Government Sales Lead - Nordics, Baltics, CEE
WhyHireWrong? Open · verified Oct 20, 2026 At a glance
Senior Sales Leadership role at WhyHireWrong? Warsaw.
Pay not stated Sales Leadership salary
growthroles summary, based on the employer's posting.
What you'll do
- Run government deals from first contact through close across Scandinavia, the Baltics and Eastern Europe
- Choose priority countries and agencies, then set the order for entering each market
- Present the product to end users, technical reviewers and senior government decision-makers
- Work through public-sector purchasing routes, including tenders, frameworks and security-classified processes
- Track pipeline and forecasts in CRM, then pass closed accounts to Customer Success
What you bring
- At least four years selling SaaS or technology to European government buyers
- You have closed multiple government contracts worth at least £100K ACV each
- At least two years in a company with fewer than 200 employees, building pipeline and closing without SDR or pre-sales support
- You can explain product architecture, deployment, security needs and competitors without relying on slides
- You have handled procurement in Sweden, Denmark or another listed country
Who this fits
This is a senior, full-cycle government sales role for someone comfortable sourcing their own pipeline without SDR or pre-sales support. Experience as a buyer in military intelligence, NATO, home affairs, foreign affairs ministries or OSINT agencies is relevant. Swedish, Danish, Estonian, Finnish or Norwegian language ability or residency is strongly preferred.
From the employer
AI disinformation detection. 7.3M GBP raised. UK gov business established. European pipeline founder-led. Needs first dedicated gov sales hire for Europe.
Responsibilities:
Full cycle gov sales in Scandinavia, Baltics, Eastern Europe. Target to close. No SDR, no pre-sales.
Territory planning: which countries, which agencies, in what order.
Product presentations to end users, technical evaluators, senior officials, ministers.
Navigate procurement: frameworks, tenders, direct awards, security-classified routes.
Pipeline management and forecasting in CRM.
Handoff to Customer Success post-close.
Requirements:
4+ years selling SaaS or tech products into European governments. Specific deals required: country, agency, deal size, your role.
2+ years at a sub-200 employee company. Full cycle, self-sourced pipeline, no SDR/pre-sales support.
Closed gov contracts at 100K+ GBP ACV. Multiple, not one.
Can describe your product's architecture, deployment model, security requirements, competitive landscape without a deck.
Worked with procurement in 2+ of: Sweden, Denmark, Estonia, Finland, Norway, Poland, any Baltic state.
Buyer-side experience in military intelligence, NATO, home affairs, MFA, or OSINT agencies.
Swedish, Danish, Estonian, Finnish, or Norwegian language or residency strongly preferred.
Disinformation, OSINT, or information warfare domain experience preferred.
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