Defense Sales UK - H/F

About Alta Ares Alta Ares is a deeptech startup founded in 2024, building real-time AI for defense operations — ISR, C-UAS, and autonomous systems. Our clients are NATO-aligned militaries and defence institutions, with regular deployments during live exercises and operational demonstrations. We raised €2M seed in May 2025, 50M in June 2026, and are expanding fast. Our product suite includes: Real-time AI ISR module deployable on drones and tactical platforms Counter-UAS solution enabling autonomous drone takeover in GNSS-denied environments Full-stack MLOps platform for training & deploying military-grade AI models Data fusion and trajectory prediction Position details Location: UK-based (UK), mobility required Reports to: CEO and Executive Board/Comex Position objective: Drive Alta Ares’ commercial expansion across the United Kingdom by securing defense contracts, building relationships with procurement agencies, and positioning Alta Ares as a category-defining leader in AI-enabled defense systems. We are looking for a high-performance sales leader with a strong background in the defense industry, ideally with experience in neoprimes or advanced defense tech companies. Role & Mission Defense Sales & Business Development Own the sales pipeline across UK MOD, procurement agencies, and armed forces Lead qualification, opportunity shaping, proposal management, and contract negotiations Identify and drive multi-million programs across ISR, C-UAS, autonomy, and AI Establish a repeatable sales motion with clear forecasting and metrics Convert tactical demos and pilot deployments into scalable contracts Customer & Partner Relationships Build trusted relationships with military users, procurement officers, and program managers Engage with primes, neoprimes, integrators, and defense engineering firms Develop and manage channel partnerships where relevant Conduct regular on-site visits, field demos, and customer workshops across Europe Market Expansion & Strategic Development Map European defense markets: budgets, procurement cycles, capability gaps Shape requirements for upcoming tenders and influence capability roadmaps Provide competitive intelligence and product feedback to engineering & founders Support localization strategies for key European countries Cross-functional Collaboration Work closely with Engineering, Product, and Operations teams to align demos, deployments, and delivery Help refine pricing strategy, sales collateral, and customer-facing documentation Contribute to showcasing Alta Ares at major defense exhibitions (Eurosatory, DSEI, MSPO, IDEX, etc.) Candidate profile 5–10 years of experience in defense sales, business development, capture management, or program engagement Strong track record selling to MODs, procurement agencies, or armed forces Experience in defense tech companies, primes, or ideally neoprimes (e.g., Anduril, Helsing, Palantir, Shield AI, or equivalent) Deep understanding of defense procurement cycles and bidding processes Demonstrated ability to close complex deals in multi-stakeholder environments Experience working with drones, C-UAS, ISR, AI autonomy, or adjacent systems is a major plus Skills & Qualities Strong hunter profile with resilience and deal-making mindset Ability to translate technical capabilities into operational value Excellent relationship-building with military and technical stakeholders High integrity, discretion, and understanding of security culture Entrepreneurial spirit: able to operate in fast-moving, resource-efficient environments Bilingual English + another European language (French strongly preferred) Nice to Have Experience in a neoprime or high-growth defense startup Experience in NATO procurement or European Defence Fund (EDF) programs Former military service (officer or NCO) Knowledge of operational C-UAS, ISR, or AI workflows Existing network inside European MODs and procurement bodies Ability to support deployments and demos in live environments