Business Development Manager

Business Development Manager – Defense (EMEA) with initial focus on UAV and fast time-to-market opportunities Your Responsibilities Market entry & opportunity creation (primary focus) Establish and grow the company’s presence in the European defense market by identifying priority countries, programs, and target accounts. Drive early traction in segments with shorter time-to-market, particularly in UAV and rapidly deployable systems. Conduct business potential analysis and develop strong market expertise across the European defense ecosystem Lead generation & “hunter” activity Proactively generate new business opportunities through direct outreach, industry networks, defense events, and partner ecosystems – with a strong focus on fast-moving programs and emerging players (e.g., UAV, autonomy). Account & stakeholder development Build trusted relationships with ministries of defense, procurement agencies, prime contractors, and system integrators, while also engaging with agile, innovation-driven companies and scale-ups. Strategic positioning & partnerships Define and refine the company’s positioning across defense applications, prioritizing high-growth and fast-adoption segments while building a broader long-term footprint across the defense ecosystem. Collaborate closely with partners, account owners and customers to understand the ecosystem, identify key stakeholders, and establish defense strategies for both direct and indirect business models. Capture & sales execution Lead early-stage capture activities, shape opportunities, and support bid/no-bid decisions across both rapid acquisition programs and larger, long-cycle opportunities. Commercial negotiations & deal structuring Support negotiations in a regulated environment, ensuring commercially viable and compliant agreements. Cross-functional alignment Work closely with Sales, Business Units, Legal, and compliance teams to align offerings with defense requirements and evolving customer needs. Pipeline transparency & performance tracking Build and maintain a robust CRM pipeline, ensuring visibility across short-, mid-, and long-term opportunities. Target Customers / Market Segments Focus on organizations developing or procuring: Unmanned and autonomous systems (air, land, sea), with particular emphasis on UAV platforms and ecosystems Defense electronics and mission-critical systems ISR (Intelligence, Surveillance, Reconnaissance) platforms Assured navigation, positioning, and timing solutions (APNT) Military communication and sensor systems Prime contractors, system integrators, and emerging defense tech companies fast-scaling players Your Skills and Experience Technical & Industry Expertise Solid understanding of GNSS / APNT technologies and their application in defense environments Familiarity with defense systems (e.g., ISR, unmanned systems, guidance, secure communications) Understanding of system integration and mission-critical applications Knowledge of European defense procurement structures and regulatory frameworks Ability to translate technical capabilities into defense use cases and value propositions Commercial & Business Development Skills Strong “hunter mentality” with proven ability to build pipeline from scratch Experience in complex B2G / B2B / OEM sales environments Track record in strategic account development and partner-led growth Experience in navigating long sales cycles and early-stage opportunity shaping Exposure to tenders, bids, and framework agreements Leadership & Interpersonal Skills Strong networking capabilities and ability to build credibility in new markets Excellent communication and stakeholder management skills (including senior-level audiences) Strategic thinking combined with hands-on execution High level of ownership, resilience, and persistence Ability to operate in ambiguous, evolving environments Qualifications 8–15 years of experience in business development, strategic sales, or capture management Background in defense, aerospace, GNSS, or defense electronics Experience working with European defense stakeholders or entering new regulated markets Familiarity with compliance, export controls, and security requirements Existing network within the European defense ecosystem (a strong plus) Willingness to travel internationally