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Harmattan AI is a next-generation defense prime building autonomous and scalable defense systems. Following a $200M Series B at a $1.4B valuation, the company is expanding teams to deliver mission-critical systems to allied forces.
As Sales Manager for Eastern Europe, you own the territory at the strategic level, including customer relationships, policy work that enables contracting, and order intake. You will work alongside a capture manager who handles field execution, while you own strategic direction, decision-making, and revenue targets.
Key responsibilities include:
- Developing and executing the territory plan: customer and programme mapping, budget analysis, competitive assessment, prioritized pursuits, and contract pathways for each opportunity
- Building and maintaining relationships at senior institutional levels: ministries of defense, procurement agencies, service headquarters, and end-user commands
- Shaping requirements, acquisition routes, and budget placement ahead of formal competition
- Making strategic decisions on which opportunities to pursue and which to decline
- Maintaining pipeline hygiene, forecast accuracy, and defensible probability assessments on all opportunities
- Setting the commercial rhythm across the territory through demonstrations, trials, exercises, and industry events in coordination with Marketing and your capture manager
- Carrying and delivering an annual order intake target
- Leading and growing the territory team
The company operates in a demanding environment where rigor, ownership, and execution are core expectations.
REQUIREMENTS:
- 5–10 years of experience selling complex defense systems to state customers, with the majority in Eastern Europe
- Existing, active senior-level network in the territory (described as a primary filter)
- Ownership of at least one complete path to contract, from requirement shaping through acquisition route to signature
- Demonstrable record of influencing requirements or acquisition strategy before formal competition
- Experience running captures with local industrial partners and fluency in national procurement regulation, documentation, and local-content constraints
- Track record of carrying and hitting order intake numbers in fast-moving or resource-constrained environments
- Line management experience or clear readiness for it
- Native or fully professional command of at least one core language of the territory
- Eligibility for national security clearance in the territory and willingness to undergo the process
- Willingness to travel intensively across the territory
