Description
We are seeking a high-impact Field Demo Specialist – Multi-Layer CUAS responsible for delivering compelling, customer-facing demonstrations that translate technical capability into clear operational value and buying conviction.
This is not just a technical role — it is a customer-facing, storytelling-driven position at the front line of deal execution. Reporting to the VP CUAS Solutions, this role is critical in converting technical performance into customer trust, differentiation, and deal momentum.
Responsibilities:
1. Customer-Facing Demo Leadership
- Lead all customer-facing demonstrations, trials, and evaluations
- Act as the on-site presenter and technical authority
- Engage with:
- Operational users
- Technical evaluators
- Senior decision-makers
- Drive structured, confident, and persuasive demo delivery
2. Demo Storytelling & Narrative Control
- Build and deliver clear operational narratives during demos:
- Define the threat scenario
- Walk through detection → identification → mitigation
- Highlight mission impact and outcomes
- Translate complex technical capabilities into:
- Simple, compelling messages
- Operational value
- Clear differentiation vs competitors
- Control the flow of the demo to ensure key messages land
3. Field Execution Excellence
- Lead end-to-end execution of:
- Demos
- Field trials
- PoCs
- Own:
- Setup and deployment
- System configuration and calibration
- Live execution under real conditions
- Ensure demos run smoothly, professionally, and reliably
4. Real-Time Adaptation & Presence
- Adapt messaging and execution in real time based on:
- Customer reactions
- Technical performance
- Environmental conditions
- Handle questions, challenges, and objections live in the field
- Maintain confidence and control under pressure
5. Technical Credibility & Explanation
- Clearly explain:
- System capabilities
- Performance boundaries
- Operational concepts
- Bridge between:
- Deep technical detail
- Customer-level understanding
- Build trust as both:
- Expert operator
- Credible advisor
6. Demo Strategy & Deal Alignment
- Work closely with Sales/BD to:
- Align demos with deal strategy
- Emphasize key differentiators per opportunity
- Support win themes and positioning
- Tailor demos to:
- Customer mission
- Threat environment
- Procurement priorities
7. Feedback & Continuous Improvement
- Capture customer reactions and insights from each demo
- Identify:
- What resonated
- What created doubt
- What needs improvement
- Feed structured input into:
- Product
- Solutions
- Sales strategy
- Continuously refine demo playbooks and storytelling frameworks
Requirements
- 4–10+ years in defense, CUAS, EW, ISR, or similar domains
- Proven experience in:
- Customer-facing technical roles
- Live demos, trials, or operational briefings
- Strong ability to:
- Present
- explain
- and influence technical and non-technical audiences
- Hands-on experience with:
- Field deployment and system operation
- Willingness to travel extensively (60–80%)
Preferred Qualifications
- Direct experience with Counter-UAS systems
- Background in military or operational units (especially instructor / briefing roles)
- Experience presenting to: Senior defense stakeholders, Government customers
- Familiarity with: RF environments, Drone threats and behaviors
