Business Development Manager – Defense (EMEA) with initial focus on UAV and fast time-to-market opportunities
Your Responsibilities Market entry & opportunity creation (primary focus) Establish and grow the company’s presence in the European defense market by identifying priority countries, programs, and target accounts. Drive early traction in segments with shorter time-to-market, particularly in UAV and rapidly deployable systems. Conduct business potential analysis and develop strong market expertise across the European defense ecosystem.
Lead generation & “hunter” activity Proactively generate new business opportunities through direct outreach, industry networks, defense events, and partner ecosystems – with a strong focus on fast-moving programs and emerging players (e.g., UAV, autonomy).
Account & stakeholder development Build trusted relationships with ministries of defense, procurement agencies, prime contractors, and system integrators, while also engaging with agile, innovation-driven companies and scale-ups.
Strategic positioning & partnerships Define and refine the company’s positioning across defense applications, prioritizing high-growth and fast-adoption segments while building a broader long-term footprint across the defense ecosystem. Collaborate closely with partners, account owners and customers to understand the ecosystem, identify key stakeholders, and establish defense strategies for both direct and indirect business models.
Capture & sales execution Lead early-stage capture activities, shape opportunities, and support bid/no-bid decisions across both rapid acquisition programs and larger, long-cycle opportunities.
Commercial negotiations & deal structuring Support negotiations in a regulated environment, ensuring commercially viable and compliant agreements.
Cross-functional alignment Work closely with Sales, Business Units, Legal, and compliance teams to align offerings with defense requirements and evolving customer needs.
Pipeline transparency & performance tracking Build and maintain a robust CRM pipeline, ensuring visibility across short-, mid-, and long-term opportunities.
Target Customers / Market Segments Unmanned and autonomous systems (air, land, sea), with particular emphasis on UAV platforms and ecosystems
Defense electronics and mission-critical systems
ISR (Intelligence, Surveillance, Reconnaissance) platforms
Assured navigation, positioning, and timing solutions (APNT)
Military communication and sensor systems
Prime contractors, system integrators, and emerging defense tech companies fast-scaling players
Your Skills and Experience Technical & Industry Expertise Solid understanding of GNSS / APNT technologies and their application in defense environments
Familiarity with defense systems (e.g., ISR, unmanned systems, guidance, secure communications)
Understanding of system integration and mission-critical applications
Knowledge of European defense procurement structures and regulatory frameworks
Ability to translate technical capabilities into defense use cases and value propositions
Commercial & Business Development Skills Strong “hunter mentality” with proven ability to build pipeline from scratch
Experience in complex B2G / B2B / OEM sales environments
Track record in strategic account development and partner-led growth
Experience in navigating long sales cycles and early-stage opportunity shaping
Exposure to tenders, bids, and framework agreements
Leadership & Interpersonal Skills Strong networking capabilities and ability to build credibility in new markets
Excellent communication and stakeholder management skills (including senior-level audiences)
Strategic thinking combined with hands‑on execution
High level of ownership, resilience, and persistence
Ability to operate in ambiguous, evolving environments
Qualifications 8–15 years of experience in business development, strategic sales, or capture management
Background in defense, aerospace, GNSS, or defense electronics
Experience working with European defense stakeholders or entering new regulated markets
Familiarity with compliance, export controls, and security requirements
Existing network within the European defense ecosystem (a strong plus)
Willingness to travel internationally
What are your perks? A multicultural and international company with over 60 different nationalities
Project-based activities working with colleagues across the globe
A start-up and innovation mindset while in the process of scaling‑up processes and efficiencies
Hybrid working model & flexible working hours
A strong learning environment and regular career discussions
Company Performance Bonus
… and discover even more by talking with us!
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