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.).

We are offering

• A strategic leadership role with a direct impact on the division's commercial direction and growth

• The autonomy to shape business development strategy, commercial processes, and go-to-market approaches

• The opportunity to build and lead a dedicated team as the business grows

• The chance to work with advanced cybersecurity, defence, and space technologies in a research-driven environment

• Close collaboration with technical experts and senior leadership to turn innovative solutions into commercial opportunities

Why you'll enjoy working at Cybernetica

We combine meaningful work, talented colleagues and opportunities to grow with benefits that support your wellbeing and work-life balance.