Account Director (EU Institutions)

TL;DR You'll own the EU institutional market end to end. It is a hybrid hunter/farmer role winning new institutional logos (ECB, Parliament, Council, EU agencies) while expanding our footprint inside the European Commission, where deepset already powers the AI@EC platform. Sovereign AI has moved from policy ambition to procurement reality, and the person who builds this franchise now will own one of the most defensible books of business in European enterprise AI. This is a field role, not pipeline-from-a-desk: you'll be deepset's face in Brussels, in the rooms where procurement decisions are shaped long before a tender is published. Why deepset At deepset, we’re on a mission to make custom AI solutions accessible to every organization. With Haystack, thousands of developers build advanced LLM applications every day, while our enterprise-ready AI Platform helps companies turn large language models into business value. We’re remote-first, flexible, and built on a culture of trust and ownership. You’ll collaborate with top-tier tech talent, tackle meaningful challenges, and help transform complex AI into solutions that are simple, powerful, and ready for the real world. What you will do Build and convert a pipeline of new institutional logos, positioning deepset in the pre-tender phase to shape requirements rather than respond to them Navigate EU procurement — framework contracts, CPV-coded tenders, cascading lots — and develop partner and integrator relationships for consortium bids Grow existing institutional accounts, most notably the European Commission, turning single deployments into institution-wide standards Build deepset's Brussels presence through speaking slots, roundtables, executive dinners, and the institutional AI and digital-sovereignty event circuit Cultivate a network across CIO/CTO offices, innovation labs, policy units, and procurement functions Own account plans, stakeholder maps, and multi-year territory strategy, feeding market and policy intelligence back into the business What you bring to the team A track record of selling complex software into EU institutions specifically — you've navigated EU public procurement, framework contracts, and tenders, and closed institutional business An existing network within the EU institutional ecosystem — you know how decisions get made and who makes them Proven results in both motions: hunting new logos and growing installed accounts Comfort with long, multi-stakeholder sales cycles (12–24 months) balanced against in-year expansion revenue Enough technical fluency to credibly discuss AI platforms, deployment models (SaaS vs. on-premise vs. sovereign cloud), and data governance Fluent English; based in Brussels or committed to relocating — this role does not work remotely Nice to have French highly valuable; German a plus AI fluency: you've built your own AI tooling to drive sales efficacy — pitching, research, or message positioning Benefits Remote-first setup with flexible hours & tech of your choice 30 days vacation + extra days for family sick leave Competitive salary & stock options for every team member Monthly sports & mental health support allowance with Oliva Annual learning & development budget Monthly team socials & in-person meetups Dog-friendly Berlin HQ About us Founded in 2018, deepset builds open and enterprise-grade tools that help teams build AI with purpose. From Haystack, our open-source framework, to the Haystack Enterprise Platform, we give developers and organizations the building blocks to solve complex, high impact challenges with AI with full control, transparency, and sovereignty. Backed by GV and Balderton, we’re growing the world’s production AI community and customer base solving challenges too critical to get wrong. ‍ Visit us to learn more: deepset Website | Haystack Website | GitHub | Linkedin | X deepset (Twitter) | X haystack (Twitter)