Defence Recruiting is a specialist talent partner for Europe’s defence and dual-use sectors. Founded in 2024, the firm helps security-sensitive companies hire across software, hardware, AI, embedded systems, production, quality, security, compliance, commercial operations and leadership. Its services include embedded recruiting, individual performance-based placements and scalable hiring programmes, supported by a sector-focused network and an emphasis on discretion, industry expertise and responsive delivery.
Chief Commercial Officer / Chief Sales Officer – Defence Tech (Munich Hybrid)
Lead international go-to-market strategy, strategic customer development, and complex defence contracts for a European defence-tech company developing C-UAS systems. Drive expansion across Germany and international markets while building scalable commercial operations.
Description
- Shape and execute the international go-to-market strategy with the Founder
- Lead business expansion across Germany and international markets
- Determine when to establish direct market presence and when to use strategic partnerships
- Find and develop strategic customers, programmes, and commercial opportunities
- Build trusted relationships with armed forces, procurement bodies, public-sector customers, industry partners, and other stakeholders
- Direct complex negotiations and personally manage strategically important deals through closing
- Transform Sales and Business Development into a scalable international Commercial organization
- Partner with the CTO, Engineering, and Product teams to evaluate technical feasibility and strategic alignment
- Develop larger contract structures with the CFO, balancing margins, payment terms, working capital, and commercial risk
- Serve as a strategic counterpart to the Founder on market strategy, expansion, and commercial growth
Requirements
- Several years of experience in defence, aerospace, security, or a closely related sector
- Substantial B2G experience, preferably including direct work with military or public-sector customers
- Background selling complex, technically sophisticated products or systems that require detailed customer education
- Track record of owning significant, long-term sales opportunities
- Practical experience negotiating and closing complex commercial agreements
- Experience with go-to-market planning, market development, or international growth
- Knowledge of defence procurement, complex purchasing procedures, and extended sales cycles
- Experience establishing or advancing Sales or Business Development teams
- Established relationships across the German and/or international defence ecosystem
- Technical fluency sufficient for effective collaboration with Engineering and Product
- Ideally, experience in both established defence businesses and start-ups or scale-ups
- Willingness to meet customers in person, develop opportunities, lead negotiations, and close strategic deals
- Comfort working in fast-growing organisations with evolving processes and changing priorities
Benefits
- Substantial autonomy to create and lead the international Commercial organization
- A central role in defining and delivering the company’s international expansion
- Direct collaboration with the CEO, CTO, Product, Engineering, and CFO
- Fast-growing defence-tech setting with rapid decisions and significant ownership
- Regular in-person engagement with the team and customers