Business Strategist

Business Strategist | AI / Defence Tech | Munich (Hybrid) | €130k–€150k Base + Equity

We're working with a high-growth, venture-backed European AI / Defence Tech company that's building next-generation software to transform how armed forces operate and make decisions in complex environments. Rather than traditional defence technology, they're developing an AI-powered command and control platform that enables military organisations to make faster, better-informed operational decisions, even in environments where communications and GPS are disrupted.

The business has already secured significant funding, has technology deployed in real-world military environments and is working with governments, armed forces and major defence organisations across Europe. They're now at a really exciting stage of growth and looking for a Business Strategist to help establish and scale their presence in the German market.

This isn't a traditional sales role where you'll inherit an established territory, a large team and a proven sales playbook.

You'll be one of the key commercial hires, working closely with the founders and taking genuine ownership of building the market, developing strategic relationships and converting opportunities into major defence contracts.

What you'll be doing:

• Owning the full commercial cycle, from identifying opportunities and building pipeline through to pilots, procurement and contract close.
• Building the company's presence across the German defence ecosystem, engaging with armed forces, ministries of defence, government stakeholders and industry partners.
• Developing relationships with senior military decision-makers, procurement teams and strategic partners.
• Navigating complex, long-cycle B2G sales processes, including public procurement, RFIs, RFPs and multi-stakeholder negotiations.
• Identifying strategic opportunities early and positioning the business ahead of formal procurement processes.
• Translating complex AI and command and control software into clear operational and commercial value.
• Working closely with the founders, product and technical teams to develop the company's GTM strategy and commercial presence.
• Helping build and shape the commercial function as the business scales across Europe.

They're looking for someone who:

• Has a strong background in defence, government or highly regulated B2G sales, ideally selling into armed forces or ministries of defence.
• Has a proven track record of personally closing 2–3 significant, complex deals.
• Understands how defence procurement works, including long sales cycles, multiple stakeholders and government contracting processes.
• Has experience building a market, territory or commercial function from 0–1, ideally within a startup or high-growth environment.
• Is comfortable owning the entire commercial process, from prospecting and relationship building through to negotiation and close.
• Can confidently engage with senior military, government and defence industry stakeholders.
• Has the technical curiosity to understand complex software and communicate its value to different audiences.
• Is commercially driven, autonomous and genuinely excited by building something from the ground up.
• Is fluent in German and English and holds EU citizenship.
• Ideally has existing relationships across the defence ecosystem or experience within a defence tech / dual-use startup.

Why join?

• Join a well-funded European AI / Defence Tech company at a pivotal stage of growth.
• Work directly with the founders and have a genuine influence on the company's commercial strategy.
• Sell mission-critical software that's already being used in real-world defence environments.
• Take ownership of developing a key European market, with significant autonomy and responsibility.
• Build relationships with senior stakeholders across armed forces, government and major defence organisations.
• Join a high-calibre team with backgrounds across leading technology companies and the defence industry.
• €130k–€150k base + equity, with a competitive overall package.
• Munich-based hybrid role, with initial remote flexibility and travel as required.

This would suit someone who wants more than just another enterprise sales position.

If you've successfully navigated complex defence or government sales cycles, enjoy building markets from scratch and want to play a key role in scaling a European defence technology business, I'd love to tell you more.

Apply via this advert or drop me a message directly.