About this role
About the CompanyArmada is the hyperscaler for the edge, delivering modular AI infrastructure from first deployment to AI factory with speed, scale and sovereignty. Named one of Fast Company's Most Innovative Companies and to the CNBC Disruptor 50, Armada’s solutions are deployed in over 60 countries globally for organizations ranging from energy to defense. With nearly half a billion dollars in funding, Armada is backed by top investors such as Microsoft (M12), Founders Fund, and BlackRock, and has collaborations and partnerships including NVIDIA, Palantir and Dell Technologies.
We are looking for the most brilliant minds in the world to join us. Working at Armada means taking ownership, driving autonomy, and delivering impact. You’ll tackle challenges that haven’t been solved before and help build something transformative from the ground up.
What you do here will not only define your career but help further Armada’s mission to bridge the digital divide for customers around the world.
About the Role
The Account Executive - EU Defence plays a critical role in driving Armada’s growth across the European Defence and national security sector, including Ministries of Defence (MODs), NATO organizations, intelligence agencies, and allied government entities.This role is designed for a senior, strategic seller who excels at managing complex, long-cycle enterprise accounts and building trusted partnerships at the executive and operational levels.This position combines strategic account ownership, consultative selling, and deep customer engagement to position Armada’s edge computing and AI solutions as mission-critical platforms for Defence operations in demanding and contested environments. You will work closely with senior military, intelligence, and government stakeholders to solve real operational challenges and deliver measurable mission outcomes.This role is instrumental in expanding Armada’s footprint across Defence markets with U.S. allies and building long-term, high-value customer relationships.Territory: EuropeLocation: Remote - UK (strongly preferred), Netherlands, Benelux, NordicsWhat You’ll Do (
Key Responsibilities
)Drive new revenue by identifying, qualifying, and closing complex enterprise opportunities within European MODs, NATO, and Defence agenciesDevelop deep relationships with senior stakeholders (military leadership, procurement, CIOs, programme leads, and intelligence stakeholders)Lead end-to-end enterprise sales cycles across multiple countries and NATO-aligned organizationsNavigate highly complex, multi-stakeholder buying groups within regulated, security-sensitive environmentsDeliver value-based presentations, clearly articulating the impact of Armada’s edge and AI solutions on mission-critical Defence operationsOwn pipeline strategy, forecasting, and CRM discipline across the European Defence territoryLead complex negotiations and close high-value, multi-year strategic dealsPartner cross-functionally with product, engineering, and solutions teams to deliver tailored, mission-ready solutionsDrive partner and ecosystem engagement with Defence primes, system integrators, and local partnersSupport and lead participation in RFI/RFQ/RFP processes across EU and NATO procurement frameworksRepresent Armada at key Defence events and forums Ensure strong post-sale engagement to drive adoption, expansion, and long-term retentionStay current on European Defence priorities, budgets, procurement cycles, and competitive landscapeOperate with high ownership and autonomy in a fast-moving, high-growth environmentRequired
Qualifications
Bachelor’s degree in Business, Engineering, Technology, or related field (advanced degree a plus)10+ years of strategic enterprise sales experience, with a strong focus on Defence, aerospace, or public sector accounts in EuropeProven experience managing strategic or named accounts within European MODs, NATO, or government organisationsStrong track record closing large, complex, multi-country deals with long sales cyclesExperience selling technology solutions (AI, edge computing, infrastructure, or data platforms) into Defence or governmentStrong understanding of Defence procurement processes and stakeholder environmentsExecutive-level communication and stakeholder management skillsHistory of consistent quota overachievementDisciplined pipeline management and forecasting capabilitySelf-directed, adaptable, and effective in high-growth environmentsPreferred
Qualifications
Experience selling into NATO or EU Defence institutionsFamiliarity with Defence procurement frameworks (RFP/RFQ processes, integrators, primes)Familiarity with MEDDPICC, Challenger, or Command of the Message methodologiesStartup or high-growth company experiencePrior military or government background (highly advantageous for credibility)Knowledge of edge computing, cloud platforms, AI/ML, and their applications in Defence operationsYou're a Great Fit if You'reA go-getter with a growth mindset, intellectually curious, commercially sharp, and motivated to understand complex Defence environmentsA detail-oriented problem-solver who can independently navigate ambiguous, high-stakes situationsThrive in a fast-paced, mission-driven environment, energized by building in a rapidly scaling companyA collaborative team player focused on mission success over individual agendaHighly organized and results-driven, with strong prioritization and ownership across long, complex sales cyclesYou're a Great Fit if You'reA go-getter with a growth mindset. You're intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledge A detail-oriented problem-solver. You can independently gather information, solve problems efficiently, and deliver results with a "get-it-done" attitude Thrive in a fast-paced environment.
You're energized by an entrepreneurial spirit, capable of working quickly, and excited to contribute to a growing companyA collaborative team player. You focus on business success and are motivated by team accomplishment vs personal agenda Highly organized and results-driven. Strong prioritization skills and a dedicated work ethic are essential for you Equal Opportunity StatementAt Armada, we are committed to fostering a work environment where everyone is given equal opportunities to thrive.
As an equal opportunity employer, we strictly prohibit discrimination or harassment based on race, color, gender, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other characteristic protected by law. This policy applies to all employment decisions, including hiring, promotions, and compensation. Our hiring is guided by
Qualifications
, merit, and the business needs at the time.Unsolicited Resumes and CandidatesArmada does not accept unsolicited resumes or candidate submissions from external agencies or recruiters. All candidates must apply directly through our careers page. Any resumes submitted by agencies without a prior signed agreement will be considered unsolicited and Armada will not be obligated to pay any fees.Originally posted on Himalayas