About this role
ABOUT THE TEAM:
STARK's Electronic Warfare team is a systems-focused engineering group delivering software-defined, mass-scalable RF solutions for autonomous systems. Combining deep domain expertise in hardware board design, thermal/structural packaging, real-time C++ signal processing, and resilient directional mesh networking, we rapidly build and field advanced EW capabilities designed to survive and operate in contested spectrum environments.
YOUR MISSION:
Our EW products are moving fast from the lab to the field. Your job is to build the path to market for them. This is not a classic sales role for mature products in an existing framework contract. You will shape demand early: understand the capability gaps, map who decides and who influences, get our products into the right trials, studies, and early programmes, and position STARK before a tender is written. You work side by side with our EW engineering leads, and what you learn from users and procurement directly shapes what we build next.
WHAT YOU WILL DO AT STARK:
- Map the EW customer landscape in Germany and with NATO allies: requirement owners, procurement offices, users, test centres, innovation units, and the primes and partners around them.
- Build and maintain trusted relationships with these stakeholders, and turn conversations into concrete next steps: demos, trials, studies, and pilot contracts.
- Spot early programmes, RFIs, market surveys, innovation challenges, and funding instruments (national, NATO, EU), and decide with the team which ones to pursue.
- Develop the go-to-market strategy for each EW capability: target customers, entry points, pricing logic, partnering, and the route from first trial to a procurement programme.
- Lead pitches, white papers, and RFI responses, translating complex technology into operational value for military and procurement audiences.
- Organise and run customer demonstrations and field days together with engineering.
- Bring customer requirements and competitive insight back into the product roadmap, and represent STARK EW at conferences, industry days, and working groups.
WHAT YOU BRING TO THE MISSION:
- Experience in business development, capture, or sales in defence, ideally with EW, SIGINT, communications, radar, or unmanned systems.
- A solid understanding of how defence procurement works in Germany (BAAINBw, the services, CPM process) and ideally in NATO or EU frameworks.
- A track record of opening doors and shaping opportunities early, not just responding to finished tenders.
- Enough technical depth to discuss EW concepts credibly with engineers and operators. An engineering degree or military background is a plus.
- Strong storytelling and writing skills for pitches, white papers, and RFI responses.
- Fluent German and English.
NICE TO HAVE:
- A military background, especially in EW, CIR, or a related branch.
- An existing network across the Bundeswehr, procurement agencies, and NATO bodies.
- Experience with start-up or scale-up environments, or bringing new products to market at low TRL.
- Experience with international markets and export processes.
If you're interested in building the future of European Defence with us, and you see yourself reflected on the description above, please send us your CV in English. We're looking forward to meeting you!
SECURITY CLEARANCE
Due to the nature of our work in the defence sector, candidates must be eligible to obtain and maintain the appropriate security clearance required for this position. Details will be provided during the recruitment process.
EQUAL OPPORTUNITY
We are an equal-opportunity employer committed to fostering a diverse and inclusive workplace. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, disability, or any other characteristic protected by applicable law.
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