You will:
- Develop and manage a strong pipeline of MilTech B2B (co-production, licensing, industrial partnerships) and B2G (defense procurement) opportunities aligned with “Bridge to Ukraine” and “Bridge to NATO” initiatives;
- Build and maintain senior-level relationships with Ministries of Defence, procurement authorities, NATO-aligned institutions, and private defense companies;
- Lead capture strategies for priority opportunities, including bid qualification, proposal development, pricing strategy, and contract negotiations;
- Monitor national defense modernization plans, MilTech trends, and public procurement pipelines to proactively position company solutions;
- Present tailored value propositions to government and industry stakeholders;
- Coordinate cross-functionally with international teams to align technical, commercial, and regulatory aspects of complex defense engagements.
Requirements:
- Business Development, Public Procurement, Contracting, Sales Strategy, and B2G Sales expertise;
- Knowledge of MilTech industry trends and government procurement policies in your home country;
- Proficiency in Stakeholder Management and Client Relationship Management;
- Strong Communication, Negotiation, and Presentation skills;
- English language proficiency in addition to local language fluency is required. Additional French, Dutch, Swedish, Norwegian or German is a plus;
- Experience in Capture Strategy, Proposal Writing and Contract Negotiation;
- Strategic Thinking and Market Analysis capabilities;
- Relevant academic background in Public Administration, Business, Marketing, Engineering or a related field (advanced degree is a plus);
- Ability to adapt to a hybrid work model with regular travel and weekly attendance in the home office for team collaboration;
- Knowledge of MilTech trends and military doctrine is a plus;
- Familiarity with Brussels-based government agencies on defense funding is a plus;
- Past military service in relevant role is a plus.
Benefits:
- Professional Growth – we believe in the rapid career development of our employees, offering performance and salary reviews twice a year to ensure you are progressing and rewarded;
- Flexible Working Hours – manage your workday with flexibility and the option to work from home twice a week, while also benefiting from our city-centre office as a convenient, collaborative workspace;
- Culture & Connection – from engaging team bonding activities such as Christmas parties and Summer events to spontaneous celebrations, monthly team breakfast or lunches, we believe in recognizing wins—big or small—and celebrating them together;
- International Offsite Trips – every year, we travel to an exciting destination to spend time together with the entire Civitta team, strengthening connections and creating unforgettable memories;
- Gifts Programme – welcome boxes, birthday surprises and holiday cheer, we make sure your special moments are recognized;
- Continuous Learning – from expert-led standard trainings to personal development budgets, your growth is our priority.
Skills Required
- Business Development expertise
- Public Procurement knowledge
- Sales Strategy experience
- B2G Sales expertise
- Stakeholder Management proficiency
- Client Relationship Management skills
- Strong Communication skills
- Negotiation skills
- Presentation skills
- English language proficiency
- Knowledge of MilTech trends
- Familiarity with defense funding agencies
- Relevant academic background
- Ability to adapt to hybrid work
What We Do
Civitta is a leading independent management consultancy in Emerging Europe. Today, our company, headquartered in Tartu, Estonia, employs over 700 consultants and experts across 27 offices in 19 countries: Estonia Latvia Lithuania Poland Finland Denmark Belarus Ukraine Moldova Serbia Romania Slovakia Bulgaria North Macedonia Kosovo Armenia Sweden Georgia Uzbekistan We aim to bring the right minds together to challenge the boundaries and make meaningful changes for our clients. We cover a wide range of services, including management consulting, grants and project management, market research and customer data analytics, entrepreneurship support and startups, public policy and development. We also work beyond home markets – our flexible approach and international mindset have ensured the successful cooperation with clients in 40+ countries, resulting in 10000+ completed projects. What’s our approach? We deliver more. With an effective management model, we ensure that the money paid for our work is invested in the project, not into overheads. We ask the tough questions. We challenge our clients to achieve the challenge themselves. We like unconventional projects. We have an entrepreneurial mindset allowing us to be flexible and work with niche or unusual projects. We get the job done. We collect facts, analyze them and deliver fact-based results. We are practical and we aim for impact. We have Estonian roots. An unique Central and Eastern Europe & Nordics footprint stretching over 16 countries throughout Europe. #TheChallengerAdvisory
