Defence Business Development Manager

Location: Hybrid in Tallinn or Warsaw

Company

hirify.global develops autonomous drone software that enables large, coordinated teams of drones to operate without pilots. The technology has been battle-tested in Ukraine and is used to support defence capabilities for democratic nations.

What you will do

• Build and manage a qualified pipeline of defence, public-sector, and institutional opportunities across Europe.
• Identify tenders, procurement opportunities, frameworks, institutional calls, and partnership opportunities.
• Lead market mapping, lead generation, outreach, and pre-landing activities with partners, integrators, and institutional stakeholders.
• Qualify opportunities using strategic fit, timing, competition, requirements, and win-probability criteria.
• Support capture planning for priority opportunities, including positioning, win themes, stakeholder mapping, and partner strategy.
• Coordinate tenders, proposals, and institutional applications with product, legal, finance, and leadership teams.

Requirements

• 5+ years of experience in defence business development, public-sector sales, institutional business development, capture management, proposal management, or bid management.
• Experience with European public procurement, tenders, institutional sales, or government-related sales processes.
• Strong understanding of defence markets, preferably involving European defence buyers, ministries of defence, integrators, prime contractors, or public-sector stakeholders.
• Ability to manage complex opportunities from early identification through submission and follow-up.
• Strong sales-funnel discipline, opportunity-qualification skills, stakeholder management, ownership, attention to detail, and independent execution.
• Excellent English is required for preparing external documents, proposals, briefs, and tender materials.

Nice to have

• Experience with the EU defence ecosystem, NATO, ministries of defence, institutional buyers, or European defence procurement structures.
• An existing network across European defence, public-sector, integrator, or government-contractor ecosystems.
• German, French, Polish, Baltic, Scandinavian, or another European language.

Culture & Benefits

• Direct impact in a high-stakes defence technology industry.
• Opportunities for professional growth.
• Ability to influence and improve processes.
• Competitive salary and comprehensive benefits package.
• Straightforward, no-bureaucracy culture in a fast-moving, early-stage environment.

Hiring process

• Recruiter screen.
• Hiring manager interview, technical interview, and optional skip-level interview.
• Offer, subject to applicable operational-security background checks conducted in accordance with EU laws.