Strategic Business Development Lead – Continental Europe

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

📋 Description

• Manage opportunities from the initial contact stage through to contract signing.

• Develop a qualified pipeline encompassing commercial software vendors, governmental organizations, and regulated enterprises.

• Execute named-account strategies through direct outreach, referrals, and partner channels.

• Analyze government and defense initiatives, including mission requirements, buyer roles, budget timelines, procurement methods, and decision-making criteria.

• Identify key customers in Europe and establish credible proof of concepts.

• Validate ideal customer profiles, pricing structures, and purchasing processes through active opportunities.

• Evaluate revenue pathways through hyperscalers, sovereign cloud providers, prime contractors, and systems integrators.

• Collaborate with continental technical and delivery teams throughout the discovery and evaluation phases.

• Convert quarterly business objectives into regional deployment strategies.

• Ensure compliance with export-control reviews and customer security clearance requirements.

• Align the sales pipeline with operational capabilities.

• Maintain go-to-market messaging in accordance with compliance standards and government contract requirements.

⛳️ Requirements

• Over 7 years of experience in business development, enterprise sales, or capture management.

• Proven track record in complex B2B and B2G technology sales across European markets.

• Demonstrated success in opening new accounts and generating fresh pipelines in commercial software, cloud, infrastructure, or technology deals.

• Experience in selling technically sophisticated enterprise products to both commercial and government clients.

• Commercial exposure to European defense, government technology, or regulated sectors.

• Ability to navigate various European procurement cultures.

• Established network within at least one relevant European ecosystem.

• Proficient in CRM practices, qualification processes, account planning, and forecasting.

• Proficient in English.

• Willingness to travel frequently across continental Europe.

• EU residency with valid work authorization.

• Preferred: Existing relationships within the European defense, NATO, or allied-government sectors.

• Preferred: Fluency in an additional European language pertinent to a key continental market.

• Preferred: Previous experience as an early or primary commercial hire in a new market or region.

• Preferred: Existing government security clearance or eligibility.

🏝️ Benefits

• Variable compensation linked to revenue goals and first-year management by objectives (MBOs).

• Equity awards.

• Discretionary bonuses.

• Opportunities for regular travel across continental Europe.