Head of Sales & Business Development for Cybersecurity

📍 Tallinn / Tartu, Estonia

Your main responsibilities will be to

• Own commercial results: Deliver the annual sales plan — new business through the Cybersecurity products, service packages, and EU/NATO consortium tenders, as well as growth from existing accounts.

• Shape go-to-market strategy: Define target markets, packaging, pricing tiers, and positioning in close collaboration with Product, R&D, and Services. Run market research and competitive intelligence to answer "which market next?" with evidence.

• Build the partner ecosystem: Develop and manage a network of channel partners, system integrators, and defense/space consortium partners (EDF, ESA, NATO, national programmes).

• Drive customer success: Own account plans for 20 strategic key accounts, track satisfaction (NPS), secure renewals, and grow existing customers’ scope of services.

• Feed market intelligence back: Deliver a structured quarterly synthesis to Product, R&D, and Services — translating what you hear in the market into actionable input for the rest of the division.

• Coordinate with corporate marketing: Own positioning, sales enablement materials, and pricing strategy. Corporate marketing owns promotion, PR, and brand; you own the commercial layer and maintain close collaboration with their team.

As a successful candidate, you must have

• 10+ years in B2B sales and business development (enterprise or public sector preferred), including 5+ years leading a commercial function with accountability for team, budget, and quotas.

• Hands-on work experience in cybersecurity, information security, or an adjacent technology sector — with a solid understanding of the market, buyers, procurement cycles, and competitive landscape.

• Proven track record launching and scaling tech products or services: packaging, pricing, positioning, and end-to-end sales processes.

• Experience managing international sales and partnerships, preferably within EU and/or NATO member state contexts.

• Strong analytical and communication skills — able to make evidence-based market choices, write clear strategy documents, and represent the division to clients and partners.

• Fluent English, written and spoken.

• Higher education in Business, Economics, Technology, Engineering, or a related field.

You will stand out by having any of the following:

• Experience at executive level in a technology company, ideally having built or transformed a commercial function.

• Existing professional network in cybersecurity, defense, or government procurement.

• Work experience in the defense or space sector on the supplier, integrator, or end-customer side.

• Experience in defense, space, or public-sector procurement — including familiarity with EDF, ESA, NATO, or Horizon Europe consortium funding and bidding frameworks.

• Experience managing recurring-revenue models — subscriptions, retainers, or MSAs.

• Additional European languages (German, French, Portuguese, etc.).

Why you'll enjoy working at Cybernetica?

We value an atmosphere of learning, collaboration and proactive problem solving, paying great attention also to work-life balance.