Business Development Lead, Baltics (AI)

Location: Tallinn, Estonia; on-site. The role covers assigned markets across the Baltics and requires frequent travel throughout the territory and internationally. Candidates must be based within the region or willing to relocate to a strategic location within the assigned territory.

Company

Venture-backed defence technology company developing AI pilot systems, autonomous aircraft, autonomy software, and AI-enabled intelligence, surveillance, and reconnaissance capabilities.

What you will do

• Own and execute the go-to-market strategy across assigned Baltic markets.
• Build and grow a pipeline for autonomy, aircraft, ISR, and mission-system opportunities.
• Lead account planning, customer shaping, competitive positioning, proposals, negotiations, and contract closure against a sales quota.
• Engage military leaders, defence ministries, procurement authorities, sovereign stakeholders, and strategic industry partners.
• Develop regional partnerships, consultants, industrial participation structures, and offset-aligned strategies.
• Coordinate Business Development, Product, Engineering, Government Relations, Legal, Contracts, Export Compliance, Operations, and Customer teams while managing forecasts and market intelligence.

Requirements

• 6+ years of experience in business development, capture, sales, strategic engagement, account management, or related customer-facing roles in defence, aerospace, national security, or advanced technology.
• Experience working across international defence, government, or regulated markets and complex procurement environments.
• Proven success shaping complex opportunities with long sales cycles, senior stakeholders, and technically differentiated solutions.
• Technical aptitude in autonomous systems, ISR, mission systems, AI-enabled capabilities, or related defence technologies.
• Strong communication, negotiation, stakeholder management, executive presence, and cross-functional collaboration skills.
• Fluency in English and relevant regional languages is required; frequent international travel is expected.

Nice to have

• Experience with UAS, autonomy, ISR, mission systems, aerospace, or AI-enabled operational capabilities.
• Existing relationships with defence ministries, military organisations, procurement authorities, or strategic industry partners.
• Experience with direct commercial sales, Foreign Military Sales, or international government procurement programmes.
• Prior military, operational defence, government, or national security experience.
• Bachelor’s degree or equivalent professional, military, or operational experience.

Culture & Benefits

• Mission-driven environment focused on protecting service members and civilians.
• Work at the forefront of AI, autonomy, and next-generation defence systems.
• Direct impact on international growth and strategic defence partnerships.
• Collaboration on complex operational challenges with cross-functional teams.
• International EOR employment arrangement.