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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in leading sales organizations within national security, defense, and government sectors, with a strong focus on revenue growth, team building, and strategic program architecture. Proficient in utilizing Salesforce.com for revenue forecasting and pipeline governance while navigating complex procurement frameworks.
Highest-signal resume keywords
Salesforce.com Revenue ForecastingMEDDPICC Sales MethodologyGovernment Procurement FrameworksC-Level Networking in DefenseTeam Leadership and Mentoring
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Revenue GrowthPipeline GovernanceDeal QualificationStakeholder MappingCapture StrategiesCommercial NegotiationsExecutive Value MessagingSales MethodologiesComplex Deal ClosingTalent Recruitment
Soft Skills
Strategic LeadershipCoaching and MentoringCommunicationCollaborationCommercial Judgment
Industry Keywords
National SecurityDefense SectorGovernment SectorNATOAllied CommandEuropean Defense PrimesIntelligence AgenciesISR MissionsExport-Controlled InformationNordic Languages
Tech Stack
Tools & technologiesSFDCGo
About the role
Key responsibilities & impact- Lead the regional sales organization and Planet’s Go-To-Market strategy across national security, defense, and government sectors
- Own the regional revenue target and drive executive alignment
- Establish pipeline governance and deliver accurate revenue forecasts through Salesforce.com
- Build, mentor, coach, and scale a high-performing sales team
- Architect strategic programs and lead high-stakes commercial negotiations
- Build and execute capture strategies and executive value messaging for competitive procurements
- Train and inspect direct reports on MEDDPICC, Shipley, deal qualification, stakeholder mapping, and win strategies
- Recruit, onboard, and retain commercial and defense-domain talent
- Coordinate Government Affairs, Product, Engineering, Field Marketing, Legal, Pre-Sales, Solutions Engineering, and Post-Sales teams
- Communicate deal velocity, mobilize executive sponsorship, and de-risk complex pursuits
- Drive revenue growth and close complex deals across sovereign defense and government sectors
Requirements
What you’ll need- 8+ years of relevant work experience
- 6+ years of supervisory / leadership experience
- Track record of driving revenue growth, building high-performing teams, and exceeding multi-million-dollar individual and team quotas
- Ability to recruit, mentor, and retain top-tier talent
- Experience with pipeline discipline, revenue forecasting, deal inspection, Salesforce.com, and modern sales methodologies such as MEDDPICC
- Extensive experience with government, NATO, and defense procurement frameworks across Northern Europe and Allied Command structures
- Established C-level network across Defense Ministries, Intelligence Agencies, Allied Commands, and European Defense Primes / System Integrators
- Understanding of commercial technology and advanced data feeds supporting defense, intelligence, and ISR missions
- Experience collaborating across matrixed teams including Government Affairs, Product, Engineering, and Legal
- Strategic, self-directed leadership and commercial judgment in dynamic, high-growth, or startup-like environments
- Professional working proficiency in English
- Ability to access applicable U.S. and German/EU export-controlled information without additional export licensing
- Professional proficiency in a Nordic language (Swedish, Finnish, Norwegian, or Danish) is a plus
Benefits
Comp & perks- Paid time off including vacation, holidays and company-wide days off
- Employee Wellness Program
- Home Office Reimbursement
- Monthly Phone and Internet Reimbursement
- Tuition Reimbursement and access to LinkedIn Learning
- Equity
- Volunteering Paid Time Off
- Discretionary bonuses and/or commission eligibility