Business Development Executive - EU Public Sector & NATO
About the role
🌍We’re making security suck less for developers & CISOs
Security tools interrupt teams, slow releases, and turn security into a bottleneck. Aikido builds developer-first products that cut real risk without getting in the way of shipping. Founded in 2022 by third-time founders, with $85M in the bank.
Aikido Strategic & Defense (ASD), our public sector and defense unit, is hiring its first Business Development Executive (EU Public Sector, Defense & NATO). This is a zero-to-one, quota-carrying mandate: you drive and close out our first revenue in the region, then turn those wins into a repeatable motion.
You will be measured on closed revenue first. Strategy, positioning, and partner work exist because they are how deals close here, not as a substitute for closing them. A team comes later, once the number is proven. This is a cyber-first role: developer tooling experience helps, but it is not what earns credibility in an MoD cyber unit.
Who You Will Sell To:
Government and defense institutions themselves, not the defense industrial base: ministries of defense, national cyber commands and CERTs, public agencies, and NATO bodies like the NCI Agency. Three profiles, three entry points:
In-house developers: The Aikido core platform, mapped to sovereign and mission outcomes.
Few developers, GSI delivery team: Core platform plus supply chain security, sold through the integrator shipping the code.
MoD and national cyber units: Autonomous pentesting, Box, and the offensive portfolio alongside defensive coverage. Cyber risk buyers, not engineering buyers.