Location: Europe — Remote
Employment type: Full-time
Seniority: Mid-Senior Level
Salary guide: £80,000–£100,000 estimated based on comparable roles. The employer has not disclosed or confirmed a salary range.
Security requirement: Must be able to obtain the relevant security clearance.

About the opportunity

Career With Smita is sharing an opportunity with an AI software company developing technology to help governments understand and counter coordinated disinformation.

The company has established government relationships in the UK and is looking to expand its government sales operations across the Nordics, Baltics and Eastern Europe.

This role is suited to an entrepreneurial, commercially driven sales professional who can build a regional pipeline, engage government stakeholders and independently manage complex enterprise technology sales from initial prospecting through to closing.

The employer’s identity is being kept confidential at this stage.

The role

As Government Sales Lead, you will take ownership of government sales development across your assigned European markets. You will work independently, develop regional go-to-market strategies and build relationships with stakeholders across public-sector, defence and intelligence organisations.

You should be comfortable discussing technically sophisticated software products, presenting their value to technical evaluators and navigating lengthy procurement and approval processes.

This is a hands-on sales role for someone who can generate opportunities without relying heavily on sales development representatives or dedicated pre-sales support.

Key responsibilities

• Build and execute a government sales and go-to-market strategy for the Nordics, Baltics and Eastern Europe.
• Identify, research and develop opportunities with relevant European government and public-sector organisations.
• Build relationships with technical evaluators, analysts, budget holders and senior decision-makers.
• Independently manage the full sales cycle, from prospecting and discovery through demonstrations, negotiations and closing.
• Explain complex software, data and AI capabilities to technical and non-technical stakeholders.
• Develop a pipeline through proactive outreach, market research, relationship building and account development.
• Navigate complex government purchasing processes and long sales cycles.
• Identify regional market opportunities and develop a focused plan for entering priority countries.
• Communicate market feedback and commercial insights to internal stakeholders.

Required experience and skills

• Demonstrable experience selling technology or software products directly to European government customers.
• Experience in a startup or early-stage scale-up environment.
• Experience working for a product company in software, data, AI, security or a related technology field.
• Proven full-cycle sales experience, including independently sourcing and developing opportunities.
• Ability to conduct technical product demonstrations and explain product capabilities without depending on dedicated pre-sales engineers.
• Experience managing complex, long-cycle enterprise or public-sector sales processes.
• Strong stakeholder management, commercial judgement and negotiation skills.
• Ability to work independently in a remote, international environment.
• Eligibility to obtain the security clearance required for the position.

Particularly relevant experience

Candidates with experience in any of the following areas may be especially relevant:

• Military intelligence and national security.
• NATO-aligned organisations and related government stakeholders.
• Open-source intelligence (OSINT).
• Threat intelligence and disinformation analysis.
• AI, data analytics or security software sold to government customers.
• Government technology procurement across the Nordics or Baltics.

Experience in these specific areas is desirable, but the essential requirement is a credible track record of selling technology products directly to European government customers.

Who is likely to succeed?

This opportunity is best suited to an independent sales hunter who enjoys building markets rather than inheriting a mature pipeline.

You should be comfortable sourcing your own opportunities, leading first meetings, conducting product demonstrations and progressing complex deals without a large sales support team.

Candidates whose experience is exclusively in consulting or IT services, without relevant startup and product-company exposure, may not meet the role requirements.

Compensation and working arrangements

• Location: Europe, remote.
• Employment: Full-time.
• Seniority: Mid-Senior Level.
• Salary guide: £80,000–£100,000, an estimate based on comparable positions rather than an employer-confirmed range.
• Security clearance: Candidates must be able to obtain the relevant clearance.

The employer has not confirmed the salary range. Candidates should verify compensation, the precise clearance requirements and any country-specific employment conditions during the recruitment process.

Interested in this opportunity?

If you have personally sold software, data or security products to European government customers and can manage complex sales independently, this opportunity may be worth exploring.

Review the role and submit your application through the link below.

Apply here: https://jobs.techtree.dev/job/c30d1a1e-d798-4bd4-b2cd-a3817fefd3c2?tp=86522805-a5a4-4755-82cd-cbb8fa932af3

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Please review the employer’s application requirements carefully. Shortlisting, interviews and employment are subject to the employer’s assessment.