Strategic Account Executive – European Defense

This is a fully remote position, open to applicants in United Kingdom, +1 more country.

📋 Description

• Identify, assess, and secure intricate enterprise opportunities within European Ministries of Defence, NATO, and Defence agencies.

• Cultivate relationships with senior military officials, procurement teams, CIOs, program managers, and intelligence stakeholders.

• Manage comprehensive enterprise sales cycles across multiple nations and NATO-affiliated organizations.

• Navigate complex buying groups with multiple stakeholders in regulated and security-sensitive environments.

• Present value-driven presentations that highlight Armada’s advantages and AI solutions for critical Defence operations.

• Oversee pipeline strategy, forecasting, and CRM practices throughout the European Defence region.

• Lead negotiations and finalize substantial, multi-year strategic contracts.

• Collaborate with product, engineering, and solutions teams to provide customized, mission-ready offerings.

• Foster engagement with Defence primes, system integrators, and local partners.

• Support and lead RFI/RFQ/RFP processes in accordance with EU and NATO procurement frameworks.

• Represent Armada at significant Defence events and gatherings.

• Promote post-sale adoption, expansion, and long-term customer retention.

• Monitor European Defence priorities, budgets, procurement cycles, and the competitive landscape.

• Operate with a high degree of ownership and autonomy in a dynamic, high-growth setting.

⛳️ Requirements

• Bachelor’s degree in Business, Engineering, Technology, or a related discipline.

• Over 10 years of strategic enterprise sales experience, particularly within Defence, aerospace, or public sector accounts in Europe.

• Demonstrated experience managing strategic or named accounts within European Ministries of Defence, NATO, or government entities.

• Strong history of closing large, complex, multi-country contracts with extended sales cycles.

• Experience in selling technological solutions such as AI, edge computing, infrastructure, or data platforms to Defence or governmental sectors.

• In-depth understanding of Defence procurement processes and stakeholder environments.

• Exceptional executive-level communication and stakeholder management abilities.

• Proven record of consistently exceeding quotas.

• Disciplined in pipeline management and forecasting.

• Self-motivated, adaptable, and effective in fast-paced growth environments.

• Preferred: experience selling to NATO or EU Defence institutions.

• Preferred: knowledge of Defence procurement frameworks, RFP/RFQ processes, integrators, and primes.

• Preferred: familiarity with MEDDPICC, Challenger, or Command of the Message methodologies.

• Preferred: experience in startup or high-growth companies.

• Preferred: previous military or government experience.

• Preferred: understanding of edge computing, cloud platforms, AI/ML, and their applications in Defence operations.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health benefits package.

• Opportunities for professional development and training.

• Flexible work arrangements and work-life balance initiatives.

• Dynamic and innovative work environment.