Director of Indian Govt Sales

WHY DIGANTARA?

Lead the India commercial engine of a deep-tech space company operating at the intersection of Space, National Security, Intelligence and Advanced Technology. This is a role with genuine ownership of relationships, revenue and market creation and a direct hand in shaping Digantara's growth in India's rapidly evolving space and defence ecosystem.

Ideal Candidate:

We are looking for a Director of Indian Govt Sales to own strategic sales, business development, key accounts and revenue growth across Indian Government, Defence, Space, Aerospace and PSU customers. You will run the full commercial cycle — relationship building, opportunity shaping, RFI/RFP, solutioning, proposal writing, negotiation, contracting and revenue realization.

RESPONSIBILITIES:

• Own the full India government go-to-market strategy — pipeline creation, deal progression and closure across the Armed Forces, MoD, MHA, NSCS, DRDO, NTRO, ISRO and Defence PSUs — and deliver year-on-year revenue growth against targets.
• Build and hold relationships at every level of the customer organisation, from file initiators to approving authorities, mapping hierarchy, delegated financial powers and internal decision dynamics well enough to know how an order actually moves.
• Convert interest into funded procurement by walking the acquisition path with the customer — CFA/IFA alignment, AIP, AoN, budget allocation, QR framing, RFI/RFP drafting and price benchmarking.
• Lead capture and contracting end to end under DAP/DPM — tendering, evaluation, BoQs, and commercial negotiation on pricing, payment milestones, SLAs, warranties, acceptance criteria, LDs and CNCs — through to revenue realization.
• Own proposal quality: know the products deeply enough to answer most customer questions directly, translate engineering inputs into professional-grade proposals, presentations, QRs and RFI/RFP responses, and pull Engineering in only where genuine depth is needed.
• Build and lead a hands-on sales team and track every engagement and bid through a CRM so the India pipeline is visible and forecastable.
• Shape positioning and pricing against a deeply understood competitive landscape and convert one-off procurements into repeat orders and long-term contracts.

QUALIFICATIONS:

• Proven track record of winning complex ₹10 Cr–₹300 Cr+ government and defence contracts through deep-tech product sales (rather than maintenance, services, MRO or IT products).
• Strong existing network across the Armed Forces (Army, Navy, Air Force), defence and intelligence agencies (DRDO, NTRO), Ministries (Defence, Home, NSA, Space), ISRO and Defence PSUs.
• 12–18+ years in strategic deep-tech product sales and business development to Indian Government customers across Defence, Aerospace, Space or enterprise technology.
• Deep command of DAP/DPM and allied procurement procedures — delegated procurement powers, RFI/RFP, tender-driven sales, commercial negotiation and contract closure.
• Skilled in proposal leadership — turns engineering inputs into compelling, customer-focused technical proposals. Able to hold a technical conversation with a Service HQ without an engineer in the room.
• Operates confidently at the intersection of deep technology and procurement.

General Requirements:

• Strong leadership capability with the ability to influence cross-functional stakeholders.
• Comfortable working in a lean startup culture with high autonomy and accountability.
• Ability to communicate effectively with both deep technical teams and senior business stakeholders.
• Willingness to collaborate closely with cross-functional teams.