Defense Market Entry Strategist — From Pilot to Contract

Comand AI; Paris; On-site; EUR 90,000 - 150,000; Full time

Benefits offered by this job

Competitive package

Paris-based with field travel

Job summary

Comand AI in Paris is seeking a high-impact Business Strategist to expand our defense software footprint across Europe. You will identify entry points, build trusted relationships with ministries of defense, armed forces, and industrial partners, and drive the path from first engagement to pilots and contracts.

Collaborating with product and deployment teams, you’ll translate complex capabilities into operational value, navigate long B2G cycles, and establish Comand AI as a trusted partner.

Qualifications

• Experience selling into armed forces, ministries of defense, or another highly regulated B2G market with long sales cycles.
• Proven track record of two or three large-size deals you personally closed.
• Comfortable building a pipeline and a market from close to zero, without a playbook handed to you.
• Technical curiosity and the ability to translate complex software into operational and commercial value.
• Empathy for military users and their mission.
• EU citizenship (contractual requirement tied to defense contracts).
• Fluency in the local language of the market you’re covering, plus English.

Responsibilities

• Identify entry points and build trusted relationships across the defense ecosystem.
• Drive the path from first engagement through pilot and contract.
• Translate capabilities into procurement language for officers, staff, and program leads.
• Collaborate with founders, product, and deployment teams to turn field validation into commercial traction.
• Work with a Europe-wide team to unlock strategic opportunities with armed forces, partners, and defense organizations.
• Navigate long, politically sensitive B2G sales cycles with multiple stakeholders and procurement rules.

Skills

Defense sales

B2G sales

Pipeline development

Strategic partnerships

Stakeholder management

EU citizenship

English fluency

Market entry strategy

Job description

Comand AI in Paris is seeking a high-impact Business Strategist to expand our defense software footprint across Europe. You will identify entry points, build trusted relationships with ministries of defense, armed forces, and industrial partners, and drive the path from first engagement to pilots and contracts.

Collaborating with product and deployment teams, you’ll translate complex capabilities into operational value, navigate long B2G cycles, and establish Comand AI as a trusted partner.