Account Executive - EU Public Sector & NATO

Aikido Security; Gent; Sur place; EUR 90 000 - 150 000; Plein temps

Résumé du poste

Aikido Security is hiring an Account Executive to drive revenue across EU public sector and NATO markets. You will navigate complex procurement, build strategic relationships with senior leaders, and leverage partner ecosystems to deliver our developer-first security platform.

Based in Europe with access to major government hubs, you will manage multi-stakeholder deals and accelerate security outcomes for government and defense customers.

Qualifications

• 6–10 years SaaS sales experience in EU Public Sector, Defense or NATO environments.
• Deep understanding of EU government purchasing frameworks and tender processes.
• Proven record of closing complex 6- and 7-figure deals with long sales cycles.
• Comfortable leading technical product conversations with engineering and security teams.

Responsabilités

• Drive revenue from first touch to close across EU National Governments, Ministries, Public Agencies, and NATO entities.
• Lead responses to public tenders, RFPs, and RFIs, ensuring alignment with regulatory standards.
• Partner with Global System Integrators, regional IT partners, and distributors with 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.

Description du poste

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.

Job Requirements

• 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.