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We are looking for a high-impact Business Development Director to lead our growth within the defense and government sectors in Europe and ROW. This is a role for a closer - someone who possesses the strategic "startup hustle" to navigate emerging tech landscapes and the professional "defense-sector polish" to seal high-stakes defense contracts.
The ideal candidate has a proven track record of securing wins with the Defense Organizations and thrives in high-growth, venture-backed environments.
The Mission
As the Director of Business Development, you will be the primary engine for our market expansion. You won’t just be "opening doors" or managing partnerships; you will own the entire lifecycle of the deal—from initial capture and strategic positioning to final contract closing.
Must-Have Requirements
- Experience: 8+ years of professional experience, with a heavy focus on the defense and government sectors.
- Deal Ownership: A documented history of closing complex deals with federal and defense customers.
- The Startup Edge: Direct experience working within a startup environment. You understand how to build processes where they don't exist and move at the speed of innovation.
- Location: Must be based in Europe, Nordics is a plus.
Nice-to-Have
- Maritime/Naval Expertise: Specific experience in shipbuilding, naval systems, autonomous maritime contexts, or maritime defense is a significant plus.
- Growth Pedigree: Previous roles at venture-backed, high-growth defense tech companies.
- Strategic Scope: Demonstrated experience as a Director or Senior IC owning capture efforts, strategic partnerships, and new business wins.
- Career Stability: A history of sustained tenure and professional growth within organizations (we value "builders" over "hoppers").
Key Responsibilities
- Lead Capture & Closing: Own the end-to-end sales cycle for major government and defense contracts.
- Strategic Growth: Identify and penetrate new market segments within the DoD and federal government.
- Partnership Architecture: Build and manage strategic relationships that lead directly to revenue and mission success.
- Market Intelligence: Translate complex government requirements into actionable product feedback for our engineering and product teams.
Skills Required
- 8+ years of professional experience with a heavy focus on the defense and government sectors
- Documented history of closing complex deals with federal and defense customers
- Direct experience working within a startup environment and building processes
- Based in Europe (Nordics a plus)
- Specific maritime/naval experience (shipbuilding, naval systems, autonomous maritime)
- Previous roles at venture-backed, high-growth defense tech companies
- Demonstrated experience as a Director or Senior IC owning capture efforts, strategic partnerships, and new business wins
- History of sustained tenure and professional growth within organizations
What We Do
Founded in 2018 by a team of Navy veterans, Orca AI, a maritime tech startup, empowers shipping companies to enhance their operational safety, efficiency, and sustainability through a single AI and computer-vision-based operations platform. By June 2025 more than 1200 vessels have been booked and installed with the platform. The platform is trusted by key industry players across various shipping segments, including MSC, Seaspan, Maran Tankers / Angelicoussis Group, NYK, and Marubeni. The company has raised a total of $111 million in funding (Round B of $72.5 completed in May 2025) and employs 110 people across its offices in London, Athens, Singapore, and Tel Aviv
