Business Development Manager MoD​/NATO

Business Development Manager – SaaS, Defence, EMEA

Business Development Manager SaaS, Defence, EMEA is required who is a new business hunter and will drive new business, expand market share across European Ministries of Defence / MoD's, NATO, defence primes, and the wider Defence Industrial Base (DIB) for a leading European secure video collaboration SaaS software providing secure communications, by driving sovereign, resilient, and interoperable video/conversations and front line mission systems video.

Flexible location:
Belgium, France, Spain, Italy, Germany. (Remote role within these locations with travel to customers/events)

• Proven experience in business development/sales with a strong track record selling SAAS / complex software solutions within the defence/defense sector, ideally across SAAS, secure communications, cyber, or adjacent complex ICT solutions
• Strong understanding of MoD / NATO procurement, acquisition frameworks, and how defence primes and system integrators buy and deliver programmes
• Demonstrable success managing complex, multi-stakeholder deals with long sales cycles
• Ability to build trusted relationships across procurement, programme teams, engineering/technical authorities, and integrators
• Knowledge of secure collaboration / Secure communications, video communications platforms, VOIP would be an advantage and the security principles that underpin them
• Eligibility to obtain and maintain national/NATO security clearance (Secret or higher preferred)
• Comfortable representing solutions at industry events, trade shows, and defence technology forums across the region

• Join a newly formed EMEA defence team focused primarily on Central Europe, and the fastest growing vertical in the business.
• Utilise your black book of NATO / European MoD/defence prime contacts, to accelerate new business
• Own and execute a strategic sales plan to accelerate the adoption of secure video collaboration solutions across European defence organisations.
• Identify and pursue new business opportunities using market intelligence, partner routes, and existing networks within the defence ecosystem.
• Build and maintain senior relationships with key decision-makers across MoDs, primes, and the DIB
• Navigate highly regulated procurement cycles, aligning commercial strategy to acquisition processes and compliance requirements.
• Collaborate with internal product and engineering teams to map mission-critical needs to the solution roadmap and delivery approach
• Strengthen regional presence through active participation in defence forums and events, elevating brand credibility and pipeline

• Join a respected European software company with a pure focus on secure video, and already NATO approved, and supporting European MODs.
• Join a mission-led, security-first organisation enabling seamless, secure collaboration where it matters most:
  Command & Control C2, Secure video for mission & battle systems C4
  
  ISR etc, Inter‑agency, Defence collaboration, and partner and interoperability.
• Take ownership of a high‑growth defence vertical with meaningful autonomy and visibility
• Work with a globally distributed, customer‑focused team delivering solutions designed for regulated and high‑assurance environments
• Play a pivotal role in shaping market positioning and long‑term defence partnerships across EMEA

Likely background might include software companies, defence technology companies, defence primes, system integrators with a strong defence/defence track record.

📩 Apply now or message us for more details. Referrals always welcome!