Director, International Channels & Partners

Company Overview
Performance Drone Works (PDW) builds technologies for the warfighter, by the warfighter. Born out of the Drone Racing League, our roots are competitive, our mindset is tactical, and our mission is clear: deliver purpose-built unmanned systems to those who serve. We are not here to sell vapor; we build and ship real capabilities for real missions.

Now, we're entering a new phase of growth and are looking fora Director of International Channels & Partners to take full ownership of PDW's international reseller, distributor, and partner ecosystem. This leader will be responsible for building, executing, and scaling a global growth strategy, while ensuring all partnerships meet PDW's legal, compliance, and operational requirements.

Reporting directly to the Senior Director, Channels & Partners, this individual will provide regular strategic briefings on international growth plans and execution progress. The role requires close collaboration with PDW's U.S.-based Regional Sales Account Executives, enabling them with structured access to international customers, routes to market, and opportunities for demonstrations.

This position involves significant international travel, managed strategically to maximize impact and accelerate PDW's expansion into new regions.

What You'll Do

• Lead PDW's international channel and partner strategy, managing all reseller and distributor relationships globally (EMEA, APAC, GCC, Europe, and emerging regions).
  
• Develop, implement, and continuously refine a strategic international growth plan, presenting progress and execution updates to the Senior Director.
  
• Drive partner selection, negotiation, and contracting, including Incoterms, payment terms, and compliance frameworks.
  
• Work with Legal to complete background checks, third-party diligence, and screening for all international partners.
  
• Coordinate with Compliance to ensure all export, ITAR/EAR, NDAA, CE, Blue UAS, and regional documentation requirements are fully satisfied.
  
• Provide necessary inputs and documentation for reseller agreements and support their implementation across international markets.
  
• Negotiate terms and conditions within reseller agreements to ensure favorable and enforceable terms for PDW.
  
• Partner with U.S.-based Regional Sales Account Executives to create structured routes to international customers and support overseas demonstrations.
  
• Represent PDW at international trade shows, demonstrations, and customer engagements (e.g., DSEI, ADEX, IDEX, CANSEC, DALO Days).
  
• Deliver international market intelligence, competitive analysis, and partner performance reporting through CRM tools (Salesforce preferred).
  
• Build senior-level relationships with government, defense, and commercial stakeholders across priority international markets.
  
• Manage and optimize international travel schedules to maximize regional coverage, customer contact, and partner development.
  

Requirements

• 10+ years of experience in international channel management, strategic partnerships, or defense/aerospace sales leadership.
  
• Demonstrated success in building and scaling international reseller/distributor networks.
  
• Deep knowledge of contract negotiation, Incoterms, and export compliance frameworks.
  
• Experience working with Legal and Compliance to manage diligence, export controls, and contract execution.
  
• Strong leadership skills with the ability to influence across cultures, time zones, and organizations.
  
• Experience enabling technical sales teams and coordinating customer demonstrations overseas.
  
• Familiarity with defense/UAS/dual-use technology markets strongly preferred.
  
• Proficiency with CRM tools (Salesforce) and partner reporting frameworks.
  
• Willingness and ability to travel internationally up to 40%.
  
• Bachelor's degree in Business, International Relations, or related field (Master's preferred).

Physical Requirements

The physical demands described here are representative of those that must be met to successfully perform the essential functions of the job. Ability to sit, stand, bend, reach, climb, and move about regularly throughout the day and lift / carry up to 25 pounds. Must have manual dexterity to operate standard office equipment. Must be physically capable of the duties outlined.

Work Environment

This position typically operates in a standard office setting, flight line, and manufacturing environments. This position may have exposure to outdoor weather conditions, noise, and non-climate-controlled environments. May require the use of personal protective equipment (PPE) depending on the environment. This is a fast-paced work environment and requires cross departmental collaboration with independent and team-based responsibilities.

ITAR Requirement

In compliance with International Traffic Arms Regulations (ITAR), candidates must be U.S. Citizens, U.S. Permanent Residents (Green Card holders) or individuals granted asylee/refugee status as defined by 8 U.S.C. 1324b(a)(3).

Compensation and Benefits

Compensation: Base salary for this role is $140,000-$160,000 per year, based on experience, plus commission, up to $140,000.

PDW values our team, and we offer a compensation package reflective of your experience and capabilities. Benefits include:

• Comprehensive BCBS medical, dental, and vision coverage; 80% sponsored by the company.
• Safe Harbor 401(K) with company match.
• Paid Parental Leave.
• A work environment that encourages teamwork and innovation.
• Competitive salary, generous paid time off (PTO), and flexible leave options.
• On-site fitness center.

EEO Statement

PDW is an equal opportunity employer that upholds all federal and state non-discrimination laws. We ensure a fair and unbiased evaluation for employment for all qualified candidates regardless of race, color, religion, age, sex, sexual orientation, gender identity, national origin, marital status, medical condition, disability, genetic information, veteran status, or any other characteristic protected by law.