Business Development Executive - EU Public Sector & NATO

Aikido Security

1d • Remote

About The Position

Aikido Strategic & Defense (ASD) is hiring its first Business Development Executive for the EU Public Sector, Defense & NATO. This is a zero-to-one, quota-carrying role focused on driving and closing initial revenue in the region, then establishing a repeatable sales motion. The primary measure of success will be closed revenue, with strategy, positioning, and partner work serving as means to achieve this. A team will be built once revenue targets are met. This role requires a cyber-first approach, with experience in developer tooling being helpful but secondary to credibility within MoD cyber units. The target customers include government and defense institutions such as ministries of defense, national cyber commands, CERTs, public agencies, and NATO bodies like the NCI Agency. Sales entry points are categorized into three profiles: selling the core platform to in-house developers, selling the core platform and supply chain security through integrators, and selling the offensive portfolio (autonomous pentesting, Box) alongside defensive coverage to MoD and national cyber units, focusing on cyber risk buyers rather than engineering buyers.

Requirements

• 8 to 12 years of experience selling cybersecurity into the EU public sector, defense, or NATO.
• A personally attributable record of closing 6- and 7-figure deals.
• Deep knowledge of government purchasing frameworks and partner-led models.
• Relationships across European MoDs, national cyber agencies, NATO bodies, or the partners serving them that can be leveraged from day one.
• Eligibility to obtain EU/NATO clearance (active clearance not required).
• Fluent English.
• Based in Europe near government hubs (Brussels preferred).

Nice To Haves

• Cybersecurity depth, credible on both AppSec and supply chain on defense, and pentesting and adversary tradecraft on offense, with an understanding of AI's impact.
• Fluency in the language of the customer base, including understanding budget and program cycles, classification boundaries, competing coalition and national interests, and the nuances of slow processes.
• French, German, or Dutch language skills.
• Developer tooling experience.

Responsibilities

• Drive and close out the first revenue in the EU public sector, defense, and NATO region.
• Own the full sales cycle, from initial contact through security review, procurement, and signature.
• Source and close pipeline independently.
• Localize the global ASD strategy into EU positioning and account plans suitable for sovereign buyers.
• Define and build joint go-to-market plans with GSIs, regional partners, and distributors who hold government frameworks.
• Hold partners accountable for pipeline generation.
• Lead tenders, RFPs, and RFIs, and build executive relationships with CISOs, national cyber leadership, and procurement directors.
• Forecast accurately in HubSpot.
• Operate within the circles where European defense and cyber decisions are shaped, establishing credibility.

Benefits

• Founding mandate for ASD in Europe with direct access to leadership.
• Short decision lines, big ownership, and room to ship fast.
• Compensation and equity benchmarked to the mandate rather than the title, with real upside on closed deals.
• Latitude on how to present yourself in the market.
• High trust, flexible hours, zero corporate BS.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed