Head of Commercial Operations
HybridMunich, Bavaria, Germany
Job Summary
Lead the European commercial pipeline from initial contact to signed contract, owning the revenue target, forecast, and delivery. Define the commercial strategy by selecting priority countries, channels, pricing, and key accounts across direct sales, prime/integrator partnerships, and humanitarian procurement. End-to-end lead accounts and deals, including proposals, tenders, negotiations, and representing the company to military and government buyers at exhibitions and on-site. Maintain disciplined commercial operations through CRM, sales materials, and honest reporting while feeding customer and operator feedback directly into product development.
Required Qualifications
- Four or more years in commercial, business development, or sales, with a pipeline and a number you owned
- A background in defence, aerospace, or a closely related field
- A record of closing in hard procurement: government, defence, or large enterprise
- Credibility with senior buyers and a steady hand in a negotiation
- Willingness to travel, Ukraine included
- Comfort making the call with incomplete information
- Fluent English
- The right to work in the EU
Desired Qualifications
- A network in European defence or government procurement
- Experience selling hardware or capital equipment, not only software
- Experience building a commercial function from the start
- Experience with prime or integrator channels
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