Build and manage a qualified pipeline of defence, public-sector, and institutional opportunities across Europe.
Identify relevant tenders, procurement opportunities, frameworks, institutional calls, and partnership opportunities.
Drive market mapping, lead generation, outreach, and pre-landing activities with partners, integrators, and institutional stakeholders.
Qualify opportunities using bid/no-bid criteria, including strategic fit, timing, competition, requirements, and win probability.
Support capture planning for priority opportunities, including positioning, win themes, stakeholder mapping, and partner strategy.
Coordinate preparation and submission of tenders, proposals, and institutional applications, ensuring compliance with procurement requirements.
Work with product, legal, finance, and leadership teams to translate technical capabilities into strong commercial narratives and move opportunities through the funnel.

5+ years of experience in defence business development, public-sector sales, institutional business development, capture management, proposal management, or bid management.
Experience working with European public procurement, tenders, institutional sales, or government-related sales processes.
Strong understanding of defence markets, preferably with exposure to European defence buyers, MODs, integrators, primes, or public-sector stakeholders.
Proven ability to manage complex opportunities from early identification through submission and follow-up.
Strong sales funnel discipline, opportunity qualification skills, stakeholder management, and structured execution.
Excellent English, with the ability to prepare high-quality external documents, proposals, briefs, and tender materials.
High ownership, attention to detail, independence, and comfort working in a fast-moving, early-stage environment.
Experience with the EU defence ecosystem, NATO, MODs, institutional buyers, or European defence procurement structures would be an advantage.
Existing network across European defence, public-sector, integrator, or government contractor ecosystems would be an advantage.
German, French, Polish, Baltic, Scandinavian, or other European language skills would be an advantage.

Direct impact in a high-stakes industry where your work enables autonomous systems used on the ground
Opportunities for professional growth
The ability to influence and improve processes
Competitive salary and comprehensive benefits package
Flexible hybrid work options
A straightforward, no-bureaucracy culture

Senior Defence Business Development – Capture Manager

Key skills