Sales Director Defence

Are you our new business driver & sales lead for our Defence growth journey? Join us for a great opportunity to make an impact!

With a changing global security landscape and more conflicts emerging, the need for resilient, secure communication in the Defence sector is increasing. At Westermo, we believe our industrial data communication solutions can contribute to protecting people, critical infrastructure, and society. We approach this opportunity with a strong sense of responsibility – focusing on enabling safe and secure operations.

As our Sales Director Defence, you will act as the business driver and sales lead for the Defence segment s is a new role and initially a rather hands‑on role. You will personally drive business development and sales, meeting with customers frequently, and closing complex deals.

Defence is an emerging focus area, making this role both pioneering and operational. In this senior role, you will be responsible for hands‑on business development and sales execution. You will:

• Identify and develop key accounts and long‑term relationships with Defence forces, prime contractors, OEMs, integrators, and national agencies
• Drive and close complex sales opportunities, including RFP/RFQ responses and negotiations
• Build early reference cases, structured pipelines, and scalable growth plans

You will join our team Global Industries, a strategic commercial organization developing growth in Westermo’s key global segments. You will report to Pierre Öberg, Market Director Global Industries, and collaborate with regional sales, product management, cybersecurity, and marketing teams to transform Defence into a scalable global segment for Westermo.

• Drive Defence business development and sales, with strong personal engagement in customer meetings and deal execution
• Build and manage key accounts across Defence forces, prime contractors, OEMs, integrators, and national agencies
• Lead complex RFP/RFQ, solution shaping, and commercial negotiations
• Develop early reference cases, structured pipelines, and scalable growth plans
• Define and refine Defence sales and market strategy, including target customers and positioning
• Work closely with regional sales, especially in the Nordics and German‑speaking countries
• Influence the product roadmap based on Defence requirements and cybersecurity standards
• Build relationships within the broader Defence ecosystem (partners, integrators, agencies)
• Support Defence‑focused marketing, events, and content
• Monitor market trends, regulations, procurement processes, and competitors, ensuring responsible business decisions

We are looking for an experienced Defence business developer and sales leader who enjoys both strategy and hands‑on execution. You thrive when meeting customers, driving opportunities, and closing complex deals while building sustainable long‑term growth.

• Strategic, analytical, and able to turn insights into actionable plans
• Skilled in building trust‑based relationships in demanding Defence environments
• Collaborative, pragmatic, and effective across disciplines
• Passionate about industrial networking and secure communication
• Comfortable working across cultures in the Nordics and DACH region

• Proven experience in Defence business development and sales
• A well‑established network across the leading companies and decision‑makers in the Defence industry
• Knowledge of Defence procurement and tendering processes
• Experience with data communication or mission‑critical technologies
• Ability to build and manage long‑term key accounts
• Strong track record of leading complex sales cycles
• Experience growing new business areas, building pipelines, and establishing reference cases
• Hands‑on sales across multiple geographies (Nordics/DACH)
• Familiarity with ecosystems and partner networks
• Based in the Nordics or German‑speaking region, with frequent travel

• Understanding of industrial networking (ethernet, routers, switches, secure networks)
• Experience from industrial communication vendors, OT/IT cybersecurity, or critical infrastructure sectors
• Knowledge of Defence standards and…