Strategic Account Executive, EU Defence

About the Role

We are seeking a strategic leader to drive Armada’s growth across the European Defence and national security sector, positioning our edge computing and AI solutions as mission-critical platforms. This role offers the unique opportunity to build long-term partnerships with Ministries of Defence and NATO organizations to solve complex operational challenges.

Responsibilities

• Identify, qualify, and close complex enterprise opportunities within European MODs, NATO, and intelligence agencies.
• Build and maintain deep relationships with senior military leadership, procurement officials, and program leads.
• Lead end-to-end enterprise sales cycles and navigate multi-stakeholder buying groups in regulated environments.
• Partner with product and engineering teams to deliver tailored, mission-ready solutions.
• Manage pipeline strategy, forecasting, and complex negotiations for high-value, multi-year deals.

Requirements

• 10+ years of strategic enterprise sales experience, specifically within Defence, aerospace, or public sector accounts in Europe.
• Proven track record of closing large, multi-country deals with long sales cycles.
• Deep understanding of Defence procurement processes, RFI/RFQ/RFP frameworks, and stakeholder environments.
• Strong executive-level communication and consultative selling skills.
• Ability to operate with high autonomy in a fast-paced, high-growth environment.

Nice-to-Haves

• Prior military or government experience.
• Familiarity with MEDDPICC, Challenger, or Command of the Message sales methodologies.
• Technical knowledge of edge computing, cloud platforms, or AI/ML applications in Defence.
• Experience working in a startup or high-growth technology company.