Strategic Business Development Lead (Continental Europe)

Second Front; United States; Vor Ort; USD 180.000 - 280.000; Vollzeit

Benefits dieser Stelle

Health & Dental

Remote-first PTO

401k & Equity

Professional development stipend

Zusammenfassung

Second Front Systems, Inc. is seeking a hunter-oriented Strategic Business Development Lead to anchor our EMEA commercial organization as our inaugural dedicated hire for continental Europe.

This role will own opportunities from initial contact through contract signature, building a qualified pipeline across commercial software vendors, government entities, and regulated enterprises. You will map government and defense pursuits, validate ICPs and pricing through live opportunities, and

Qualifikationen

• EU residency with valid work authorization.
• Fluent English; willingness to travel regularly across continental Europe.
• Experience selling technically demanding enterprise products to both commercial and government customers.
• 7+ years of business development, enterprise sales, or capture experience across European markets.
• Strong CRM, qualification, account-planning, and forecasting discipline.
• Track record of opening accounts and creating net-new pipeline in commercial software, cloud, or technology deals spanning commercial and government buyers.
• Credible network in at least one European ecosystem and ability to expand beyond it.
• Ability to operate across multiple European procurement cultures with commercial executives, technical evaluators, and government decision-makers.
• Strong hunter profile with experience closing complex deals and distinguishing real revenue opportunity from activity.
• Commercial exposure to European defense, govtech, or regulated industries.

Aufgaben

• Own opportunities from initial contact through contract signature.
• Build a qualified pipeline across commercial software vendors, government entities, and regulated enterprises.
• Run named-account coverage through direct prospecting, referrals, and partner channels.
• Map government and defense pursuits — mission needs, buyer roles, budgets, procurement routes, and decision criteria.
• Validate ICPs, pricing, and buying paths through live opportunities.
• Assess routes to revenue via hyperscalers, sovereign cloud providers, primes, and systems integrators.
• Coordinate with nascent delivery teams as opportunities move through discovery and evaluation.
• Translate quarterly targets into regional deployment roadmaps, considering export-control review and security gates.
• Broker alignment between sales pipeline and operations capacity.
• Keep GTM messaging in sync with compliance posture.

Kenntnisse

Hunter mindset

Pipeline building

Named accounts

Prospecting

Account planning

Forecasting

Buyer mapping

GovTech sales

Jobbeschreibung

• Second Front Systems is seeking a hunter-oriented, market-signal-driven, highly disciplined Strategic Business Development Lead to anchor our EMEA commercial organization as our inaugural dedicated hire for continental Europe. This is an individual-contributor role reporting directly to the Head of EMEA
• You’ll be operating in a nascent market with no inherited playbook. You will be responsible for creating qualified pipeline, opening target accounts, qualifying buying paths, and closing net-new deals across commercial software vendors, government customers, and regulated enterprises
• You’ll pressure-test our target customer profile and buying paths through direct prospecting, named-account work, and live opportunities — identifying the lighthouse customers that establish credible European proof points and unlock a repeatable commercial motion across priority continental markets
• We’re looking for a zero-to-one player who can map mission needs, buyers, budgets, procurement routes, and decision criteria in government and defense pursuits; who can tell the difference between genuine revenue opportunity and mere access or activity; and who brings real discipline to pipeline management, account planning, and forecasting
• In short: you’ll be the organization’s primary route to European market entry and scaled commercial revenue
• Own opportunities from initial contact through contract signature. The hard part: qualifying budget and procurement authority before investing in discovery
• Build a qualified pipeline across commercial software vendors, government entities, and regulated enterprises. The hard part: telling procurement-ready leads apart from exploratory inquiries
• Run named-account coverage through direct prospecting, referrals, and partner channels. The hard part: keeping account discipline across overlapping routes to the same buyer
• Map government and defense pursuits — mission needs, buyer roles, budget cycles, procurement vehicles, and decision criteria. The hard part: validating those criteria before discovery even begins
• Identify the lighthouse customers in Europe that establish accreditable proof points and unlock adjacent accounts. The hard part: qualifying replicability before committing to a pilot
• Validate ideal customer profiles, pricing, and buying paths through live opportunities. The hard part: separating real signal from noise in early-stage feedback
• Assess routes to revenue via hyperscalers, sovereign cloud providers, primes, and systems integrators. The hard part: mapping technical fit to what a given market actually needs
• Coordinate with our nascent continental technical and delivery teams as qualified opportunities move through discovery and evaluation. The hard part: keeping deal timelines realistic against engineering dependencies
• Translate quarterly business targets into regional deployment roadmaps. The hard part: accounting for export-control review and customer security-clearance gates
• Broker alignment between the sales pipeline and operations capacity. The hard part: surfacing resource constraints early enough that they don’t derail contract fulfillment or accreditation schedules
• Keep go-to-market messaging in sync with our compliance posture. The hard part: making sure proposals reflect our actual system hardening and government contract standards, not just the pitch

Benefits

• Health & Wellness: Receive 100% medical, dental, and vision coverage for you and your family.
• PTO & Remote First: We provide flexible time off, recognize 11 federal holidays, and offer paid parental leave.
• 401(k) & Equity: Invest in your future. Our 401(k) and equity incentives help you build wealth as we grow together.
• Professional Development: We value your drive to grow and provide an annual stipend for self-directed professional development.

• EU residency with valid work authorization
• Fluent English; willingness to travel regularly across continental Europe
• Experience selling technically demanding enterprise products to both commercial and government customers
• 7+ years of business development, enterprise sales, or capture experience, including complex B2B and B2G technology sales across European markets
• Strong CRM, qualification, account-planning, and forecasting discipline
• A demonstrated track record of personally opening accounts and creating net-new pipeline in commercial software, cloud, infrastructure, or technology deals spanning commercial and government buyers
• A credible network in at least one relevant European ecosystem, with clear capacity to expand beyond it
• Proven ability to operate across multiple European procurement cultures and work fluently with commercial executives, technical evaluators, and government decision-makers
• A strong hunter profile, with evidence of closing complex deals and distinguishing genuine revenue opportunity from access and activity
• Commercial exposure to European defense, govtech, or regulated industries — or to technology vendors selling into those markets
• Existing relationships within the European defense, NATO, or allied-government ecosystem
• Fluency in an additional European language relevant to a priority continental market (e.g., French, German, Dutch, or a Nordic language)
• Prior experience as an early or first commercial hire opening a new market or region for a startup or scale-up
• Existing government security clearance or eligibility