STARK is a new kind of defence technology company revolutionizing the way autonomous systems are deployed across multiple domains. We design, develop and manufacture high performance unmanned systems that are software-defined, mass-scalable, and cost effective. This provides our operators with a decisive edge in highly contested environments.
We’re focused on delivering deployable, high-performance systems—not future promises. In a time of rising threats, STARK is bolstering the technological edge of NATO Allies and their Partners to deter aggression and defend Europe—today.
This is not a traditional sales role. We are looking for a Business Development Lead Software to own the entire Go-to-Market (GTM) domain for Minerva, our STARK Software product.
Minerva is the digital backbone used by NATO militaries to plan and execute complex operations across all domains with a strong focus on unmanned effects. As the BD Lead, you will be the primary architect of our commercial and strategic channels, ensuring that our software-defined edge reaches the hands of operators when the stakes are highest.
You will act as a Strategic Player-Coach spending ~60% of your time in the field building high-level military and government relationships, and ~40% coordinating with the core GTM team to build the scalable sales processes that will define our growth. If you are a high-agency leader who wants to build a culture of sovereign defense excellence from the ground up, this is your command center.
The Strategy: You will own the GTM strategy for Minerva, setting up proper channels and leading software sales initiatives.
The Pipeline: You will identify, nurture, and close software-focused opportunities with NATO Allies and defense partners.
The Bridge: You will partner directly with Program Leads and Engineers to translate complex military requirements into actionable product feedback and winning commercial proposals.
The Synergy: You will interface with the core GTM team while remaining embedded within the Minerva program, ensuring software-specific needs are represented in broader company initiatives.
The Impact: You will constantly challenge market assumptions to determine what creates real value for the operator and what is simply "future promises."
Core Focus: High-performance, software-defined defense systems.
Tooling: CRM management, Jira for requirement tracking, and deep familiarity with military procurement cycles.
Platforms: Promoting software that deploys across Laptop, Handheld, and Tablet devices in the field.
Who You Are
A Builder-Leader: You have 8+ years of experience in high-stakes Business Development or Sales, with at least 2 years in a leadership role (Lead, Principal, or Head of Sales).
Defense & Tech Native: You understand the nuances of software-defined defence and can speak the language of both military commanders and decision makers.
High Agency: You don't wait for "leads to be generated." You look at the mission, identify the technical and commercial gaps, and execute the solution.
Performance Obsessed: You understand that in the defense domain, reliability and low-latency delivery are not just features—they are requirements for mission success.
Industry Aware: You have deep experience in Defense, Aerospace, or complex B2B SaaS with long, technical sales cycles - preferably you have time in service.
B.Sc/M.Sc in Business, International Relations, Computer Science, or equivalent practical experience.
Proven track record of building GTM channels from scratch for complex technical products.
Strong communication and collaboration skills to lead in a multidisciplinary, fast-paced environment.
Ability to travel as needed to meet with NATO partners and stakeholders.
Security: Due to the nature of our work, candidates must be eligible to obtain appropriate security clearance.
Impact: Work with stakeholders and technology that directly contribute to European security.
Autonomy: You are the founding leader of this software GTM vertical. You choose the strategies, the channels, and the people.
Growth: As STARK scales to meet rising global threats, your role and influence within the Minerva program will scale with it.
STARK is a new kind of defence company, delivering the systems that Europe and NATO need now.
Get in touch with us at media@stark-defence.com.
