Mission Sales Director, Nordics

ROLE HIGHLIGHTS: - Missions Sales Director -

Location

• Identify, shape, qualify, and close sovereign satellite and ISR mission opportunities with government customers.
• Build and sustain trusted relationships with government stakeholders, defence organisations, and key decision-makers in the market.
• Develop and manage a qualified sales pipeline, including capture plans, win strategies, and accurate forecasting.
• Lead complex strategic sales processes, including opportunity reviews, bid or no-bid decisions, proposal coordination, and commercial positioning.
• Collaborate across ICEYE’s Missions and Data lines of business to align customer needs, technical capabilities, and delivery plans.
• Represent ICEYE in-market through customer meetings, industry events, and strategic stakeholder engagement.
• Maintain strong CRM discipline and provide clear market intelligence to support business planning and decision-making.

• 5+ years of international sales or export experience with complex solutions.
• Experience selling to government customers, defence organisations, or public sector decision-makers.
• Existing network across relevant government and government-related organisations in the Nordics - Strong understanding of earth observation, ISR, or satellite-based capabilities, ideally including SAR.
• Proven ability to run complex sales cycles, including lead qualification, opportunity development, capture planning, stakeholder mapping, and deal closure.
• Professional working proficiency in one or more Nordic languages, with multiple Nordic languages considered a strong advantage.
• Willingness to travel as required, primarily across the region and to Finland.

• Experience producing capture plans and delivering against win strategies.
• Track record of closing value-based sales with a strong focus on customer success.
• Experience leading multi-department sales pursuits, gate reviews, bid processes, and competitive analysis.
• Experience using Salesforce or another CRM.
• Sales training in Miller Heiman, Korn Ferry, Shipley, or a similar methodology.

• Be curious: Go deep, ask questions, listen carefully, and think critically.

• See the big picture: Stay close to what’s happening across the company so you can make better decisions. Consider how your work affects others.
• Drive effective teamwork: Create psychological safety, invite different perspectives, and build inclusive teams. There are no bad questions.
• Act as one team: We win together.

• Have fun: What we do matters and it should be enjoyable. Celebrate progress, take pride in results, and share the wins. BENEFITS Our benefits are designed to support your health and wellbeing, at work and beyond. We keep improving them based on employee feedback, and offerings vary by location.

• Highlight your proven track record of closing multi‑year, government‑focused satellite or ISR contracts in the Nordics; quantify wins (e.g., “secured €12 M 3‑year mission contract with Swedish Defence Forces”) and reference the procurement process you navigated (e.g., EU Defence Procurement Directive).
• Prepare a live Salesforce demo: build a mini “Opportunity Pipeline” in a sandbox that mirrors a typical ICEYE mission sale (lead → qualification → proposal → security clearance → contract). Bring screenshots or a 3‑minute walkthrough to the interview to prove you can set up, forecast, and report on high‑value sovereign deals using ICEYE’s sales stack.
• Compile a concise portfolio of “mission‑sale playbooks” you authored—include one page on how you aligned satellite capability (resolution, revisit time) with specific national ISR requirements, and a separate slide showing how you integrated Adjust analytics to measure post‑sale performance and renewal likelihood.
• Research recent Nordic defence procurement initiatives (e.g., Sweden’s “Strategic Defence Review 2023” or Norway’s “Arctic ISR program”) and be ready to pitch a concrete ICEYE mission concept that solves a current capability gap; demonstrate you can speak the language of defence ministries and security‑screening protocols.
• During the interview, ask pointed questions about ICEYE’s security‑screening timeline, the VP of Mission Sales’ KPI priorities (e.g., “percentage of pipeline in the security‑cleared stage”), and the expected cadence of strategic briefings with government stakeholders—this signals you understand the role’s operational rhythm and are ready to hit the ground running.
• When negotiating salary, benchmark against Nordic defence‑industry senior sales roles (average €130‑150 k base + 20‑30 % performance bonus). Emphasize the added value of your existing government contacts and any cleared‑status certifications, and request a signing bonus or accelerated vesting of performance incentives to offset the remote‑work relocation tax considerations in Finland/Sweden/Norway/Denmark.