We're looking for a Business Development Lead to open and own the Baltic and Polish markets for a European AI company specializing in video intelligence. This is a true 0-to-1 role: you'll build the local go-to-market from scratch and turn your existing network into the first deals in the region. Your main focus will be the civil sector, including municipalities, national police, and critical infrastructure operators, which is where most of the company's growth is expected to come from. You'll run complex sales with many stakeholders, often through public tenders, and balance direct sales to end customers with sales through channel partners and integrators. It's a hands-on, highly mobile role with lots of ownership and direct impact on the company's expansion. It's a great fit for a well-connected sales leader who enjoys entering new markets and building something from the ground up.
Details: Schedule: Full time Location: Hybrid; Vilnius, Riga or Tallinn preferred (Warsaw, Helsinki or Copenhagen also possible) Start: ASAP Duration: Long-term English: Fluent Baltic language: Fluent Lithuanian, Latvian or Estonian (required) - MUST
About the project: The company is a fast-growing European AI company building advanced video intelligence solutions for the public and private sectors. Its technology helps organizations get real-time, useful insights from video to improve safety, security, and operations. The company is now expanding into the Baltic states and Poland and is hiring its first local business development leader to drive this growth. While the technology also has defence applications, the focus of this role is civil use cases, which are expected to make up around 80% of growth. The team combines strong AI expertise with a startup culture of speed, ownership, and close collaboration. This is a chance to set up a new market and help shape how AI video intelligence is used in the region.
You have: - A proven B2B sales or business development track record in the Baltics - Experience selling to civil sector clients such as municipalities, police, or critical infrastructure operators, or to channel partners and integrators - An existing professional network in the Baltics and/or Poland with these types of buyers - Experience leading 0-to-1 market entry or expansion into a new region - A track record of running both direct sales to end customers and channel sales - Recent, active deal traction (not only legacy, slow-moving public sector deals) - A sales background that goes beyond the defence sector alone - Fluency in at least one Baltic language (Lithuanian, Latvian, or Estonian) and fluent English - High mobility and willingness to travel across the region - Nice to have: experience with public procurement processes and tenders - Nice to have: background in video management software (VMS), video analytics, or security technology
What to do: - Open and own the Baltic and Polish markets, building the go-to-market strategy from scratch - Use your existing network to generate opportunities and close the first deals in the region - Sell to civil sector organizations such as municipalities, national police, and critical infrastructure operators - Manage complex sales cycles with multiple stakeholders, including public tenders - Build and manage partnerships with channel partners and system integrators - Balance direct sales and channel sales to grow revenue efficiently - Represent the company at client meetings, industry events, and with partners across the region - Share market feedback with the product and leadership teams to help shape the offering for local needs
