Strategic AE, EU Defense

About the Role 

The Account Executive – EU Defence plays a critical role in driving Armada’s growth across the European Defence and national security sector, including Ministries of Defence (MODs), NATO organizations, intelligence agencies, and allied government entities. 

This role is designed for a senior, strategic seller who excels at managing complex, long-cycle enterprise accounts and building trusted partnerships at the executive and operational levels. 

This position combines strategic account ownership, consultative selling, and deep customer engagement to position Armada’s edge computing and AI solutions as mission-critical platforms for Defence operations in demanding and contested environments. You will work closely with senior military, intelligence, and government stakeholders to solve real operational challenges and deliver measurable mission outcomes. 

This role is instrumental in expanding Armada’s footprint across Defence markets with U.S. allies and building long-term, high-value customer relationships. 

Territory: Europe 
Location: Remote – UK (strongly preferred), Netherlands, Benelux, Nordics 

What You’ll Do (Key Responsibilities) 

• Drive new revenue by identifying, qualifying, and closing complex enterprise opportunities within European MODs, NATO, and Defence agencies 

• Develop deep relationships with senior stakeholders (military leadership, procurement, CIOs, programme leads, and intelligence stakeholders) 

• Lead end-to-end enterprise sales cycles across multiple countries and NATO-aligned organizations 

• Navigate highly complex, multi-stakeholder buying groups within regulated, security-sensitive environments 

• Deliver value-based presentations, clearly articulating the impact of Armada’s edge and AI solutions on mission-critical Defence operations 

• Own pipeline strategy, forecasting, and CRM discipline across the European Defence territory 

• Lead complex negotiations and close high-value, multi-year strategic deals 

• Partner cross-functionally with product, engineering, and solutions teams to deliver tailored, mission-ready solutions 

• Drive partner and ecosystem engagement with Defence primes, system integrators, and local partners 

• Support and lead participation in RFI/RFQ/RFP processes across EU and NATO procurement frameworks 

• Represent Armada at key Defence events and forums  

• Ensure strong post-sale engagement to drive adoption, expansion, and long-term retention 

• Stay current on European Defence priorities, budgets, procurement cycles, and competitive landscape 

• Operate with high ownership and autonomy in a fast-moving, high-growth environment 

Required Qualifications 

• Bachelor’s degree in Business, Engineering, Technology, or related field (advanced degree a plus) 

• 10+ years of strategic enterprise sales experience, with a strong focus on Defence, aerospace, or public sector accounts in Europe 

• Proven experience managing strategic or named accounts within European MODs, NATO, or government organisations 

• Strong track record closing large, complex, multi-country deals with long sales cycles 

• Experience selling technology solutions (AI, edge computing, infrastructure, or data platforms) into Defence or government 

• Strong understanding of Defence procurement processes and stakeholder environments 

• Executive-level communication and stakeholder management skills 

• History of consistent quota overachievement 

• Disciplined pipeline management and forecasting capability 

• Self-directed, adaptable, and effective in high-growth environments 

Preferred Qualifications 

• Experience selling into NATO or EU Defence institutions 

• Familiarity with Defence procurement frameworks (RFP/RFQ processes, integrators, primes) 

• Familiarity with MEDDPICC, Challenger, or Command of the Message methodologies 

• Startup or high-growth company experience 

• Prior military or government background (highly advantageous for credibility) 

• Knowledge of edge computing, cloud platforms, AI/ML, and their applications in Defence operations 

You're a Great Fit if You're 

• A go-getter with a growth mindset, intellectually curious, commercially sharp, and motivated to understand complex Defence environments 

• A detail-oriented problem-solver who can independently navigate ambiguous, high-stakes situations 

• Thrive in a fast-paced, mission-driven environment, energized by building in a rapidly scaling company 

• A collaborative team player focused on mission success over individual agenda 

• Highly organized and results-driven, with strong prioritization and ownership across long, complex sales cycles