Head of Sales (Germany)
- Hiring from
- Norway
- Work type
- Remote
- Posted
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As Head of Sales in Germany, you will take ownership of building the company’s German operation from an early stage. A key part of your impact will be to establish connections with the Bundeswehr, the Federal Ministry of Defence, procurement organisations, and partners throughout the defence and technology community. By bringing together defence sales, market development, strategic collaboration and local business-building, you will help establish and grow the company’s presence in one of Europe’s most strategically important defence markets. With substantial freedom to determine your approach, you will shape the commercial strategy for Germany, identify opportunities for expansion, and develop the relationships and partnerships that underpin long-term growth.
In this role, you will:
Create and deliver the company’s market-entry and long-term commercial development plan for Germany, defining priority customers, business opportunities and market-access approaches.
Build lasting connections with the Bundeswehr, the Federal Office of Bundeswehr Equipment, Information Technology and In-Service Support (BAAINBw), the Federal Ministry of Defence (BMVg), military users, training organisations and other relevant institutions.
Identify and assess potential opportunities for the company’s products and services, guiding qualified prospects through complex business-to-government (B2G) sales processes to contract award.
Maintain a detailed understanding of Germany’s military capability needs, procurement initiatives, available budgets, funding routes and institutional decision-making structures.
Take ownership of tender submissions, commercial offers, pricing discussions, negotiations and contract development for demonstrations, pilot projects, procurement arrangements and export sales.
Turn military customer needs and field feedback into suitable product specifications, training programmes, support services and commercial offerings.
Partner with internal Product, Engineering and Operations teams to arrange demonstrations, evaluations, trials, training, deliveries and ongoing customer assistance.
Engage German defence manufacturers, technology companies, prime contractors and systems integrators to develop partnerships involving cooperation, integration and localisation.
Assess competitor activity, industry trends and evolving capability requirements, share relevant insights with leadership and represent the company at defence events, stakeholder meetings and working groups.
Coordinate with Legal, Export Control, Finance, Logistics and Ukraine-based colleagues to ensure contracts are deliverable and successfully executed, while helping establish and eventually lead a German commercial team.
You have:
A minimum of five years’ experience in defence-related sales, business development, account management, strategic partnerships or commercial management.
An established professional reputation and network across Germany’s defence, security or military-technology community.
A background working with the Bundeswehr, BAAINBw, BMVg, German defence suppliers or comparable public-sector stakeholders, preferably with direct involvement in procurement activities.
A practical understanding of defence procurement procedures, competitive tenders and extended B2G sales cycles, including complex stakeholder requirements and approval pathways.
Evidence of successfully securing contracts, tenders, pilot projects or similar opportunities, alongside a structured approach to developing and managing a commercial pipeline.
Strong relationship-building, proposal-writing and negotiation skills, with the ability to communicate confidently with military personnel, technical specialists, commercial partners and government representatives.
The ability to establish a new market independently, balancing strategic thinking with direct prospecting, relationship development and sales execution. Experience in a defence start-up or internationally expanding technology business would be beneficial.
Experience with UAS/drones, counter-UAS, autonomous platforms, aerospace or related military technologies is strongly preferred, particularly where it includes demonstrations, testing, trials or capability assessments.
Exposure to NATO or European defence organisations, industrial collaboration, technology partnerships, integration or localisation is desirable. Previous experience developing or managing a commercial team would support the role’s future progression.
Native command of German and professional fluency in English, plus the willingness and ability to undertake regular travel throughout Germany, elsewhere in Europe including Ukraine.
What we offer:
An opportunity to join a growing technology company at an exciting stage of development
Strategic role with high impact
Meaningful responsibility and direct influence on products and processes
A collaborative and international working environment
Professional development and career growth opportunities
Competitive compensation and benefits package
We review applications on an ongoing basis and encourage interested candidates to apply as soon as possible.
