Head of Sales: Lead sales strategy and market expansion for a European defence startup, focusing on closing deals and building sales processes in Paris or Warsaw.
Confidential client
This organization is a European defence startup, based between Paris and Warsaw. Our mission is to create modern software tailored for hostile environments. Our customers include European military and police units. We are in stealth but have already been recognised as one of France’s top 20 seed companies. Backed by Europe's leading defence VC, and prominent investors including the founders of a major web infrastructure company, an innovative drone company, and a cutting-edge AI company. We’re assembling a world-class team at the intersection of modern software and defence. We do not work on weapons systems or hardware products.
Requirements
- 8–12 years of B2B (software) sales experience
- At least 2 years in defence, security, or public sector sales
- Experience selling software or SaaS to government or military buyers
- Ability to navigate procurement and influence networks
- Fluency in English and at least one of French, German, or Polish
Job Description
Lead sales strategy and market expansion for a European defence startup, focusing on closing deals and building sales processes in Paris or Warsaw.
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Role Overview
As the first dedicated sales hire, you will be responsible for both closing deals and building the foundational sales infrastructure to enable scaling. You will work closely with the founders to define the sales strategy, target market, and sales processes.
Sales Strategy & Process
Develop the go-to-market strategy for European defense and public sector buyers. Establish the sales process from the ground up, including pipeline structure, qualification criteria, CRM management, and forecasting.
Pipeline & Closing
Manage the entire sales cycle. Identify and prioritize target accounts across France, Germany, Poland, the UK, and wider Europe. Conduct discovery, manage procurement timelines, coordinate with technical and operational stakeholders, and close deals. Fieldwork is required.
Market Expansion
Lead the structured expansion into European NATO members by 2026, with plans for broader NATO market entry by 2027. Gain a deep understanding of the procurement landscape in each country, including buyer profiles, purchasing processes, and procurement requirements.
Founder Leverage
Keep the founders informed about deal statuses, obstacles, and necessary changes. You will have direct access to influence product prioritization, pricing, and positioning.
Location & Travel
Based in Paris or Warsaw, with consideration for Berlin, Munich, or London for the right candidate. Frequent travel across Europe is required. The role supports an in-office culture with relocation assistance available.
Compensation
Competitive salary of €80–150K OTE depending on experience, along with generous equity options.
Job Types: Full-time, Permanent
Work Location: In person
