Sales Manager - Northern Europe

Harmattan AI; Finland; On-site; EUR 120,000 - 180,000; Full time

Job summary

Harmattan AI is seeking a Sales Manager, Northern Europe, to own the regional strategy, cultivate senior-level relationships with defense ministries and procurement agencies, and secure order intake. You will drive the territory plan, shape requirements, and manage the channel with your capture manager for successful contracts.

The role requires a track record in selling complex defence systems to state customers, a strong regional network, and willingness to travel intensively.

Qualifications

• 5–10 years selling complex defence systems to state customers, primarily in Northern Europe.
• Existing senior network in the territory with high-level access.
• Ownership of a full path to contract from shaping to signature.
• Proven ability to influence requirements or acquisition strategy before a competition.
• Experience running captures with local industrial partners and knowledge of procurement rules.
• Track record of meeting an order intake target in fast-moving environments.
• Line management experience or readiness for it.
• Native or fully professional command of at least one core language of the territory.
• Eligible for national security clearance and willing to undergo the process.
• Willing to travel intensively across the territory.

Responsibilities

• Own the territory plan including mapping, budget lines, and path to contract.
• Build relationships at senior and institutional levels.
• Shape requirements, routes and budget line placement ahead of competition.
• Decide which pursuits to undertake and defend calls.
• Own pipeline hygiene and forecast accuracy.
• Set the commercial rhythm across the territory with demonstrations, trials, and events.
• Carry and deliver an annual order intake target.
• Lead and grow the territory team.

Skills

Territory planning

Senior-level network

Capture management

Stakeholder engagement

Travel willingness

Team leadership

Job description

About Us

Harmattan AI is a next-generation defense prime building autonomous and scalable defense systems. Following the close of a $200M Series B, valuing the company at $1.4 billion, we are expanding our teams and capabilities to deliver mission-critical systems to allied forces.

Our work is guided by clear values: building technologies with real-world impact, pursuing excellence in everything we do, setting ambitious goals, and taking on the hardest technical challenges. We operate in a demanding environment where rigor, ownership, and execution are expected.

About the Role

As Sales Manager, Northern Europe, you own the territory at the strategic level, customer relationships, the policy work that opens and secures the path to contract, and the order intake. Your capture manager owns the field; you own the direction, the arbitration and the number.

Responsibilities

• Own the territory plan: customer and programme mapping, budget lines, competitive picture, prioritised pursuits, path to contract for each.

• Build and hold relationships at senior and institutional level: ministries of defence, procurement agencies, service headquarters and end-user commands.

• Shape requirements, acquisition routes and budget line placement ahead of formal competition.

• Decide what we pursue and what we walk away from, and defend those calls.

• Own pipeline hygiene, forecast accuracy and a defensible probability on every opportunity.

• Set the commercial rhythm across the territory: demonstrations, trials, exercises and industry events, with Marketing and your capture manager.

• Carry and deliver an annual order intake target.

• Lead and grow the territory team.

Requirements

• +5-10 years selling complex defence systems to state customers, the majority of it in Northern Europe.

• An existing, live, senior-level network in the territory. This is the first filter - without current high-level access in your market, this is not the right role.

• Ownership of at least one full path to contract, from requirement shaping through acquisition route to signature.

• A demonstrable record of influencing a requirement or acquisition strategy before a formal competition existed.

• Experience running captures with local industrial partners, and fluency in national procurement regulation, documentation and local-content constraints.

• A track record of carrying and hitting an order intake number in a fast-moving or resource-constrained environment.

• Line management experience, or clear readiness for it.

• Native or fully professional command of at least one core language of the territory.

• Eligible for national security clearance in the territory, and willing to go through the process.

• Willing to travel intensively across the territory.

We look forward to hearing how you can help shape the future of autonomous defense systems at Harmattan AI.