Sales Manager - European Defence & Government

About the Role

You will own and build the entire business development function in Europe, working directly with the founding team. You’ll be responsible for shaping go-to-market strategy, opening key accounts, and ultimately scaling a high-performing commercial division.

This is a rare opportunity to:

• Take a foundational role in a high-growth defencetech start-up
• Build deep relationships with European Navy, MOD, and government stakeholders
• Progress rapidly into a Head of / Director-level leadership position
• Directly influence product direction based on customer insight

---

Key Responsibilities

Strategic Growth & Market Development

• Define and execute the European go-to-market strategy
• Identify priority markets, procurement pathways, and partnership opportunities
• Build and manage a robust pipeline across naval, coastguard, and defence agencies

Customer Engagement & Sales

• Lead engagement with senior stakeholders across:
  • European Navies
  • Ministries of Defence
  • Defence procurement organisations
• Drive full sales lifecycle:
  • Opportunity identification ? capture ? proposal ? contract award
• Navigate complex procurement environments (frameworks, tenders, direct awards)

Relationship Building

• Establish trusted relationships with key decision-makers and influencers
• Represent the company at major defence and maritime events
• Develop strategic partnerships with primes, integrators, and local players

Function Ownership & Scaling

• Build and formalise the business development function from the ground up
• Develop repeatable processes, CRM discipline, and reporting structures
• Contribute to hiring and mentoring future commercial team members

Cross-Functional Collaboration

• Work closely with product and engineering teams to align customer needs with roadmap
• Provide market intelligence and feedback loops to leadership
• Support fundraising and investor engagement where needed

---

Requirements

Experience

• 5–10+ years in business development, sales, or strategy within:
  • Defence / maritime / aerospace sectors
• Proven track record of winning or contributing to government or defence contracts
• Experience working with European defence customers and procurement processes

Domain Knowledge

• Strong understanding of:
  • Naval operations and maritime domain challenges
  • European defence landscape and procurement cycles
  • Emerging defence technologies (e.g., autonomy, ISR, sensors, AI)

Skills

• Exceptional stakeholder management and relationship-building ability
• Strong commercial acumen and deal execution capability
• Ability to operate autonomously in an early-stage environment
• Strategic thinker who can also execute tactically

Other

• Willingness to travel frequently across Europe
• Eligibility to work with defence-related technologies (security clearance may be required)