Head of Sales, Defense Meteorology

Job description

We are looking for a Head of Sales, Defense Meteorology to join our Sales and Marketing team in Weather, Energy and Environment business area at Vaisala headquarters in Vantaa, Finland. Vaisala's Weather, Energy and Environment business (WE2) builds the observation technology that defense meteorological services around the world depend on, and we're now looking for a Head of Sales, Defense Meteorology to lead this business into its next stage of growth. Vaisala is a global leader in measurement instruments and intelligence helping industries, nations, people, and the planet to thrive. From predicting hurricanes to optimizing renewable energy production, our technology is used where it matters the most – from data centers, windfarms and laboratories to airports, the Arctic and even the surface of Mars. For a second year running, Vaisala got recognized in TIME Magazine's World's Best Companies in Sustainable Growth 2026 study. Our team of close to 2,500 experts and 62 nationalities around the world is committed to taking every measure for the planet. Driven by our shared purpose, curiosity, and pioneering spirit, we stay ahead and make a difference. At Vaisala, you don't have to fit in to belong. Why join us? Weather doesn’t stop for conflict. Defense forces have historically been at the forefront of weather technology, driving innovation that eventually reaches civil meteorology. Vaisala has multiple decades of experience in supplying critical weather measurement equipment, systems and solutions to defense and security organisations globally, and most of our defense customers are NATO members and allies. Now that the ground is shifting, meaning European defense investment rising and tactical requirements changing faster than they have in a generation, being present where the most demanding applications happen, from defense to space and aviation, is how we stay at the leading edge of our field. What's your role? As the Head of Sales Defense Meteorology , you will own WE2’s strategy and go-to-market for the Defense segment. This hands-on leadership role combines commercial ownership, sales leadership and direct customer engagement with the responsibility to connect market insight, portfolio priorities and execution. Lead defense sales Set targets, manage the sales funnel and prioritize opportunities across the defense sales team Directly manage defense sales managers, initially located in Europe and North America Coordinate defense sales activity in other regions through a matrix model, working with shared resources in regional sales teams who do not report to you directly Stay personally active in selling, given the team's size, you are expected to run and close opportunities yourself, not only direct others to Own the defense segment strategy Develop and own WE2's Defense Meteorology strategy, in close collaboration with the Strategy and Business Development and Product & Technology (P&T) colleagues Collect, analyze and combine market intelligence on the defense segment, e.g. customer needs, procurement trends, competitor moves, and channel it to P&T You will also work closely with the Senior Product Manager, Defense and other product leaders, translating market opportunities and customer insight into shared portfolio and go-to-market priorities Track the segment through the industry fora, associations and events that matter, and bring that outside view back into Vaisala Represent Defense across Vaisala Act as WE2's focal point toward Vaisala's wider defense activities, led by Xweather, supporting that work from WE2, not directing it Prioritize and steer defense-domain marketing initiatives, delivered together with the WE2 marketing organization Be active part of the WE2 Sales & Marketing Leadership Team, in addition regular reporting on the state of the defense business. What will you bring? A demonstrated track record of results-driven sales leadership: Proven success building and running a sales organization against hard targets, consistent quota attainment, disciplined funnel management, and the ability to coach a small team to punch above its weight, while carrying your own numbers as well A genuine footprint in the defense and security world: Existing relationships and/or credibility with defense meteorological services, armed forces procurement organizations, national or NATO-related defense fora, or prime contractors in the ISR / battlespace-awareness space Comfort with how defense deals actually get done: Familiarity with defense procurement mechanisms, G2G, B2G or FMS-style frameworks, and what it takes to move a sale through them, from first contact to signed contract Established depth in defense meteorology or a technical/scientific background that lets you absorb it fast: Either hands-on experience of how observation data is used operationally in defense, what these customers actually need, and how that differs from civil weather markets. Or a strong grounding (e.g. in meteorology, atmospheric science, or a comparable technical field) that means you can get there quickly and credibly Command of the portfolio: Fast-to-acquire working knowledge of Vaisala's defense-relevant offering: radio sounding systems, surface weather instrumentation, weather radars, wind lidars, weather stations and lightning detection systems. Strong analytical skills, comfortable reading a business portfolio, its profitability and its performance, not only a sales forecast. People leadership experience, both as a direct manager and across a matrix organization Excellent communication, negotiation and influencing skills in English Curiosity and a growth mindset to explore, learn, and apply AI tools in your daily work. We expect everyone at Vaisala to actively discover how AI can enhance their work For additional information please contact VP, Sales & Marketing Weather, Energy and Environment Panu Partanen +358405810202 on Monday, September 14, between 13:00–13:45 EEST or on Thursday, September 17, between 9:00-10:00 EEST. Ready to take every measure for the planet? Apply at the latest on September 20, 2026 via the application form. Please note that applications sent via email cannot be processed due to privacy reasons. Security clearance will be conducted for the selected candidate, subject to their consent.