Head of Global Sales - Defense Division in Lincolnshire, Illinois at Setna iO, LLC

Head of Sales – Defense Division

SETNA is a global aircraft and engine lessor, component stockist, and MRO provider specializing in teardowns, inventory acquisitions, and daily trading. With warehouses in Arizona, Chicago, London, and Miami and teams in 15 countries, SETNA supports customers worldwide through ready-to-ship inventory and repair capabilities across its affiliated companies.

Benefits include:

1. Comprehensive medical, dental, and vision coverage
2. Life Insurance, short-term and long-term disability and spending accounts
3. 401(k)
4. Paid time off and holidays
5. Professional development opportunities
6. On-site gym

About the Role

Setna Defense is seeking an experienced, relationship-driven Head of Global Sales to lead international business development and sales growth across the military aerospace aftermarket. This is a key leadership role focused on leveraging their established relationships with military operators, government agencies, defense MROs, and industry partners to expand market access, develop new business opportunities, and drive revenue growth. The ideal candidate brings a strong network within the global military aviation community, along with a demonstrated ability to convert relationships into business and an entrepreneurial mindset suited to building a growing defense distribution business.

Key Responsibilities:

1. Lead global sales execution and deliver revenue, gross profit, and bookings targets across three streams: OEM distribution, brokered repairs, and non-agreement parts supply (parts sold outside OEM distribution agreements).
2. Leverage existing personal relationships within the military and defense industry to open doors and generate new business across international and U.S. Government markets.
3. Build and maintain relationships with military operators, government agencies, defense MROs, and key customers.
4. Identify and prioritize target fleets, customers, and international markets.
5. Own the full sales cycle, from requirement generation through quotation, negotiation, and order conversion.
6. Develop and execute territory and key account plans.
7. Partner with OEM Business Development to align product offerings with market demand and support distribution growth.
8. Collaborate with USM Trading to expand customer access and inventory sales.
9. Develop and manage regional sales representatives and external agents as the business grows.
10. Maintain accurate sales forecasts and pipeline reporting.
11. Ensure all sales activity complies with applicable U.S. and international export control and Defense trade regulations.
12. Travel extensively, both domestically and internationally, to develop relationships and secure business.

Qualifications:

1. 8-10+ years of military aerospace sales or business development experience, preferably in the defense aftermarket.
2. Established relationships with international military operators, defense organizations, and U.S. Government customers.
3. Proven track record of developing new markets, securing customer business, and delivering sales growth.
4. Strong knowledge of military aircraft platforms, aftermarket parts, repair services, and supply chains.
5. Experience with international defense procurement, including FMS and direct commercial sales.
6. Proficient in negotiating customer agreements and managing complex sales opportunities.
7. Experience developing and managing a team of regional sales representatives and/or independent agents.
8. Entrepreneurial and comfortable working in a growing business with evolving processes and priorities.
9. Willingness and ability to travel both domestically and internationally.
10. Proficiency in Microsoft Excel and CRM/ERP systems; AvSight experience a plus.
11. Excellent written and verbal communication skills.

Setna provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.