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Harmattan AI is a next-generation defense prime building autonomous and scalable defense systems. Following a $200M Series B valuation at $1.4 billion, the company is expanding teams to deliver mission-critical systems to allied forces.
As Sales Manager for Northern Europe, you own the territory at the strategic level, managing customer relationships, policy work that opens paths to contract, and order intake. You set direction and strategy while your capture manager owns field execution. You are accountable for the number.
Key responsibilities include:
- Owning the territory plan: customer and programme mapping, budget lines, competitive analysis, prioritized pursuits, and path-to-contract for each opportunity
- Building and maintaining relationships at senior and institutional levels with ministries of defense, procurement agencies, service headquarters, and end-user commands
- Shaping requirements, acquisition routes, and budget line placement ahead of formal competition
- Making strategic decisions on what to pursue and what to walk away from
- Owning pipeline hygiene, forecast accuracy, and defensible probability assessments on every opportunity
- Setting commercial rhythm across the territory: demonstrations, trials, exercises, and industry events (coordinating with Marketing and capture manager)
- Carrying and delivering an annual order intake target
- Leading and growing the territory team
The role demands deep expertise in defense sales, existing high-level networks in the Nordic region, and proven ability to influence acquisition strategy before formal competition. You will work with local industrial partners and navigate national procurement regulations and local-content constraints.
REQUIREMENTS:
- 5–10 years selling complex defense systems to state customers, majority in Northern Europe
- Existing, live, senior-level network in the territory (critical filter)
- Ownership of at least one full path to contract, from requirement shaping through acquisition route to signature
- Demonstrable record of influencing a requirement or acquisition strategy before formal competition
- Experience running captures with local industrial partners; 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
- Eligible for national security clearance in the territory and willing to pursue it
- Willing to travel intensively across the territory
