Head of Business Development

Strativ Group; Warszawa; Hybrid; PLN 180,000 - 260,000; Full time

Job summary

Strativ Group is seeking a Head of Business Development for Eastern Europe, based in Warsaw with hybrid working. The role drives commercial growth across the region in defence technology and government markets, requiring deep regional knowledge and strategic leadership.

The ideal candidate will lead complex bids, build senior stakeholder relationships, and shape regional go-to-market strategies while navigating international partnerships.

Qualifications

• At least 10 years of experience in business development, sales, procurement or commercial leadership within the Eastern European defence sector.
• Strong knowledge of the regional defence ecosystem, government procurement processes and stakeholders.
• Proven track record of developing relationships and securing high‑value opportunities in defence or government markets.
• Experience leading bids, tenders, proposals and complex contract negotiations.
• Excellent communication, presentation, relationship-building and networking skills.

Responsibilities

• Identify, develop and manage new business opportunities across Eastern Europe, focusing on UAV and defence technologies.
• Build and maintain relationships with government agencies, defence organisations, procurement authorities, and partners.
• Develop regional go-to-market strategies aligned with customer requirements and defence procurement priorities.
• Lead preparation and submission of bids, tenders and commercial documentation.
• Ensure proposals comply with regulatory, procurement and industry requirements.

Skills

Leadership

Strategic thinking

Stakeholder management

Negotiation

English proficiency

Travel availability

Job description

Head of Business Development – Eastern Europe

Location: Warsaw, Poland

Working Model: Hybrid

Employment Type: Full-time

The Opportunity

We are partnering with a fast-growing European aerospace and defence technology organisation developing advanced unmanned aerial vehicle systems for mission-critical operations.

They are looking for an experienced Head of Business Development to drive commercial growth across Eastern Europe. This is a senior, strategic position at the intersection of defence technology, government procurement and international partnerships.

You will use your established understanding of the Eastern European defence ecosystem to identify opportunities, build influential stakeholder relationships and secure high-value government and defence contracts.

Key Responsibilities

• Identify, develop and manage new business opportunities across Eastern Europe, with a particular focus on UAV and defence technologies.
• Build and maintain senior relationships with government agencies, defence organisations, procurement authorities, strategic partners and other key stakeholders.
• Develop and execute regional go-to-market strategies aligned with customer requirements and defence procurement priorities.
• Lead the preparation and submission of bids, tenders, proposals and commercial documentation.
• Ensure proposals comply with applicable regulatory, procurement and industry requirements.
• Monitor defence spending, market developments, procurement programmes and the competitive landscape to identify emerging opportunities.
• Translate customer and government requirements into clear commercial and technical proposals.
• Collaborate closely with engineering, legal, finance and programme teams throughout the business-development lifecycle.
• Lead complex commercial negotiations and secure favourable contractual terms.
• Support contracts through execution, maintaining strong customer relationships and helping ensure successful programme delivery.
• Represent the organisation at government meetings, defence exhibitions, conferences and relevant industry events.
• At least 10 years of experience in business development, sales, procurement or commercial leadership within the Eastern European defence sector.
• Strong, demonstrable knowledge of the regional defence ecosystem, including government procurement processes, decision-making structures and relevant stakeholders.
• A proven track record of developing relationships and securing high-value opportunities within defence or government markets.
• Experience leading bids, tenders, proposals and complex contract negotiations.
• Strong commercial judgement and the ability to identify and develop strategic opportunities.
• Excellent communication, presentation, relationship-building and networking skills.
• Professional fluency in English.
• Ability to work independently and succeed within a fast-moving, international environment.
• Willingness to travel throughout Eastern Europe and internationally.

Highly Desirable

• Direct commercial experience within the aerospace or autonomous-systems industry.
• Established relationships across Eastern European defence ministries, armed forces, procurement agencies or industry partners.
• Experience bringing advanced defence technology into new national or regional markets.

The Ideal Candidate

You are an outgoing and commercially driven defence professional who understands how business is developed within complex government markets.

You are comfortable engaging senior stakeholders, navigating long procurement cycles and leading high-stakes negotiations. You combine strategic thinking with a hands-on approach and can confidently connect customer requirements with advanced technical solutions.

This is an opportunity to take ownership of an important growth region while helping bring next-generation technology to government and defence customers across Eastern Europe.