European Growth Lead

goTenna•Fairfax, VA

10d•Remote

About The Position

As the Growth Lead for Europe, you will own the strategy and execution required to expand our presence within the European Defense Theater, transforming communication and tactical systems mission needs into funded programs, sustainable revenue growth, and enduring operational impact. You will develop and execute a growth strategy that aligns customer priorities, acquisition pathways, and company capabilities to drive adoption all the way from initial engagements and tactical sales through enterprise programs. Success in this role requires executing on sales and seeing beyond the next opportunity to define what long-term success looks like for your customer and then building the path to achieve it. You will influence requirements, navigate funding and acquisition processes, and lead customers, partners, and cross-functional engagements to secure near-term wins that establish credibility, expand adoption, and position the company for larger, strategic opportunities. The ideal candidate combines strategic thinking, analytical rigor, and deep customer insight with the ability to align people around a clear vision for customer success and execute relentlessly against it. Up to 50% travel may be required for this role.

Requirements

You have a deeply defined level of experience of Defense Tech sales, business development, partnerships, and growth strategy within European Defense Markets
You can articulate your strategic vision for goTenna within Key European Markets and execute it with operational discipline and creativity
Your current relationships within the theater will open doors for you and you have the innovation and mindset to quickly develop new strategic relationships to achieve your defined vision
You can solve for procurement. You can reach, navigate and influence those that fund projects or opportunities within your target markets regardless of funding method – DCS, FMS, Programs, etc.
This is a revenue carrying position and you must be able to shape and execute funding to succeed
You thrive in environments that require independent critical thinking, adaptability, and proactive problem solving
You “take ownership and find a way”
U.S. Citizen or Green Card Required
May require eligibility to obtain and maintain a U.S. security clearance.

Nice To Haves

Experience with C2 Sales/BD a plus but not required

Responsibilities

Design and execute comprehensive growth strategies across Europe by identifying emerging opportunities, market gaps, and high-value customer segments while leveraging data and customer insights to shape product direction, messaging, and go-to-market strategies
Lead capture strategies that generate, qualify, pursue, and win new opportunities. Shape customer requirements through targeted stakeholder engagement, build compelling capture plans, and consistently achieve bookings growth and revenue targets
Build and maintain trusted relationships with operational, technical, and acquisition organizations within European MOD’s by serving as a strategic advisor, managing accounts with a consultative and solutions sales approach, and deepening understanding of customer missions, challenges, and priorities to drive satisfaction and enduring partnerships
Map how customers plan, fund, and acquire capabilities by navigating budgeting, procurement, and acquisition processes to win opportunities
Drive partner collaboration for customer-specific opportunities by leading engagement across external partners and internal stakeholders. Coordinate necessary cross-functional resources and maintain customer alignment to deliver integrated solutions to achieve revenue growth and accelerate capture efforts
Partner across the company to align customer needs with business priorities, lead cross-functional execution of customer-focused initiatives, and drive successful delivery through collaboration, accountability, and ownership.