Government Sales Lead – Nordic and Baltic Market | AI & National Security | EUR 100K+

Position: Government Sales Lead – Nordics, Baltics & Eastern Europe | AI & National Security
Remote working policy: Remote within Europe, ideally based in the Nordics or Baltics, with travel
Employment type: Full-time
Salary guide: EUR 100,000+ annual base, depending on experience, plus commission. 

Location:
Remote within Europe, preferably the Nordics or Baltics. Regular travel across the territory and to the London headquarters is expected.

About the company:
Our client is a London-headquartered, VC-backed AI company helping governments detect, investigate and counter coordinated disinformation. Its narrative intelligence platform is already used by government and commercial customers, with an established UK business and growing European traction.

About the role:
If you enjoy opening markets, building relationships with government buyers and mastering a technical product, this role gives you the scope to own all three.

You’ll lead government sales across the Nordics, Baltics and Eastern Europe, working directly with the CEO. You’ll take over existing European opportunities while deciding where to focus next, which accounts to pursue and how to build a repeatable approach.

This suits an independent seller who enjoys opening doors, mastering a technical product and owning deals through to signature. You’ll run prospecting and demonstrations yourself, with government Customer Success already in place for the post-sale handover.

What you’ll get to build and influence:

• Shape country priorities, account plans, messaging and partnerships
• Develop existing opportunities and generate your own pipeline
• Build relationships with defence, intelligence, foreign affairs, interior ministries and OSINT-focused agencies
• Navigate buying groups from analysts and end users to budget holders and senior officials
• Lead discovery, technical demonstrations, procurement discussions and commercial negotiations
• Work directly with the CEO on deal strategy
• Bring customer insight into product decisions and help shape future sales hiring

What we’re looking for:

• A proven record of selling technology products directly to European governments
• Experience in a startup or early-stage scaleup
• Product-company experience in software, data or security
• Full-cycle sales ownership without dedicated SDR or pre-sales support
• Confidence demonstrating technical software and answering detailed buyer questions
• Experience navigating long sales cycles and complex government procurement
• Eligibility to obtain relevant security clearance
• Based in Europe and available for regular customer travel and visits to London

Additional experience that would be valuable:

• Military intelligence, NATO-aligned bodies, foreign affairs or interior ministries
• Disinformation, OSINT, threat intelligence or cybersecurity
• Existing relationships in Sweden, Denmark, Finland, Norway or the Baltics
• Swedish or other Nordic or Baltic language skills

Why join our client?

• Own a regional sales business with substantial independence
• Build on existing European opportunities and credible customer references
• Work directly with the CEO and influence market strategy
• Receive base compensation and commission, with a path to equity and leadership
• Work remotely within Europe, supported by an established government Customer Success lead

Location:
Remote within Europe, preferably the Nordics or Baltics. Regular travel across the territory and to the London headquarters is expected.

Sounds interesting? Apply below with your CV or LinkedIn profile outlining government technology deals you have personally sourced and closed. Please use unclassified examples and anonymise sensitive customer details.

For questions, please contact: [email protected]

We are looking forward to hearing from you!

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