Account Executive - EU Public Sector & NATO

Aikido Security; Belgique; On-site; EUR 90,000 - 150,000; Full time

Job summary

Aikido Security is seeking an Account Executive for EU Public Sector & NATO to drive revenue growth across national governments, public institutions and defense entities. You will navigate complex procurement, lead tender responses, and manage multi-stakeholder sales cycles with senior tech and security leaders. Fluent English is required; European location preferred.

Experience in SaaS security sales, 6–7 figure deals, and knowledge of EU government frameworks are key. Brussels area is a plus.

Qualifications

• 6 to 10 years of SaaS sales experience in EU Public Sector or NATO environments.
• Proven track record of closing 6- and 7-figure deals.
• Deep understanding of EU government purchasing frameworks and tender processes.
• Ability to map technical capabilities to business outcomes and engage senior security leaders.
• Eligible for EU/NATO clearance is preferred.

Responsibilities

• Drive revenue across EU public sector and NATO opportunities from first touch to close.
• Lead responses to tenders, RFPs, RFIs while meeting regulatory standards.
• Build relationships with GSIs, regional partners, and procurement directors.
• Forecast and manage pipeline in HubSpot.
• Represent the company at public sector events in Europe.

Skills

SaaS sales

Cybersecurity

DevSecOps

Public sector experience

NATO/defense knowledge

English fluency

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.

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.