Government Sales Lead - Nordics, Baltics, CEE

Job description

AI disinformation detection. 7.3M GBP raised. UK gov business established. European pipeline founder-led. Needs first dedicated gov sales hire for Europe. Responsibilities: Full cycle gov sales in Scandinavia, Baltics, Eastern Europe. Target to close. No SDR, no pre-sales. Territory planning: which countries, which agencies, in what order. Product presentations to end users, technical evaluators, senior officials, ministers. Navigate procurement: frameworks, tenders, direct awards, security-classified routes. Pipeline management and forecasting in CRM. Handoff to Customer Success post-close. Requirements: 4+ years selling SaaS or tech products into European governments. Specific deals required: country, agency, deal size, your role. 2+ years at a sub-200 employee company. Full cycle, self-sourced pipeline, no SDR/pre-sales support. Closed gov contracts at 100K+ GBP ACV. Multiple, not one. Can describe your product's architecture, deployment model, security requirements, competitive landscape without a deck. Worked with procurement in 2+ of: Sweden, Denmark, Estonia, Finland, Norway, Poland, any Baltic state. Buyer-side experience in military intelligence, NATO, home affairs, MFA, or OSINT agencies. Swedish, Danish, Estonian, Finnish, or Norwegian language or residency strongly preferred. Disinformation, OSINT, or information warfare domain experience preferred.