Europe Defense BD Director - Startup Hustle, Impact Wins

Orca AI Ltd.; Polska; Hybrid; PLN 526,000 - 789,000; Full time

Job summary

Orca AI Ltd. is seeking a Director of Business Development for Defense in Europe. You will own the end-to-end sales cycle for major government contracts and strategically grow our presence in defense and DoD sectors across Europe and ROW.

This role requires a proven track record closing complex defense deals and thriving in a startup, fast-paced environment. Based in Europe (Nordics a plus), you will build partnerships, capture opportunities, and influence product direction through market

Qualifications

• 8+ years of professional experience focused on defense and government sectors.
• Documented history of closing complex deals with federal and defense customers.
• Experience working in a startup environment and building processes from scratch.
• Location-based in Europe; Nordics is a plus.

Responsibilities

• Lead end-to-end sales cycle for major government and defense contracts.
• Identify and penetrate new market segments within DoD and federal government.
• Build and manage strategic partnerships that drive revenue and mission impact.
• Translate government requirements into actionable feedback for product and engineering teams.

Skills

Defense sector experience

Deal closing

Startup environment

European base

Job description

Back

Director of Business Development - Defense (Europe)

About The Position

We are looking for a high-impact Business Development Director to lead our growth within the defense and government sectors in Europe and ROW. This is a role for a closer - someone who possesses the strategic "startup hustle" to navigate emerging tech landscapes and the professional "defense-sector polish" to seal high-stakes defense contracts.

The ideal candidate has a proven track record of securing wins with the Defense Organizations and thrives in high-growth, venture-backed environments.

The Mission

As the Director of Business Development, you will be the primary engine for our market expansion. You won’t just be "opening doors" or managing partnerships; you will own the entire lifecycle of the deal—from initial capture and strategic positioning to final contract closing.

Must-Have Requirements

• Experience: 8+ years of professional experience, with a heavy focus on the defense and government sectors.
• Deal Ownership: A documented history of closing complex deals with federal and defense customers.
• The Startup Edge: Direct experience working within a startup environment. You understand how to build processes where they don't exist and move at the speed of innovation.
• Location: Must be based in Europe, Nordics is a plus.

Nice-to-Have

• Maritime/Naval Expertise: Specific experience in shipbuilding, naval systems, autonomous maritime contexts, or maritime defense is a significant plus.
• Growth Pedigree: Previous roles at venture-backed, high-growth defense tech companies.
• Strategic Scope: Demonstrated experience as a Director or Senior IC owning capture efforts, strategic partnerships, and new business wins.
• Career Stability: A history of sustained tenure and professional growth within organizations (we value "builders" over "hoppers").

Key Responsibilities

• Lead Capture & Closing: Own the end-to-end sales cycle for major government and defense contracts.
• Strategic Growth: Identify and penetrate new market segments within the DoD and federal government.
• Partnership Architecture: Build and manage strategic relationships that lead directly to revenue and mission success.
• Market Intelligence: Translate complex government requirements into actionable product feedback for our engineering and product teams.

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