Account Executive - EU Public Sector & NATO

Aikido Security BV; Belgique; On-site; EUR 90,000 - 140,000; Full time

Benefits offered by this job

Equity

Flexible working hours

Job summary

Aikido is expanding its presence in the EU public sector and NATO markets. The Account Executive will drive revenue, manage complex procurement, and build strategic relationships with senior security and technology leaders across Europe.

This role requires 6–10 years of SaaS sales experience in public sector or defense, with a strong track record in cybersecurity or DevSecOps. English fluency is essential; French, German, or Dutch are a major plus. Brussels-area preference.

Qualifications

• 6–10 years SaaS sales in EU public sector/defense/NATO with cybersecurity/DevSecOps experience.
• Deep understanding of EU government purchasing frameworks and public tenders.
• Proven ability to close 6–7 figure deals with long, multi-stakeholder cycles.
• Comfortable mapping technical capabilities to sovereign/business outcomes.
• EU/NATO clearance preferred or eligible.

Responsibilities

• Drive revenue from first touch to close across EU public sector and NATO accounts.
• Lead responses to tenders, RFPs, and RFIs in alignment with government regulations.
• Build and deepen relationships with CISOs, software engineering leaders, and procurement directors.
• Coordinate with GSIs, regional partners, and distributors under government framework agreements.
• Maintain accurate forecast and pipeline management in HubSpot.
• Represent Aikido at defense, cyber, and public sector events across Europe.

Skills

SaaS sales

Public sector sales

Cybersecurity familiarity

DevSecOps understanding

Partner ecosystem engagement

Job description

We're making security suck less for developers.

Security tools haven't kept up with how software is built today. They interrupt teams, slow releases, and turn security into a bottleneck instead of a capability. We built Aikido to change that. Aikido builds developer-first security products that reduce real risk without getting in the way of shipping software. We focus on what actually matters and automate the rest.

We're taking on legacy security tools teams have been stuck with, and we're winning. If you want to help us take market share and build products developers actually enjoy using, you're in the right place.

Founded in 2022 by third-time founders, Aikido has $85M in the bank and a long runway ahead. We're building toward self-securing software. Join an all-star team. Take real ownership. Push boundaries. Build things that matter.

Account Executive (EU Public Sector & NATO)

Aikido is scaling fast, and we are expanding our presence in the public sector. We are looking for our first Account Executive (EU Public Sector & NATO) to drive our revenue growth across national governments, public institutions, defense organizations, and NATO agencies.

In this role, you will navigate complex public procurement environments, build strategic relationships with senior technical and security leaders, and leverage partner ecosystems to deliver our developer-first security platform to the public sector.

Responsibilities

Drive revenue from first touch to close across a targeted pipeline of EU National Governments, Ministries, Public Agencies, and NATO entities (e.g., NCI Agency).

Lead responses to public tenders, RFPs, and RFIs, ensuring alignment with governmental regulatory and compliance standards.

Partner closely with Global System Integrators (GSIs), regional IT partners, and distributors who hold active government framework agreements.

Build and deepen relationships with CISOs, heads of software engineering, platform leads, and procurement directors in the public sector.

Maintain an accurate forecast and disciplined pipeline management in HubSpot.

Represent Aikido at key defense, cyber, and public sector industry events across Europe.

6 to 10 years of SaaS sales experience, with a proven track record in cybersecurity, DevSecOps, or developer tools within the EU Public Sector, Defense, or NATO environments.

Deep understanding of EU government purchasing frameworks, public tender processes, and partner-led sales models.

Consistent record of closing complex 6- and 7-figure deals with long, multi-stakeholder sales cycles.

Comfortable leading technical product conversations with engineering and security teams and mapping tech capabilities to sovereign/business outcomes.

Active EU/NATO Secret Clearance (or eligibility to obtain one) is highly preferred.

Native/fluent English is required (French, German, or Dutch is a major plus). Located in Europe with easy access to key government hubs (Belgium/Brussels preferred).

What can you expect

Short decision lines. Big ownership. Shape the projects that matter and ship fast.

Grow as fast as we do. Take on more, own more, and carve out your own path.

Top-tier tech pay and equity.

High trust, strong values, zero corporate BS.

Flexibility in working hours.

A company that sticks to its values in an open and informal atmosphere.

We hire for talent, drive, and potential. Everything else is noise.