Sales Manager

Harmattan AI

. Own the territory plan, including customer and programme mapping, budget lines, competitive picture, prioritised pursuits and path to contract for each .

Posted 9/29/2026full-timeRemote • PolandMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in managing complex defence system sales, including territory planning, customer relationship building, and acquisition strategy development. Proven ability to influence procurement processes and achieve order intake targets in a competitive environment.

Highest-signal resume keywords

Territory PlanningDefence System SalesSenior-Level NetworkOrder Intake Target AchievementNational Procurement Regulation

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Complex Defence Systems SalesRequirement ShapingAcquisition StrategyPipeline ManagementForecast Accuracy

Soft Skills

Relationship BuildingDecision MakingTeam Leadership

Certifications & Qualifications

National Security Clearance Eligibility

Industry Keywords

Eastern EuropeProcurement AgenciesMinistries of DefenceLocal-Content ConstraintsCapture Management

About the role

Key responsibilities & impact

Own the territory plan, including customer and programme mapping, budget lines, competitive picture, prioritised pursuits and path to contract for each
Build and maintain senior and institutional relationships with ministries of defence, procurement agencies, service headquarters and end-user commands
Shape requirements, acquisition routes and budget line placement ahead of formal competition
Decide which opportunities to pursue and defend those decisions
Own pipeline hygiene, forecast accuracy and defensible probability on every opportunity
Set the commercial rhythm across the territory, including demonstrations, trials, exercises and industry events, with Marketing and the capture manager
Carry and deliver an annual order intake target
Lead and grow the territory team

Requirements

What you’ll need

5–10 years selling complex defence systems to state customers, the majority of it in Eastern Europe
An existing, live, senior-level network in the territory
Ownership of at least one full path to contract, from requirement shaping through acquisition route to signature
A demonstrable record of influencing a requirement or acquisition strategy before a formal competition existed
Experience running captures with local industrial partners
Fluency in national procurement regulation, documentation and local-content constraints
A track record of carrying and hitting an order intake number in a fast-moving or resource-constrained environment
Line management experience, or clear readiness for it
Native or fully professional command of at least one core language of the territory
Eligible for national security clearance in the territory, and willing to go through the process
Willing to travel intensively across the territory
English-language resume required; applications in other languages won't be reviewed