Business Development Executive

Business Development Executive Company NestAI is a European AI lab for defence delivering the adaptive operating system for modern battlefield operations. We develop adaptive intelligence for unmanned and command systems: AI that continuously learns from operational data and adapts to changing conditions. NestOS is our open, modular, and interoperable platform that enables this at scale and keeps capability evolution under sovereign European control. Founded in 2025 by Peter Sarlin, whose previous company Silo AI became Europe's largest AI acquisition, NestAI brings together over 150 engineers and scientists and partners with leading European defence forces and industry. Role Description We are looking for a Business Development Executive to drive strategic growth and regional commercial execution. This is a hands-on commercial leadership role with responsibility for both business development and the day-to-day management of the regional office. The successful candidate is expected to lead from the front by actively identifying, pursuing, and converting business opportunities while building and maintaining strong customer relationships. This is not a role focused solely on coordination or administration; it requires a highly proactive, commercially driven individual who is prepared to engage directly with customers, partners, government stakeholders, and industry representatives to generate tangible business outcomes. The role demands urgency, persistence, and a strong execution mindset, with an expectation to aggressively pursue growth opportunities and drive regional market expansion. Day-to-day responsibilities include: Develop and execute an aggressive regional business development strategy aligned with company objectives. Personally identify, qualify, pursue, and close new business opportunities within the assigned region. Maintain a high level of customer engagement through regular travel, meetings, demonstrations, and participation in industry events. Nurture, expand, and manage strategic relationships with key accounts, government organizations, and industry partners. Manage the regional office, ensuring efficient operations while fostering a high-performance, customer-focused culture. Act as the company's senior representative in the region, promoting its interests and protecting its reputation. Take ownership of regional sales targets, pipeline development, and opportunity conversion, providing accurate forecasting and regular reporting. Demonstrate a bias for action by independently solving problems, removing obstacles, and driving opportunities to completion. Continuously monitor market developments, competitor activity, and customer requirements to identify new avenues for growth. Qualifications We are looking for a highly capable commercial operator who knows how to navigate complex, enterprise, or government-level ecosystems. Proven track record of success in commercial or business development roles within the Defence/Aerospace sector or the Deep Tech/Enterprise Software industry. Demonstrated ability to manage multi-stakeholder relationships, navigate long sales cycles, and close large, high-value deals. Experience acting as a trusted advisor to key accounts, partners, and government or procurement bodies. Highly independent, self-driven, and comfortable operating with urgency. You know how to remove friction, solve problems, and push deals across the finish line. Capable of high-level strategic positioning while staying grounded enough to manage daily regional office operations and logistical execution. Exceptional negotiation, presentation, and interpersonal skills. Fluent in English and Estonian (professional level). Willingness to travel regularly across the region to meet partners, attend trials, and participate in industry expos. Why join NestAI At NestAI, you’ll build meaningful, real-world technology as part of a world-class team of engineers, scientists, and experienced professionals. You’ll work on systems where reliability genuinely matters, contribute to Europe’s security and resilience, and solve problems that demand depth, trust, and craftsmanship. If you want to build with purpose — and with leading experts in the field — you’ve come to the right place. Perks & Benefits We offer a growing set of practical benefits to support your work and wellbeing, day to day: Occupational healthcare (currently provided by Mehiläinen) Epassi Flex benefit (sports, culture, commuting, wellbeing) Lunch benefit (25% tax-free coverage) Auntie (mental wellbeing services) Regular team lunches and all-hands events Your choice of Mac or PC Holiday allowance (50% of holiday salary) Phone benefit according to company policy (subscription and device) We are continuously developing and expanding our benefits as we grow. Practicalities Employment is subject to applicable security screening (including SUPO, where required). NestAI is an equal opportunity employer. We consider all applicants based on their skills, experience, and potential. We are currently unable to provide visa sponsorship or international relocation support for this position. Candidates must already be based in Finland or in the EU and have a valid work permit for this region at the time of application. Locations Tallinn Remote status Hybrid Employment type Full-time About NestAI Physical AI is moving from theory to reality. The systems being built today will shape how societies protect people, operate critical infrastructure, and respond under pressure for decades to come. At NestAI, close to 200 engineers and scientists work at the intersection of software, hardware, and AI — developing autonomy, sensing, and command capabilities for mission-critical use. This isn’t demo work. It’s real systems, built for real environments. We build in Europe, with open and interoperable architectures, so that critical capabilities can evolve over time without lock-in — and remain accountable to the societies they serve.