We are looking for a Government Sales Lead to build and scale the government sales motion of a VC-backed AI company across Scandinavia, the Baltics and Eastern Europe. So far, European deals have been led by the founders. You will take over this work and turn it into a repeatable, growing business. This is a true hunter role: you will run the full sales cycle on your own, without SDR or pre-sales support, from building pipeline from zero to running technical demos and closing deals. You will sell to defence, intelligence and national security agencies and manage complex, long-cycle deals from analysts up to ministerial level. This role suits an independent, technical seller who thrives in early-stage startups and wants to help democracies fight disinformation.
Details:
Schedule: Full time
Location: Remote – Europe (Nordics or Baltics preferred)
Start: ASAP
Duration: Long-term
English: Fluent
About the project: The company is a London-headquartered, VC-backed AI company that builds narrative intelligence tools to help governments counter coordinated disinformation. Its platform helps national security, defence and intelligence teams detect, analyze and respond to hostile information campaigns. The company already has a strong presence with the UK government and is now expanding across Europe. The Nordics, the Baltics and Eastern Europe are key focus regions for this growth. You will join at an early stage, with a direct line to the founders and a strong influence on the company's European go-to-market strategy.
You have:
A track record of selling technology or software products directly to European governments
Experience at a startup or early-stage scaleup
Experience at a product company (software, data or security), not only services or consulting
Proven full-cycle sales experience working on your own, without SDR or pre-sales support
Ability to build your own pipeline from zero and run first and second meetings alone
Strong technical understanding and the ability to run product demos yourself
Experience managing complex, long-cycle deals with many stakeholders, from end users to budget holders and ministerial sign-off
Ability to obtain the relevant security clearance
Fluent English
Nice to have:
Experience selling to military intelligence, NATO-aligned bodies or OSINT-focused agencies
Background in OSINT, threat intelligence, disinformation, defence or national security products
Location in the Nordics or Baltics
What to do:
Take over and scale the government sales motion across Scandinavia, the Baltics and Eastern Europe
Own the full sales cycle: prospecting, discovery, technical demos, proposals, negotiation and closing
Build pipeline on your own and open new government, defence and intelligence accounts
Run product demos and handle technical objections without pre-sales support
Navigate complex public sector buying processes and build relationships from analysts to senior decision-makers
Develop and execute a go-to-market strategy for each focus country
Share market feedback with the founders and product team to shape the product and positioning for European governments
Represent the company at government, defence and security events across the region
