Second-Front-Systems - Strategic Business Development Lead, Continental Europe
Requirements
• 7+ years of business development, enterprise sales, or capture experience, including complex B2B and B2G technology sales across European markets. • A demonstrated track record of personally opening accounts and creating net-new pipeline in commercial software, cloud, infrastructure, or technology deals spanning commercial and government buyers. • A strong hunter profile, with evidence of closing complex deals and distinguishing genuine revenue opportunity from access and activity. • Experience selling technically demanding enterprise products to both commercial and government customers. • Commercial exposure to European defense, govtech, or regulated industries — or to technology vendors selling into those markets. • Proven ability to operate across multiple European procurement cultures and work fluently with commercial executives, technical evaluators, and government decision-makers. • A credible network in at least one relevant European ecosystem, with clear capacity to expand beyond it. • Strong CRM, qualification, account-planning, and forecasting discipline. • Fluent English; willingness to travel regularly across continental Europe. • EU residency with valid work authorization. • Existing relationships within the European defense, NATO, or allied-government ecosystem. • Fluency in an additional European language relevant to a priority continental market (e.g., French, German, Dutch, or a Nordic language). • Prior experience as an early or first commercial hire opening a new market or region for a startup or scale-up. • Existing government security clearance or eligibility.
Responsibilities
• Own opportunities from initial contact through contract signature. The hard part: qualifying budget and procurement authority before investing in discovery. • Build a qualified pipeline across commercial software vendors, government entities, and regulated enterprises. The hard part: telling procurement-ready leads apart from exploratory inquiries. • Run named-account coverage through direct prospecting, referrals, and partner channels. The hard part: keeping account discipline across overlapping routes to the same buyer. • Map government and defense pursuits — mission needs, buyer roles, budget cycles, procurement vehicles, and decision criteria. The hard part: validating those criteria before discovery even begins. • Identify the lighthouse customers in Europe that establish accreditable proof points and unlock adjacent accounts. The hard part: qualifying replicability before committing to a pilot. • Validate ideal customer profiles, pricing, and buying paths through live opportunities. The hard part: separating real signal from noise in early-stage feedback. • Assess routes to revenue via hyperscalers, sovereign cloud providers, primes, and systems integrators. The hard part: mapping technical fit to what a given market actually needs. • Coordinate with our nascent continental technical and delivery teams as qualified opportunities move through discovery and evaluation. The hard part: keeping deal timelines realistic against engineering dependencies. • Translate quarterly business targets into regional deployment roadmaps. The hard part: accounting for export-control review and customer security-clearance gates. • Broker alignment between the sales pipeline and operations capacity. The hard part: surfacing resource constraints early enough that they don’t derail contract fulfillment or accreditation schedules. • Keep go-to-market messaging in sync with our compliance posture. The hard part: making sure proposals reflect our actual system hardening and government contract standards, not just the pitch.
Benefits
• The base salary for this position will fall between €150,000 €180,000. This is a quota-carrying role with a variable component tied to revenue targets and first-year MBOs; total on-target earnings (OTE) will be finalized during the interview process based on the final compensation structure. Actual base compensation will depend on professional background, technical proficiency, seniority, and regional cost factors, and this role is also eligible for equity awards and discretionary bonuses as part of a broader total rewards package. • Equal Opportunity
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