• Conduct a high volume of outbound phone calls daily to identify and engage potential customers. • Send personalized and targeted outbound email sequences to generate interest and drive conversions. • Leverage multiple channels (phone, email, social touches) to increase connect rates and establish contact with decision-makers. • Qualify prospects through cold calls and follow ups to understand their pain points, needs, budgets, and timelines. • Maintain accurate and detailed notes in the CRM. • Build and nurture a consistent pipeline of early-stage opportunities for the sales team. • Schedule discovery meetings for Account Executives. • Track outreach activity and optimize performance using data-driven insights. • Provide pre-and-post webinar and event communication with prospects and clients as needed to drive attendance and follow-up conversations. • Utilize CRM systems (Salesforce, HubSpot, Gong) for lead management, tracking, and reporting. • Work with sales & marketing leadership to refine outreach scripts, email templates, and value messaging. • Use sales engagement platform (Gong) to manage sequences and touchpoints. • Partner closely with marketing to follow up on outbound campaigns and ensure alignment on messaging. • Share insights from market conversations to help guide product, marketing, and sales strategy.

• Drive new business acquisition across the US SaaS market. • Manage the full sales cycle: prospecting, discovery, demos, negotiation, and closing. • Consistently achieve and exceed monthly, quarterly, and annual revenue targets. • Maintain a strong, predictable pipeline of qualified opportunities. • Build trusted relationships with decision-makers and senior stakeholders. • Understand client pain points and position solutions through consultative selling. • Lead product demonstrations and tailored proposals. • Execute go-to-market strategies within assigned segments or territories. • Identify emerging opportunities and contribute insights on market trends. • Collaborate with marketing on outbound campaigns and lead generation initiatives. • Partner with Customer Success to ensure smooth onboarding and retention. • Provide customer feedback to Product teams to improve offerings. • Work closely with Sales leadership on forecasting and performance planning. • Maintain accurate CRM records and pipeline hygiene. • Deliver reliable forecasts and sales reports. • Use data and metrics to optimize conversion and deal velocity.

• Proactively identify and engage with key decision-makers through outbound channels • Conduct cold calls, send personalized cold emails, and initiate LinkedIn messaging sequences to spark interest and fuel our growth. • Qualify leads by understanding their needs, pain points and goals. • Collaborate closely with Account Executives and support BDR team members when needed. • Create and prioritize strategic target account lists within a defined territory

Role Description We are seeking a dynamic, driven, and experienced Business Development Manager to be based in Australia-- working remotely--, fully responsible for expanding THEON’s business across Australia, New Zealand and the broader APAC region. This role carries full accountability for regional market growth, customer engagement, and strategic positioning within the defense and security sector. The successful candidate will act as THEON’s primary representative in the region and play a key role in strengthening the company’s footprint with Armed Forces, Special Operations units, and defense partners. Training and onboarding will take place in Greece. Key Responsibilities - Conducting in-depth market research and identifying new business opportunities within assigned region. - Developing, managing, and expanding strategic relationships with Ministries of Defence, Armed Forces, Special Units, prime contractors, and local industry partners. - Building and maintaining strong customer networks at all organizational levels, from operational users to senior leadership. - Leading negotiations and successfully closing contracts in compliance with local procurement frameworks. - Acting as THEON’s primary representative in assigned region, ensuring strong market presence and brand positioning. - Monitoring regional defense programs and proactively aligning THEON’s solutions with upcoming requirements. - Supporting regional exhibitions, demonstrations, and field evaluations. - Driving ambitious growth targets with a clear determination to win business. Qualifications - University degree in Engineering or Science. - An MBA or degree in Finance/Commercial studies will be considered a strong advantage. - Minimum of 5 years of sales experience in a similar role within the defense sector (mandatory). - Proven experience in the Australian and regional defense market is highly desirable. - Military background will be considered a strong plus. - Strong understanding of defense procurement processes in Australia and assigned region. - Native command of the English language. - Outstanding communication, negotiation, interpersonal, and presentation skills. - Willingness and availability for frequent travel within assigned regional APAC. - Strong entrepreneurial mindset, resilience, and a clear determination to achieve and exceed business objectives.