Senior Defence Business Development & Capture Manager

Swarmer AI Inc.

Job Overview

Location

Tallinn

Job Type

Full-time

Full Job Description

📋 Description

• Build and manage a qualified pipeline of defence, public-sector, and institutional opportunities across Europe.
• Identify relevant tenders, procurement opportunities, frameworks, institutional calls, and partnership opportunities within European defence markets.
• Drive market mapping, lead generation, outreach, and pre-landing activities with partners, integrators, and institutional stakeholders.
• Qualify opportunities using bid/no-bid criteria including strategic fit, timing, competition, requirements, and win probability.
• Support capture planning for priority opportunities by developing positioning, win themes, stakeholder mapping, and partner strategy.
• Coordinate preparation and submission of tenders, proposals, and institutional applications, ensuring full compliance with European public procurement requirements.
• Collaborate with product, legal, finance, and leadership teams to translate technical drone autonomy capabilities into compelling commercial narratives.
• Move opportunities through the sales funnel from initial identification through proposal submission and follow-up.
• Maintain disciplined sales funnel management with rigorous opportunity qualification and tracking.
• Engage directly with European defence buyers, ministries of defence (MODs), primes, integrators, and public-sector procurement entities.
• Prepare high-quality external documents including proposals, briefs, tender submissions, and commercial communications in English.
• Operate with high ownership and independence in a fast-moving, early-stage defence technology environment.
• Contribute to process improvement by identifying inefficiencies and implementing structured approaches to capture and bid management.
• Work in a hybrid model that balances in-person collaboration with remote flexibility.
• Ensure all activities align with strict operations security protocols and comply with applicable EU laws and regulations.
• Directly enable autonomous drone systems used in real-world defence operations, with proven impact in Ukraine’s conflict environment.

🎯 Requirements

• 5+ years of experience in defence business development, public-sector sales, institutional business development, capture management, proposal management, or bid management.
• Experience working with European public procurement, tenders, institutional sales, or government-related sales processes.
• Strong understanding of defence markets, preferably with exposure to European defence buyers, MODs, integrators, primes, or public-sector stakeholders.
• Proven ability to manage complex opportunities from early identification through submission and follow-up.
• Strong sales funnel discipline, opportunity qualification skills, stakeholder management, and structured execution.
• Excellent English proficiency with ability to prepare high-quality external documents, proposals, briefs, and tender materials.

🏖️ Benefits

• Direct impact in a high-stakes industry where your work enables autonomous systems used on the ground.
• Opportunities for professional growth.
• The ability to influence and improve processes.
• Competitive salary and comprehensive benefits package.
• Flexible hybrid work options.
• A straightforward, no-bureaucracy culture.

Skills & Technologies

Senior

Hybrid

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Swarmer AI Inc.

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About Swarmer AI Inc.

Swarmer AI Inc. is a robotics software company specializing in autonomous swarm control systems for unmanned aerial and ground vehicles. Its platform enables large-scale coordination, real-time mission planning, and adaptive behavior among heterogeneous robot teams, serving defense, agriculture, and industrial inspection markets.

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