Head of Sales @ Defence Tech Venture, Munich

atlantic.vc; München; On-site; EUR 120,000 - 180,000; Full time

Job summary

Atlantic portfolio venture in Munich is seeking a senior commercial leader to own sales, set targets, and build a structured GTM function. This hands-on role requires closing own accounts and reporting to the CEO.

Candidates should have a proven track record in enterprise or government sales, with experience in defence/security, a network in European procurement, and the ability to hire and develop a small team. Fluency in English; German preferred; equity stake offered.

Qualifications

• Proven enterprise or government sales track record with direct responsibility for hitting a sales target.
• Experience in defence, security, public sector or related markets.
• Experience closing complex, multi-stakeholder deals.
• Experience defining sales targets, processes, forecasting and hiring plans in a developing organisation.
• Existing network in European defence, security or government procurement or a credible plan to build one.

Responsibilities

• Own the company’s sales targets, forecasting, pipeline management and commercial reporting.
• Manage key accounts and close complex deals directly.
• Lead commercial activity in Germany across defence, interior and national police, critical infrastructure and industrial security.
• Map stakeholders, identify decision-makers and manage from engagement to contract close.
• Assess new markets and develop market-entry plans; build the GTM team market by market.

Skills

Enterprise sales

Government sales

Strategic planning

Team leadership

Partnership development

Market entry

Customer relationships

Public procurement

Networking

Job description

This is an Atlantic portfolio venture.

About the Venture

We develop acoustic systems that detect drones through sound. Unlike radar and radio-frequency systems, our technology operates passively and does not emit a signal that can be detected or jammed.

Our systems are already deployed in contested environments. We work with defence ministries, national security agencies and critical infrastructure operators across Europe, the US and other international markets.

We are a small team based in Munich and are now looking to build the commercial function around a proven product and growing customer demand.

About the Role

To date, our CEO has led the majority of our commercial activity. We are now hiring our first senior commercial leader to take ownership of sales and build a more structured go-to-market function.

This is a hands-on role. You will define the commercial strategy, introduce clear targets and processes, and gradually build the GTM team. At the same time, you will manage and close your own accounts independently.

You will report directly to the CEO.

What You’ll Do

• Own the company’s sales targets, forecasting, pipeline management and commercial reporting
• Manage key accounts and close complex deals directly
• Lead commercial activity in Germany across defence, interior and national police, critical infrastructure and industrial security
• Map relevant stakeholders, identify decision-makers and manage the process from initial engagement through demonstrations, testing and contract close
• Assess new markets, determine where to invest commercial resources and develop market-entry plans
• Build the GTM team market by market and define the roles required as the business grows
• Hire, manage and develop sales team members
• Determine when dedicated account management support is needed for larger customers
• Develop partner and channel relationships where they can improve access to customers or shorten sales cycles
• Coordinate commercial activity across Europe, the US and Ukraine
• Represent the company at relevant trade shows, industry events and procurement forums
• Share customer and market feedback with the wider team to inform product development, positioning and pricing

About You

You have previously built or significantly developed a commercial function in an early-stage or growing organisation. You are comfortable combining strategic responsibility with direct sales execution.

You understand long and complex government sales cycles and are willing to invest the time required to build trusted relationships with customers and stakeholders.

You bring:

• A strong track record in enterprise or government sales, including direct responsibility for a sales target
• Relevant experience in defence, security, the public sector or another closely related market
• Experience closing complex, multi-stakeholder deals from six figures upwards
• Experience introducing sales targets, processes, forecasting and hiring plans in a developing commercial organisation
• Experience hiring and managing salespeople
• An existing network in European defence, security or government procurement, or a credible plan for building one
• The ability to work effectively in a small team with changing priorities and incomplete information
• A military or government service background is helpful but not required
• Fluency in English; German is strongly preferred given the initial market focus

Why Join

You will join a defence technology company whose systems are already deployed in live environments and generating six-figure contracts, with larger opportunities in the pipeline.

As the first senior commercial hire, you will have significant responsibility for how the company approaches sales, enters new markets and builds its commercial team. You will work closely with the CEO and wider leadership team and receive equity that reflects the stage and scope of the role.