Government Sales Lead – Nordics, Baltics & CEE

About the role

Lead European government sales for an AI‑powered disinformation detection platform, shaping the territory and closing high‑impact contracts across the Nordics, Baltics and Central‑Eastern Europe.

Key responsibilities

• Own full‑cycle government sales in Scandinavia, the Baltics and Eastern Europe without SDR or pre‑sales support.
• Plan territory by selecting countries, agencies and sequencing outreach.
• Deliver product presentations to end‑users, technical evaluators, senior officials and ministers.
• Navigate procurement processes including frameworks, tenders, direct awards and security‑classified routes.
• Manage pipeline, forecasting and CRM updates, then hand off closed deals to Customer Success.

Required profile

• 4+ years selling SaaS or tech products to European governments with documented deals (country, agency, size, role).
• 2+ years in a sub‑200 employee company, handling full‑cycle, self‑sourced pipelines.
• Closed government contracts with ACV of at least £100K, multiple deals.
• Experience working with procurement in at least two of: Sweden, Denmark, Estonia, Finland, Norway, Poland or Baltic states.
• Background in military intelligence, NATO, home affairs, foreign ministries or OSINT agencies.
• Fluency or residency in Swedish, Danish, Estonian, Finnish or Norwegian is strongly preferred.