process Handbook that serves as the single source of truth for all commercial workflows - Define and enforce stage-gate criteria, approval authorities, and escalation paths in line with corporate governance and defense-sector compliance requirements - Process Optimization & Continuous Improvement - Analyze existing commercial processes to identify bottlenecks, inefficiencies, and risk areas; design and implement improvements that reduce cycle times and increase win rates - Introduce and track key performance indicators (KPIs) for commercial process health, such as bid turnaround time, approval cycle duration, and proposal quality scores - Benchmark against defense-industry best practices - Compliance & Enforcement - Conduct periodic process audits and compliance reviews; report findings to the Head of Commercial Strategy and recommend corrective actions - Provide tracking and progress reporting on defined commercial Enterprise risks - Act as the gatekeeper during critical processes ensuring mandatory steps are completed before progression - Tools, Systems & Enablement - Own the configuration and continuous improvement of CRM and commercial management tools to reflect approved processes - Develop templates, checklists, and own decision-support tools development that accelerate day-to-day commercial operations - Design and deliver training programmes and onboarding materials to ensure all commercial team members understand and follow established processes - Cross-Functional Collaboration - Partner with a.o. Manufacturing, Legal, Finance to align commercial processes with contractual, financial, and delivery workflows - Support commercial teams during major pursuits by ensuring process discipline is maintained under time pressure - Serve as the primary point of contact for internal and external audits related to commercial operations

• Co-create and execute Destinus’ global partnership strategy as a primary lever for market access, sovereign alignment, and industrial scale-up • Own and Manage system integration partnerships enabling NATO-aligned and customer-specific architectures • Own and Manage capability partnerships supporting seekers, interceptors, networking, payloads, and critical subsystems • Manage industrial partnerships and manufacturing alliances to enable scalable production, localization, cost-down trajectories, and supply chain resilience • Support the evaluation, structuring, and commercial negotiation of joint ventures and long-term industrial partnerships • Support business cases for strategic initiatives such as JVs, local industrialization, and co-production in countries outside core markets • Analyze market trends, procurement frameworks, and the competitive landscape to identify strategic opportunities and partnerships. • Build and maintain a portfolio of high-value B2B relationships with defence primes, integrators, and sovereign industrial partners • Develop account-level relationship strategies for key partners aligned to the commercial roadmap and programe milestones • Serve as senior commercial interface for partner organizations, ensuring trust, transparency, and mutual value creation • Identify opportunities for expanding partnership scope – cross-selling, co-development, and new capability integration. • Partner with various internal stakeholders (a.o. Legal, M&A, Finance, Engineering, Production) to ensure proposed collaborations are feasible, compliant, and aligned with product roadmaps • Provide market feedback to enhance future product capabilities.

About the role The Senior Commercial Partnership Manager is responsible for defining, building, and managing Destinus partnerships. This role covers system integrators, capability providers, manufacturing partners, joint ventures, and co-production arrangements – to unlock market access, accelerate sovereign alignment, and enable scalable industrialization across core and emerging markets. The position is a key enabler for building Destinus’ global partnership ecosystem. At Destinus, we are revolutionizing the defense industry with cutting-edge Unmanned Aerial Vehicles (UAVs). Our innovative technologies are designed to meet the unique demands of modern defense operations, delivering unparalleled speed, precision, and cost effectiveness. Destinus partners with government agencies and defense organizations worldwide to provide advanced solutions for mission-critical operations, enabling a new era of efficiency and technological superiority. Join us in shaping the future of defense with groundbreaking aerospace innovations. What You´ll Do - Commercial Partnerships, JVs & Industrialisation - Co-create and execute Destinus’ global partnership strategy as a primary lever for market access, sovereign alignment, and industrial scale-up - Own and Manage system integration partnerships enabling NATO-aligned and customer-specific architectures - Own and Manage capability partnerships supporting seekers, interceptors, networking, payloads, and critical subsystems - Manage industrial partnerships and manufacturing alliances to enable scalable production, localization, cost-down trajectories, and supply chain resilience - Support the evaluation, structuring, and commercial negotiation of joint ventures and long-term industrial partnerships - Support business cases for strategic initiatives such as JVs, local industrialization, and co-production in countries outside core markets - Analyze market trends, procurement frameworks, and the competitive landscape to identify strategic opportunities and partnerships. - B2B Relationship Management & Growth - Build and maintain a portfolio of high-value B2B relationships with defence primes, integrators, and sovereign industrial partners - Develop account-level relationship strategies for key partners aligned to the commercial roadmap and programe milestones - Serve as senior commercial interface for partner organizations, ensuring trust, transparency, and mutual value creation - Identify opportunities for expanding partnership scope – cross-selling, co-development, and new capability integration. - Cross-Functional Collaboration - Partner with various internal stakeholders (a.o. Legal, M&A, Finance, Engineering, Production) to ensure proposed collaborations are feasible, compliant, and aligned with product roadmaps - Provide market feedback to enhance future product capabilities.

• Own the full recruitment cycle end to end across technical and business roles, from first intake to signed offer • Partner closely with hiring managers to understand real needs, not just job descriptions, and translate them into sharp hiring strategies • Actively source top talent across Europe using creative, data-driven approaches, not just inbound applications. • Drive a fast and high-quality candidate experience, keeping momentum and communication tight at every stage • Manage pipelines, track progress, and bring structure to hiring processes in a fast-moving environment. • Collaborate with HR and leadership to continuously improve how we attract, assess, and close talent. • Support employer branding initiatives, positioning Destinus as a place where ambitious people come to build what’s next.