Shipbuilding & Naval Defense Segment Manager - AI Welding Solutions

Position Summary

We are seeking an experienced, results-driven Shipbuilding & Naval Defense Account Manager to lead business development and sales efforts for innovative physical and digital AI-powered welding solutions across the global shipbuilding and naval defense markets. This role will focus on developing strategic relationships with commercial shipyards, naval defense contractors, government agencies, engineering firms, and system integrators.

The ideal candidate will possess deep industry knowledge, an established network within the shipbuilding and naval defense sectors, and a proven track record of selling capital equipment, welding technologies, automation, industrial software, or related technical solutions. Experience in welding, fabrication, manufacturing engineering, or naval architecture is highly desirable.

This critical, strategic, client-facing position entails direct accountability for expanding organizational revenue, prioritizing regional growth within North America (U.S.), supplemented by targeted business development initiatives across South America, European sectors (including Italy), the United Kingdom, the Middle Eastern region, South Korea, and Singapore.

The successful candidate will manage customer engagements in strict compliance with U.S. International Traffic in Arms Regulations (ITAR) and Export Administration Regulations (EAR) data handling requirements.

Key Responsibilities

Business Development & Sales

• Develop and execute a strategic sales plan to drive revenue growth within the global shipbuilding and naval defense markets.
• Identify, qualify, and pursue new business opportunities with commercial shipyards, naval shipbuilders, defense contractors, marine engineering firms, and government agencies.
• Promote and sell a portfolio of physical and digital AI-enabled welding solutions, including automation systems, welding equipment, software platforms, analytics, and productivity tools.
• Build and maintain executive-level relationships with key decision-makers, including shipyard executives, production managers, welding engineers, naval architects, procurement leaders, and military stakeholders.
• Evaluate incoming Requests for Quotation (RFQs) and commercial agreements for defense flow-down requirements, ensuring ITAR/EAR technical boundaries and Controlled Unclassified Information (CUI) handling rules are properly identified prior to contract execution.
• Identify and target Tier 1 defense prime contractors holding long-term IDIQ or naval modernization contracts where Novarc automated welding solutions can improve subcontractor margins and output.
• Manage complex technical sales opportunities involving technical evaluations, demonstrations, pilot programs, and contract negotiations.
• Develop account strategies for major global shipbuilding organizations and defense contractors.
• Author comprehensive white papers and professional social media content to deliver impactful industry thought leadership.

Technical & Consultative Selling

• Understand customer manufacturing processes, welding challenges, workforce constraints, quality requirements, and production objectives.
• Collaborate with engineering, product management, and application specialists to deliver tailored solutions.
• Conduct product demonstrations, technical presentations, workshops, and ROI analyses.
• Position AI and digital transformation solutions as strategic enablers of productivity, quality improvement, workforce optimization, and cost reduction.

Territory Management

• Manage sales activities across:
  
  • North America
  • South America
  • Europe
  • Middle East
  • South Korea
  • Singapore
• Develop territory growth plans and prioritize strategic opportunities.
• Travel extensively to customer sites, shipyards, trade events, and industry conferences.

Market Intelligence

• Monitor industry trends, shipbuilding programs, naval modernization initiatives, defense budgets, and competitive activity.
• Identify emerging opportunities related to automation, digitalization, artificial intelligence, welding workforce development, and advanced manufacturing.
• Provide market feedback to leadership and product development teams.

Forecasting & Reporting

• Maintain accurate pipeline management and forecasting through CRM tools.
• Meet or exceed annual sales targets and key performance indicators.
• Prepare business reviews, opportunity assessments, and strategic account plans.

Required Qualifications

• Bachelor's degree in Engineering, Welding Technology, Manufacturing, Business, or a related field; equivalent industry experience will be considered.
• Minimum of 10 years of successful B2B sales experience within the shipbuilding, naval defense, marine, welding, fabrication, or industrial manufacturing sectors.
• Demonstrated experience selling into shipyards, naval defense organizations, marine OEMs, or defense contractors.
• Proven track record of achieving and exceeding sales targets in complex technical sales environments.
• Strong understanding of welding processes, fabrication operations, ship construction, or industrial manufacturing workflows.
• Experience managing large strategic accounts and multi-stakeholder sales processes.
• Excellent presentation, negotiation, and communication skills.
• Ability to travel internationally as required (up to 50%).
• Must be a 'U.S. Person' as defined by U.S. export control laws (22 CFR 120.62 / ITAR and 15 CFR 772.1 / EAR - specifically a U.S. Citizen or U.S. Lawful Permanent Resident (Green Card holder) - due to strict requirements for accessing export-controlled defense technical data. (US citizenship is strongly preferred due to federal shipyard unescorted access requirements.)
• Working knowledge of U.S. export control regulations (ITAR/EAR) and defense subcontracting flow-down mechanisms (FAR/DFARS).

Preferred Qualifications

• Welding engineering, welding inspection, manufacturing engineering, naval architecture, or marine engineering background.
• Experience selling welding equipment, automation systems, robotics, industrial software, AI platforms, digital manufacturing solutions, or Industry 4.0 technologies.
• Existing relationships with major commercial shipbuilders, naval shipyards, and defense contractors.
• Experience selling into major U.S. defense prime contractors and navigating naval shipbuilding procurement programs (e.g., NAVSEA, Submarine Industrial Base, Surface Combatant expansion).
• Familiarity with Controlled Unclassified Information (CUI) data handling rules, NIST SP 800-171, or Cybersecurity Maturity Model Certification (CMMC) frameworks.
• Ability to qualify for or maintain a U.S. Department of Defense (DoD) Security Clearance if required for future project execution.
• Experience working with global customers across multiple regions and cultures.
• Advanced technical certifications in welding, manufacturing, or engineering disciplines.
• Multilinguistic

Key Competencies

• Strategic Account Management
• Consultative Technical Selling
• Shipbuilding & Naval Defense Industry Expertise
• Welding & Fabrication Knowledge
• AI and Digital Transformation Solutions
• Executive Relationship Management
• Contract Negotiation
• Territory Development
• Business Development
• Cross-Cultural Communication
• Pipeline and Forecast Management
• ITAR / EAR & Defense Export Compliance Awareness
• Controlled Unclassified Information (CUI) Data Safeguarding
• Defense Prime Subcontracting & Flow-Down Management

Success Metrics

• Achievement of annual sales and revenue targets.
• Growth of strategic shipbuilding and naval defense accounts.
• New customer acquisition within target markets.
• Expansion of AI and digital solution adoption across customer base.
• Development of long-term customer partnerships and enterprise-wide deployments.
• Accuracy of forecasting and pipeline management.
• Achievement of defined strategic business objectives and territory growth goals.

Location

Remote within North America, with a strong preference for U.S.-based candidates, with extensive international travel required.

Reporting Structure

Reports to the Director of Global Sales or Vice President of Sales.

Compensation

Competitive base salary plus a variable compensation plan tied to the achievement of annual sales, revenue growth, strategic account development, and business objectives, along with comprehensive benefits.

Ideal Candidate Profile

A seasoned sales professional with 10+ years of experience selling into shipyards and naval defense organizations who understands welding operations and can successfully position both physical welding technologies and AI-driven digital solutions to improve productivity, quality, workforce performance, and operational efficiency. The successful candidate will combine strong technical credibility with strategic account management skills and the ability to build executive-level relationships across a global customer base.