About this role
Leading the regional sales organization involves owning the revenue target, driving executive alignment, and establishing pipeline governance across national security, defense, and government sectors. The person in this role will build, mentor, and coach a team of direct reports while architecting large-scale strategic programs and managing high-stakes commercial negotiations. Success requires deep defense domain expertise, an established executive network spanning NATO and Northern European markets, and a track record of driving revenue growth.
Planet designs, builds, and operates a large constellation of imaging satellites to deliver empirical data through a cloud-based platform. The team operates globally with remote employees and regional offices, bringing together experts from hardware design, software engineering, and commercial domains. Ideal candidates combine strategic commercial acumen with an understanding of collective defense priorities to position the company as a trusted capability provider.
What you will do
- Own and execute a result-oriented Go-To-Market strategy to build, negotiate, and close high-value, complex deals across sovereign defense and government sectors.
- Maintain rigorous pipeline hygiene in Salesforce.com and deliver accurate, data-driven revenue forecasts to executive leadership.
- Build, mentor, and scale a high-performing sales team while fostering accountability and operational excellence.
- Train and inspect direct reports on core sales methodologies and capture frameworks like MEDDPICC and Shipley.
- Orchestrate seamless collaboration across internal matrix teams including Government Affairs, Product, Engineering, and Field Marketing.
- Partner closely with Pre-Sales and Solutions Engineering to secure technical wins and ensure smooth customer onboarding and retention.
What you need
- Bring at least 8 years of relevant work experience alongside 6 or more years of supervisory and leadership experience.
- Demonstrate a track record of driving revenue growth, building high-performing teams, and consistently exceeding multi-million-dollar quotas.
- Possess deep experience establishing pipeline discipline, accurate revenue forecasting, and deal inspection using Salesforce.com and methodologies like MEDDPICC.
- Have an extensive background navigating complex government, NATO, and defense procurement frameworks across Northern Europe and Allied Command structures.
- Maintain an established C-level network across Defense Ministries, Intelligence Agencies, Allied Commands, and European Defense Primes.
- Demonstrate professional working proficiency in English, which serves as the company language.
Nice to have
- 5+ years of progressive sales leadership and enterprise business development experience within the defense, national security, or government technology sectors.
- Operational understanding of NATO defense priorities, Nordic security dynamics, and joint acquisition processes.
- Professional proficiency in a Nordic language such as Swedish, Finnish, Norwegian, or Danish.
Skills and tech stack
Questions candidates ask
What is the remote work policy for this position?
This is a full-time, remote position based in the United Kingdom or Germany. If located near an office, you are expected to work from that office 3 days per week.
What is the compensation range for the role?
The salary for this position is listed as £93,500 — £116,850 GBP.
What tools and frameworks are used for pipeline management?
The team uses Salesforce.com for pipeline hygiene and revenue forecasting, alongside core sales methodologies and capture frameworks such as MEDDPICC and Shipley.