Business Strategist – Defense Market

About the role

Comand AI's mission is to deliver the next‑generation of software to the European defence. We are looking for a Business Strategist to build Comand AI’s presence from the ground up, identifying entry points, building trusted relationships across the defence ecosystem, and creating the path from first operational engagement to pilot and contract.

Key responsibilities

• Build Comand AI’s presence in your market: identify the right units, partners, champions, and procurement pathways, then own the journey from first engagement through experimentation, pilot, and contract.
• Identify and shape strategic opportunities before formal procurement, positioning Comand AI where operational needs emerge.
• Build and maintain trusted relationships across the defence ecosystem, from operational units to industrial partners and government stakeholders.
• Navigate long, politically sensitive B2G sales cycles involving multiple stakeholders, security clearances, RFIs, RFPs, and public procurement rules.
• Translate Comand AI’s technical capabilities into language that resonates with procurement officers, general staffs, and program leads.
• Work closely with the founders, product, and forward‑deployed teams to turn field validation into commercial traction.
• Collaborate with a Europe‑wide team to unlock strategic opportunities with armed forces, partners, and defence organisations.

Required profile

• Experience selling into armed forces, ministries of defence, or another highly regulated B2G market with long sales cycles.
• A top‑performing history on your sales team and a clear track record of two or three large‑size deals you personally closed.
• Comfortable building a pipeline and a market from close to zero, without a playbook handed to you.
• Technical curiosity and the ability to understand complex software products well enough to translate them into operational and commercial value.
• Empathy for military users and their mission.
• EU citizenship (contractual requirement tied to our defence contracts).
• Fluency in the local language of the market you’re covering, plus English.

What we offer

• Competitive package (top 0.1% of compensation in Europe: base + equity).
• Warsaw‑based role with field travel to active deployment areas.