Business Development, Defence

Terasi; Stockholms kommun; Hybrid; SEK 900,000 - 1,200,000; Full time

Benefits offered by this job

Equity

Job summary

Terasi is seeking a Deployment Strategist to own strategic accounts across Ukraine, the EU and the US, with the Nordics as a secondary market. You will map budgets, timelines and decision-makers, spot early opportunities, and collaborate with Forward Deployed Engineers to move opportunities from PoC to contract.

Travel across Europe and the US will be required. You will need strong defence literacy, technical credibility in RF/data links or UAVs, and the ability to navigate complex procurement

Qualifications

• Fluent English required; Ukrainian/Swedish language a bonus.
• Proven ability to map accounts, budgets and decision-makers.
• Solid knowledge of EU/NATO procurement processes.
• Technical credibility in RF, data links, comms or UAVs.
• Willingness to travel to trials, exercises and customer sites.

Responsibilities

• Own accounts in Ukraine, EU, US; Nordics as secondary market.
• Map budgets, timelines and who decides.
• Identify opportunities across Ukrainian procurement, US rapid calls, NATO/EU funding, FMV.
• Open doors and schedule meetings with systems architects, officers and procurement staff.
• Collaborate with Forward Deployed Engineers; qualify opportunities and move PoC to contract.
• Attend trials, exercises and customer sites across Europe and the US.
• Keep pipeline qualified, documented and forecastable.
• Provide feedback to product/strategy from market intel.

Skills

Account mapping

Pipeline development

Defence literacy

RF/data links/ UAVs

Field presence

Ambiguity tolerance

Mission-driven

English fluency

Security clearance

Job description

Why this role exists

We build Radio Units (RUs): high-speed, secure, jam-resistant data links for defence and dual-use applications. They’re the connective tissue for UAV C2, deployable 5G and tactical awareness systems, designed and manufactured in-house in Stockholm. Sovereign European capability, built for Ukraine, Europe, the US and their allies.

Ukraine has shown what modern war demands: resilient comms in a contested electromagnetic environment, delivered in months, not years. Europe is rearming, and the US is buying faster than it has in decades.

Our pipeline is full of defence primes, armed forces and industrial operators who are excited about our RU. The bottleneck isn’t interest. It’s conversion. As one of our first Deployment Strategists, you’ll turn “we should look at this” into “we’re in the room, and our Forward Deployed Engineers are in the field with them next week.”

What you’ll do

• Own accounts in Ukraine, the EU and the US, with the Nordics as a secondary market. These include armed forces units, ministries of defence, primes and procurement agencies. Know them better than anyone in the company.
• Map who has the operational problem, which programmes have budget and when, and who decides.
• Spot opportunities early across Ukrainian procurement, US rapid-acquisition calls, NATO and EU innovation funding, and FMV.
• Open doors and book first meetings with systems architects, signals officers and procurement officers.
• Work with our Forward Deployed Engineers. You find and qualify the opportunity, together you shape the demo, they prove it works, and you move the account from PoC to contract.
• Join trials, exercises and customer sites across Europe and the US.
• Keep the pipeline qualified, documented and forecastable. No happy ears.
• Feed recurring requirements and competitor intel back into product and strategy.

How the role works

You’ll split your time between our Stockholm office and the field. Part of the job is travel to trials, exercises, customer sites and conferences.

What we’re looking for

• Account depth: org charts, budget cycles, who decides and who influences.
• Hunter mentality: you create pipeline through outreach, events and warm introductions.
• Defence literacy: you know how EU/NATO forces and agencies buy, or you’ve seen it from the inside. Nordic and FMV exposure is a plus.
• Technical credibility in RF, data links, comms or UAVs: enough to hold the conversation and land the right next step.
• Presence in the room and in the field: you earn a colonel’s or a chief engineer’s trust, work a conference floor, and don’t mind mud, cold and long days on a test range.
• Comfort with ambiguity: when a customer is vague, you go find out what they mean.
• Mission conviction: you want your work to support Ukraine, strengthen deterrence and protect European sovereignty.
• Languages: fluent English. Ukrainian, Swedish or another European language is a bonus.
• Clearance: the ability to obtain a security clearance (e.g. Swedish säkerhetsprövning or NATO) is a plus.

You’ll report to our VP of Sales - Defence and help write the go-to-market playbook.

Background that fits (illustrative)

• Ex-military signals or comms officers and NCOs
• BD or capture analysts at primes such as Saab, Thales, L3Harris or Leonardo
• BDRs at neo-defence companies such as Anduril, Helsing, Quantum Systems, STARK or Shield AI
• Defence innovation and accelerator staff who know how new capability gets adopted

What you’ll get

• A seat at the table as we build the commercial function. The accounts you open will define our first multi-million-euro contracts.
• Live opportunities in UAV C2 and deployable 5G from week one
• Close work with the VP of Sales - Defence, our Forward Deployed Engineers and the founding team
• Equity as one of our first commercial hires