Strategic Business Development Lead, Continental Europe
New
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Second Front SystemsGovernment technology
We’re hiring EU-wide for this role (candidates based in the Netherlands or Denmark are of particular interest, but we welcome applicants anywhere in the EU).Full-TimeLead
SalaryThe base salary for this position will fall between €150,000 €180,000. This is a quota-carrying role with a variable component tied to revenue targets and first-year MBOs; total on-target earnings (OTE) will be finalized during the interview process based on the final compensation structure.
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Job Details
- Languages
- Fluent English; fluency in an additional European language relevant to a priority continental market is preferred (e.g., French, German, Dutch, or a Nordic language).
- Experience
- 7+ years of business development, enterprise sales, or capture experience
- Required Skills
- Business DevelopmentCRM
Requirements
- Have 7+ years of business development, enterprise sales, or capture experience, including complex B2B and B2G technology sales across European markets.
- Demonstrate a track record of personally opening accounts and creating net-new pipeline in commercial software, cloud, infrastructure, or technology deals.
- Show experience closing complex deals and distinguishing revenue opportunities from access or activity.
- Have experience selling technically demanding enterprise products to commercial and government customers.
- Bring commercial exposure to European defense, govtech, or regulated industries, or to technology vendors selling into those markets.
- Be able to work across multiple European procurement cultures with commercial executives, technical evaluators, and government decision-makers.
- Have a credible network in at least one relevant European ecosystem and the capacity to expand it.
- Demonstrate strong CRM, qualification, account-planning, and forecasting discipline.
- Be fluent in English and willing to travel regularly across continental Europe.
- Have EU residency and existing, valid work authorization; sponsorship is not available.
- Preferred: Existing relationships in the European defense, NATO, or allied-government ecosystem.
- Preferred: Fluency in an additional European language relevant to a priority continental market, or experience opening a new market as an early or first commercial hire.
Responsibilities
- Own opportunities from initial contact through contract signature, qualifying budget and procurement authority.
- Build qualified pipeline across commercial software vendors, government entities, and regulated enterprises.
- Run named-account coverage through direct prospecting, referrals, and partner channels.
- Map government and defense pursuits, including mission needs, buyer roles, budget cycles, procurement vehicles, and decision criteria.
- Identify European lighthouse customers that can establish proof points and unlock adjacent accounts.
- Validate ideal customer profiles, pricing, and buying paths through live opportunities.
- Assess routes to revenue through hyperscalers, sovereign cloud providers, primes, and systems integrators.
- Coordinate qualified opportunities through discovery and evaluation with continental technical and delivery teams.
- Translate quarterly business targets into regional deployment roadmaps, accounting for export-control review and security-clearance gates.
- Align the sales pipeline with operations capacity and keep go-to-market messaging consistent with the company’s compliance posture.
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