Account Executive / Business Strategist - DACH in München

Account Executive/Business Strategist – Defence Technology

SR2 is exclusively partnering with an ambitious European defence technology company building next-generation software for armed forces and defence organisations across Europe.

We're looking for an exceptional Account Executive/Business Strategist to build the company's presence across Germany and the wider DACH market from the ground up.

This isn't an opportunity to inherit an established territory, mature sales function or pre-built playbook.

You'll be one of the first commercial people on the ground in Germany, taking ownership of a strategically important market and building the relationships, pipeline and commercial strategy required to turn early engagements into major defence programmes, following them recently being Series funded. This opportunity goes well beyond making the first sales. Perform, establish the market and there is a genuine opportunity to become the future Head of Germany / DACH as the organisation scales.

What you'll be building:

• Build the German market from zero to one, identifying the right armed forces, defence primes, partners, champions and procurement routes
• Establish the company as a trusted technology partner across the German defence ecosystem
• Develop relationships across the Bundeswehr, defence industry, government and strategic partners
• Own opportunities from first engagement through experimentation, pilot, procurement and contract
• Identify and shape strategic opportunities before formal procurement begins
• Navigate complex B2G sales cycles involving multiple stakeholders, RFIs, RFPs and public procurement
• Work directly with senior leadership, product specialists, software engineers and forward-deployed teams
• Understand the customer's operational challenge and bring the right technical, product and executive people into the room
• Translate sophisticated defence software into a compelling operational and commercial story
• Help create the GTM playbook that future hires across Germany will follow
• Build towards becoming a future country leader as the German operation scales

The market:

Germany is becoming one of the company's most important European markets.

A Munich office is planned, and a Forward Deployed hire is already in place, giving you technical support on the ground while you build the commercial footprint.

You'll be operating within the major German defence, aerospace and technology organisations.

We're particularly interested in people who already understand this ecosystem and can demonstrate genuine relationships across German armed forces, government and defence industry.

The commercial opportunity

This is already a meaningful commercial environment - with significantly bigger ambitions ahead.

• Current opportunities and pilots are reaching six and seven figures
• Individual contracts can currently reach approximately €2m
• These initial engagements are designed to create the foundations for much larger programmes
• The ambition is to progress towards eight-figure defence contracts by 2027
• Future programmes could represent €10m+ across multi-year engagements

We're therefore looking for more than someone with a strong contact book.

We want someone who can demonstrate how they've personally created, developed and closed significant defence or government opportunities.

What we're looking for

You’ll likely have:

• Proven commercial experience across the German defence ecosystem
• Experience selling into armed forces, Ministries of Defence, defence primes or another highly regulated B2G environment
• Fluent German and English
• A track record of personally owning and closing significant commercial contracts
• Ideally, experience operating around seven and/or eight-figure deal values
• Strong relationships across German defence, government or industry
• Experience building a territory and pipeline without having a playbook handed to you
• Knowledge of complex, politically sensitive, multi-stakeholder sales cycles
• Experience navigating RFIs, RFPs, tenders and public procurement
• Enough technical curiosity to understand sophisticated software and translate it into operational value
• The ability to engage credibly with military users, procurement teams, programme leaders and senior executives
• Excellent storytelling skills and the ability to sell a long-term product vision
• A hands-on, low-ego mentality suited to an early-stage environment

You'll initially be an individual contributor, so you'll need to enjoy doing the work yourself.

At the same time, we're looking for someone with the ambition and calibre to potentially become the future market leader for Germany / DACH within the next 1–2 years.

We’d especially like to speak with people from:

• Defence technology
• Defence software
• Dual-use technology
• German or European defence primes
• Command-and-control / mission-critical software
• Military technology
• Aerospace and defence
• NATO-adjacent organisations
• Complex government technology sales

You’ll have:

• Genuine ownership of a strategically important European market
• The opportunity to build Germany from zero to one
• Direct exposure to founders and senior leadership
• Close collaboration with product, engineering and forward-deployed specialists
• The opportunity to influence both commercial and product strategy
• Exposure to some of Europe's most important defence organisations
• A genuine path towards becoming the future Head of Germany / DACH
• Exceptional European compensation, including base salary, performance-related upside and equity

SR2 is partnering with this exciting European defence technology company on this critical hire and will support you throughout the process.