Strategic AE, EU Defense

2 months, 4 weeks ago
Full-time
Lead
Sales and Business Development
Armada

Armada

Armada is a full-stack edge infrastructure company that specializes in edge computing and AI solutions tailored for remote and rugged environments. Through its Armada Edge Platform (AEP), the company provides compute, storage, connectivity, and AI/ML capabilities. Armada operates in over 100 countries, addressing operational challenges with thousands of connected assets and active users. The company focuses on simplifying data management and AI deployment in disconnected settings, making it easier for industries to leverage technology. Armada's product lineup includes Atlas, a tool for monitoring IoT devices; Galleon, ruggedized modular data centers for AI inference; Bridge, a platform for managing GPUs; and a Marketplace for hardware and software for remote operations. Armada serves various sectors, including oil and gas, public sector, manufacturing, mining, logistics, and telecommunications, enhancing safety, productivity, and automation in challenging environments.

information technology & services
201-500
Founded 2022
$226M raised

Description

  • Drive new revenue by identifying, qualifying, and closing complex enterprise opportunities across European MODs, NATO, and defence agencies.
  • Build deep relationships with senior stakeholders including military leadership, procurement, CIOs, programme leads, and intelligence stakeholders.
  • Lead end-to-end enterprise sales cycles across multiple countries and NATO-aligned organizations.
  • Navigate complex, multi-stakeholder buying groups in regulated, security-sensitive environments.
  • Deliver value-based presentations that articulate the operational impact of Armada’s solutions.
  • Own pipeline strategy, forecasting, and CRM discipline across the European defence territory.
  • Lead complex negotiations and close high-value, multi-year strategic deals.
  • Partner 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 RFI, RFQ, and 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 the competitive landscape.

Requirements

  • Bachelor’s degree in Business, Engineering, Technology, or a related field; advanced degree is 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 organizations.
  • Strong track record of closing large, complex, multi-country deals with long sales cycles.
  • Experience selling technology solutions such as 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.
  • Experience selling into NATO or EU defence institutions is preferred.
  • Familiarity with defence procurement frameworks, including RFP/RFQ processes, integrators, and primes, is preferred.
  • Familiarity with MEDDPICC, Challenger, or Command of the Message methodologies is preferred.
  • Startup or high-growth company experience is preferred.
  • Prior military or government background is highly advantageous for credibility.
  • Knowledge of edge computing, cloud platforms, AI/ML, and their applications in defence operations is preferred.

Benefits

  • Remote work location in the UK is strongly preferred, with the role also open to the Netherlands, Benelux, and the Nordics.
  • Opportunity to work for a well-funded, high-growth company backed by Microsoft M12, Founders Fund, and BlackRock.
  • Exposure to global deployments in more than 60 countries and partnerships with NVIDIA, Palantir, and Dell Technologies.
  • Chance to work with a mission-driven team on transformative edge and AI infrastructure for defence and national security.
  • High ownership and autonomy in a fast-moving, high-growth environment.
  • Opportunity to build long-term, high-value customer relationships and have measurable mission impact.

Interested in this position?

Apply directly on the company website

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