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Sales Manager - Eastern Europe

Harmattan AI· M&S
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RemoteFull-timePosted 3w ago

About the role

Sales Manager responsible for the Eastern Europe territory, owning strategic direction, customer relationships, policy work to secure contracts, and order intake. Collaboration with capture manager to drive pipeline, demonstrations, trials, and events.

Responsibilities

  • Own the territory plan: customer and programme mapping, budget lines, competitive picture, prioritised pursuits, path to contract for each.
  • Build and hold relationships at senior and institutional level: ministries of defence, procurement agencies, service headquarters and end-user commands.
  • Shape requirements, acquisition routes and budget line placement ahead of formal competition.
  • Decide what we pursue and what we walk away from, and defend those calls.
  • Own pipeline hygiene, forecast accuracy and a defensible probability on every opportunity.
  • Set the commercial rhythm across the territory: demonstrations, trials, exercises and industry events, with Marketing and your capture manager.
  • Carry and deliver an annual order intake target.
  • Lead and grow the territory team.

Qualifications

  • +5-10 years selling complex defence systems to state customers, the majority of it in Eastern Europe.
  • An existing, live, senior-level network in the territory.
  • Ownership of at least one full path to contract, from requirement shaping through acquisition route to signature.
  • A demonstrable record of influencing a requirement or acquisition strategy before a formal competition existed.
  • Experience running captures with local industrial partners, and fluency in national procurement regulation, documentation and local-content constraints.
  • A track record of carrying and hitting an order intake number in a fast-moving or resource-constrained environment.
  • 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 go through the process.
  • Willing to travel intensively across the territory.

Skills

Required:Territory sales strategyStakeholder relationship managementCapture managementRegulatory and procurement knowledge
Last updated Sep 30, 2026. Interested? Apply on the company site.
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Building the Future of Autonomous Warfare.

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