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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 the UK&I territory, you own the strategic direction, customer relationships, policy work, and order intake for the region. You will work alongside a capture manager who handles field execution, while you set direction, arbitrate decisions, and own the revenue number.
Key responsibilities include:
- Developing and executing the territory plan: customer and programme mapping, budget analysis, competitive assessment, prioritized pursuits, and contract paths for each opportunity
- Building and maintaining relationships at senior institutional levels with 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, with clear justification
- 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
- Delivering an annual order intake target
- Leading and growing the territory team
REQUIREMENTS:
- 5–10 years of experience selling complex defense systems to state customers, with the majority in UK&I
- An 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
- Demonstrated track record of influencing a requirement or acquisition strategy before formal competition
- Experience running captures with local industrial partners and fluency in national procurement regulation, documentation, and local-content constraints
- Proven ability to carry and hit an order intake number 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 pursue it
- Willingness to travel intensively across the territory
