Key Responsibilities

• Build the pipeline -- map and prioritize target accounts across the Ukrainian
  defense ecosystem: AFU brigades and units, UGV manufacturers and integrators,
  government bodies, and procurement channels

• Be ARK's consistent point of contact for clients and partners, following up,
  tracking needs, and keeping every opportunity moving

• Lead technical discovery with clients: platform and drive interfaces, comms setup,
  payloads, and operational scenarios, captured as structured requirements

• Deliver standard FRK product walkthroughs and demos independently

• Plan and coordinate demos with units, government stakeholders, and partners --
  logistics, scheduling, test site access, participants, and follow-up

• Manage pilot and integration projects end to end: scope, timeline, deliverables, and
  communication between the client and ARK engineering

• Scope integration projects and prepare technical proposals and statements of work
  together with ARK engineering

• Answer technical questionnaires and tender requirements

• Navigate Ukrainian defense procurement (MoD and unit-level buying, Brave1, DOT-Chain
  Defence, codification, grants and donor-funded channels) and position FRK for the
  right route

• Bring market intelligence back to the product team -- pricing sensitivity,
  competitor offerings, and customer and field requirements turned into clear backlog
  inputs

• Keep the CRM up to date and report pipeline status and forecasts regularly
  
  Skills Required

• 3+ years in technical sales, pre-sales, solutions engineering, or technical project
  management, ideally in defense, dual-use tech, or hardware

• An engineering background or hands-on experience with UGV/UAV, robotics, or
  electronics

• An existing network in the Ukrainian defense sector (units, manufacturers,
  government, or volunteer foundations)

• Strong organizational skills, with experience coordinating events, demos, or
  multi-stakeholder projects

• Understanding of autonomy, navigation, and comms at a system level, enough to read
  specs and interface docs and hold a credible conversation with engineers and
  operators

• Self-directed and able to work with a remote team in Estonia
  
  

  Skills Nice to Have

• experience with Ukrainian defense procurement, Brave1 or codification; background in
  UGV/UAV or drones

• experience with LOIs, pilot agreements, or framework contracts
  
  Languages

• Ukrainian & English (professional working proficiency)

• Values Alignment:*
  You resonate with our no-bullshit, high-accountability culture. You're a builder who
  thrives in ambiguity, believes in mission-first decisions, and prefers progress over
  perfection. You want your work to matter--to our team, our product, and the broader
  context we operate in.