Government Sales Lead - Nordics, Baltics, CEE

AI disinformation detection. 7.3M GBP raised. UK gov business established. European pipeline founder-led. Needs first dedicated gov sales hire for Europe.

Responsibilities:

• Full cycle gov sales in Scandinavia, Baltics, Eastern Europe. Target to close. No SDR, no pre-sales.

• Territory planning: which countries, which agencies, in what order.

• Product presentations to end users, technical evaluators, senior officials, ministers.

• Navigate procurement: frameworks, tenders, direct awards, security-classified routes.

• Pipeline management and forecasting in CRM.

• Handoff to Customer Success post-close.

Requirements:

• 4+ years selling SaaS or tech products into European governments. Specific deals required: country, agency, deal size, your role.

• 2+ years at a sub-200 employee company. Full cycle, self-sourced pipeline, no SDR/pre-sales support.

• Closed gov contracts at 100K+ GBP ACV. Multiple, not one.

• Can describe your product's architecture, deployment model, security requirements, competitive landscape without a deck.

• Worked with procurement in 2+ of: Sweden, Denmark, Estonia, Finland, Norway, Poland, any Baltic state.

• Buyer-side experience in military intelligence, NATO, home affairs, MFA, or OSINT agencies.

• Swedish, Danish, Estonian, Finnish, or Norwegian language or residency strongly preferred.

• Disinformation, OSINT, or information warfare domain experience preferred.