Business Development Manager – Defence, Law Enforcement

This is a fully remote position, open to applicants in Poland.

📋 Description

• Develop and oversee the go-to-market and commercial strategy for SANS' Defence and Law Enforcement sector in CEE, initially focusing on Poland and expanding into additional CEE markets.

• Cultivate senior relationships within defence, law enforcement, internal security organisations, defence industry partners, systems integrators, NATO-related entities, and ecosystem organisations.

• Identify, qualify, and secure enterprise training agreements, Cyber Academies, and workforce development initiatives.

• Formulate strategic account plans with pathways for multi-year growth.

• Convert customer challenges, threats, and operational requirements into outcome-driven SANS solutions.

• Stay informed about Polish and CEE cyber priorities, budgets, modernisation programmes, procurement processes, funding cycles, and competitor activities.

• Manage pipeline, forecasting, and opportunity reporting using Salesforce CRM.

• Recognize cybersecurity workforce capability gaps and shape programmes that support operational readiness and resilience.

• Collaborate with internal stakeholders on scalable customer strategies, Polish-language engagement, and delivery models that meet local security and NATO interoperability standards.

• Provide market intelligence, competitive analysis, and customer feedback to inform regional strategy and go-to-market initiatives.

• Act as the primary strategic contact for Defence and Law Enforcement accounts, ensuring retention and sustainable growth.

• Conduct executive business reviews, address risks, and identify additional opportunities.

• Coordinate with Customer Success, Operations, CEE and Nordics business development, as well as broader EMEA and global SANS teams.

• Represent SANS at defence, security, and cybersecurity conferences and forums.

• Own revenue targets, KPIs, and business objectives.

• Lead complex procurement, tender, and contract activities in accordance with Polish and applicable CEE public and defence procurement regulations.

• Travel frequently across Poland and the wider CEE region, and internationally as needed.

⛳️ Requirements

• Educated to degree level or equivalent.

• Extensive experience in Enterprise and/or (semi-)Government organisations, with a proven track record of developing strategic relationships, navigating public procurement frameworks, and driving revenue growth in complex environments.

• Native proficiency in German (both written and verbal).

• Capable of meeting agreed KPIs and targets.

• Strong influencing and negotiation skills in a business context.

• Able to perform well under pressure.

• Exceptional interpersonal and presentation abilities.

• Skilled in managing change while aligning and prioritising multiple tasks.

• Sales-focused and commercially aware of new business opportunities.

• Strong IT skills, with experience in all Microsoft Office products.

• Proficient in using social media platforms, including LinkedIn.

• Experienced in managing customers through a CRM system.

• Able to align and prioritise multiple client accounts while delivering top-tier service.

• Capable of using initiative and creativity to address customer objections.

• Decisive and forward-thinking, with a strong vision and strategic capability.

• Ability to plan and prioritise workload effectively and meet strict deadlines.

• Competent in planning, forecasting, and reporting against sales plans and targets.

• Skilled in translating customer needs into customer-driven solutions.

• Ability to work independently as well as collaboratively within a team.

• Proficient in networking and communicating at all levels, both internally and externally.

• Willingness and ability to travel to SANS events across Europe and London.

🏝️ Benefits

• Comprehensive benefits package.

• Opportunities for professional development and growth.

• Dynamic and supportive work environment.