Business Development Lead (Germany)

Fairyx | Hiring for Venture-Backed Startups; München; Hybrid; EUR 90,000 - 150,000; Full time

Benefits offered by this job

Equity stake

Fixed retainer + commission on revenue

Remote work with local presence

Job summary

Orasio seeks a Business Development Lead to establish and grow its presence in Germany. You’ll open doors, build strategic relationships, and move opportunities from contact to signed agreements in public-sector and critical infrastructure sectors.

Work remotely with a permanent local presence in the German market, travel across Germany as needed, and shape the go-to-market approach with leadership. A strong network and procurement insight are essential.

Qualifications

• Fluent in German and English for communication with public-sector stakeholders.
• Proven track record in business development or sales in Germany.
• Established network of decision-makers in public-sector or large private operators.
• Familiarity with German public procurement processes and buying decisions.

Responsibilities

• Identify, approach and close business opportunities with public-sector organisations and large private operators in Germany.
• Develop and execute a German market business development strategy.
• Build and activate a network of decision-makers across municipalities, authorities, and defence-adjacent entities.
• Identify commercial opportunities in transport, logistics, security and critical infrastructure.
• Move opportunities from introductions to negotiations and signed agreements.
• Prioritise high-potential accounts and develop a pipeline of qualified opportunities.

Skills

German fluency

English fluency

Networking

Public sector know-how

Sales in Germany

Job description

Orasio is a European AI company building advanced video intelligence technology that automatically detects situations of interest in video streams. Its AI models transform visual data into actionable insights, helping organisations across the public and private sectors improve situational awareness and respond more effectively to real-world events.

• Its technology is designed for civilian, public-sector and defence-related environments, including critical infrastructure
• The platform uses advanced AI models to extract meaningful information from video streams
• The company operates at the intersection of artificial intelligence, video analytics, public safety and security
• Its mission is to become Europe's leading video intelligence company
• Privacy, data protection and compliance with applicable legal frameworks are central to its approach

About the company

Orasio is a European AI company building advanced video intelligence technology that automatically detects situations of interest in video streams. Its AI models transform visual data into actionable insights, helping organisations across the public and private sectors improve situational awareness and respond more effectively to real-world events.

• Its technology is designed for civilian, public-sector and defence-related environments, including critical infrastructure
• The platform uses advanced AI models to extract meaningful information from video streams
• The company operates at the intersection of artificial intelligence, video analytics, public safety and security
• Its mission is to become Europe's leading video intelligence company
• Privacy, data protection and compliance with applicable legal frameworks are central to its approach

Learn more about Orasio: https://www.orasio.com/en

About the role

Orasio is looking for a Business Development Lead to establish and grow its presence in Germany.

Germany is a relationship-driven market, particularly when selling to public-sector organisations, government authorities and critical-infrastructure operators. Success in this role depends on an existing network of relevant decision-makers, an understanding of local procurement processes, and the ability to turn relationships into commercial opportunities.

You'll be the company's dedicated local business development lead, responsible for opening doors, building strategic relationships and moving opportunities from initial contact to signed agreements.

Working closely with company leadership, you'll shape the German go-to-market approach, identify the most promising market segments and build a strong pipeline of customers across the public and private sectors.

This is an entrepreneurial role with significant autonomy. You'll have the opportunity to build a market from the ground up, with leadership support on strategic opportunities and a compensation structure that rewards commercial results.

What you'll doBusiness development & market expansion

• Identify, approach and close business opportunities with public-sector organisations and large private operators across Germany
• Develop and execute a business development strategy tailored to the German market
• Build and activate a network of decision-makers across municipalities, federal and state authorities, government organisations and defence-adjacent entities
• Identify commercial opportunities with organisations in transport, logistics, security and critical infrastructure
• Move opportunities efficiently from initial introductions to negotiations and signed agreements
• Prioritise high-potential accounts and develop a pipeline of qualified commercial opportunities

Strategic relationships & sales

• Establish trusted relationships with key decision-makers, procurement stakeholders and potential customers
• Leverage existing professional relationships to accelerate sales cycles rather than relying primarily on cold prospecting
• Act as the primary local point of contact for German prospects and customers
• Understand customer needs and connect them with Orasio's video intelligence capabilities
• Coordinate with company leadership on account strategy, negotiations and important customer meetings
• Represent Orasio professionally in discussions with public-sector organisations and private operators

Go-to-market execution

• Help establish Orasio's commercial presence and reputation in Germany
• Identify the most promising customer segments, use cases and routes to market
• Develop an understanding of local procurement requirements, purchasing processes and decision-making structures
• Provide market intelligence on customer needs, competitive dynamics and emerging opportunities
• Share customer feedback and market insights with leadership to inform commercial strategy
• Travel across Germany to meet prospects, develop relationships and advance key opportunities

What you'll bring

• A proven track record in business development or sales in Germany, ideally with an established network you can activate from day one
• Native or fluent German and fluent English, both written and spoken
• An established network of relevant decision-makers across the public sector, government-related organisations or large private operators
• Familiarity with German public procurement processes and the way public-sector and enterprise customers make purchasing decisions
• Experience developing strategic relationships and converting them into commercial agreements
• Strong negotiation, communication and relationship-building skills
• The ability to identify opportunities, manage a pipeline and independently move deals towards closure
• An entrepreneurial mindset, high ownership and the ability to operate effectively with limited day-to-day supervision
• Based in Germany and willing to travel nationally to meet prospects and customers

Nice to have

• Experience selling AI, video analytics, security technology or other complex B2B technology solutions
• Existing relationships within public safety, defence, government or security-related organisations
• Experience working with critical-infrastructure operators, including transport and logistics companies
• Knowledge of the German public-sector technology market and its procurement landscape
• Experience bringing innovative technology products into organisations with complex buying processes

Not ticking every box? If you have a strong network in Germany, understand how to navigate complex organisations and have a track record of turning relationships into business, this opportunity is worth exploring.

What's on offer

• The opportunity to build and own a new market for a European AI company
• Significant autonomy over business development activities and local market expansion
• Direct collaboration with company leadership on strategic deals and commercial priorities
• A competitive compensation package combining a fixed retainer, commission on signed revenue and an equity stake, depending on experience
• The opportunity to work with AI technology designed for real-world applications in public safety, security and critical infrastructure
• The chance to help shape the commercial growth of an ambitious European technology company

Location & logistics

• Location: Germany
• Working model: Remote, with a permanent local presence in the German market
• Travel: Regular travel across Germany to meet prospects and customers
• Employment: Full-time
• Level: Mid-Senior
• Compensation: Fixed retainer + commission on signed revenue + equity stake, depending on experience