Senior Defence Business Development Manager (m/f)
Senior Defence Business Development Manager (m/f)
Remote, Europe
Job Type
Full Time
About the Role
Flai already holds strong positions in European and NATO defence. We are a NATO DIANA innovator, part of the EUDIS Business Accelerator, active in EDF consortia, and deployed air-gapped with an allied MoD. You'll turn these positions into signed contracts and own Flai's defence business across Europe and NATO.
This is a senior, hands-on role reporting to the CEO.
Experience selling into defence matters most. Geospatial knowledge can be learned: our technical team will get you up to speed.
Responsibilities
- Own the European defence pipeline, from first contact to signed contract.
- Identify end users and budget holders, secure sponsors for our programme work, and turn demonstrations and pilots into procurement.
- Build partnerships with primes and system integrators, and get Flai written into their programmes.
- Lead proposals and tenders, including EDF, EDA and national procurement calls, together with our technical team.
- Represent Flai at NATO events, exercises and defence fairs.
- Feed user requirements back into our product roadmap.
Requirements
- 6+ years in defence business development or capture, with a track record of winning business with MoDs, NATO agencies or defence primes.
- Citizen of an EU or NATO member state, eligible for national and NATO security clearance.
- Fluent, professional English.
- Comfortable in both operational and technical conversations with defence users.
- A builder mindset: you write your own proposals, run your own pipeline and want to be in the room for every deal that matters.
- Willingness to travel frequently across Europe.
Nice to have
- Experience selling ISR, geospatial, sensor, C2 or uncrewed systems.
- Background in LiDAR, 3D or maritime data.
- An established network in at least one European MoD or NATO command.
- Hands-on experience with EDF, EDA or NSPA processes.
- Prior work at a defence tech scale-up.
- Military service, especially in intelligence, targeting or maritime roles.
- Additional European languages.
What we offer
- Full-time employment with stimulating compensation.
- Remote work within Europe, flexible hours, and modern offices in Ljubljana.
- Your choice of hardware (Mac/PC).
- A senior, high-ownership role with a clear mandate and direct access to the CEO.
- Work on technology that strengthens European and allied security.
- Personal and career development.
About the Company
Flai is a geospatial AI scale-up on a mission to automate mapmaking from raw sensor data to high-quality, semantically rich 3D maps. We specialize in AI for large-scale 3D LiDAR point cloud analysis, serving national mapping agencies, utilities, infrastructure operators, and engineering companies worldwide.
Our technology enables customers to turn massive geospatial datasets into actionable intelligence using AI-driven, scalable processing pipelines. It runs anywhere from the cloud to the air-gapped tactical edge, and our profitable commercial business funds our growing defence work.
To apply, send your CV and a short note on the defence deal you are most proud of and your role in it to jobs@flai.ai.