Account Executive - EU Public Sector & NATO
About this role
🌍 We’re making security suck less for developers.
Security tools haven’t kept up with how software is built today. They interrupt teams, slow releases, and turn security into a bottleneck instead of a capability. We built Aikido to change that. Aikido builds developer-first security products that reduce real risk without getting in the way of shipping software. We focus on what actually matters and automate the rest.
We’re taking on legacy security tools teams have been stuck with, and we’re winning. If you want to help us take market share and build products developers actually enjoy using, you’re in the right place.
Founded in 2022 by third-time founders, Aikido has $85M in the bank and a long runway ahead. We’re building toward self-securing software. Join an all-star team. Take real ownership. Push boundaries. Build things that matter.
Aikido is scaling fast, and we are expanding our presence in the public sector. We are looking for a high-performing Account Executive (EU Public Sector & NATO) to drive our revenue growth across national governments, public institutions, defense organizations, and NATO agencies.
In this role, you will navigate complex public procurement environments, build strategic relationships with senior technical and security leaders, and leverage partner ecosystems to deliver our developer-first security platform to the public sector.
Responsibilities
Own the Full Sales Cycle: Drive revenue from first touch to close across a targeted pipeline of EU National Governments, Ministries, Public Agencies, and NATO entities (e.g., NCI Agency).
Navigate Public Procurement: Lead responses to public tenders, RFPs, and RFIs, ensuring alignment with governmental regulatory and compliance standards.
Partner & Channel Motion: Partner closely with Global System Integrators (GSIs), regional IT partners, and distributors who hold active government framework agreements.
Technical & Executive Alignment: Build and deepen relationships with CISOs, heads of software engineering, platform leads, and procurement directors in the public sector.
Pipeline Discipline: Maintain an accurate forecast and disciplined pipeline management in HubSpot.
Field Representation: Represent Aikido at key defense, cyber, and public sector industry events across Europe.
Requirements
6 to 10 years of SaaS sales experience, with a proven track record in cybersecurity, DevSecOps, or developer tools within the EU Public Sector, Defense, or NATO environments.
Public Procurement Expertise: Deep understanding of EU government purchasing frameworks, public tender processes, and partner-led sales models.
Track Record of Success: Consistent record of closing complex 6- and 7-figure deals with long, multi-stakeholder sales cycles.
Technical Depth: Comfortable leading technical product conversations with engineering and security teams and mapping tech capabilities to sovereign/business outcomes.
Security Clearance: Active EU/NATO Secret Clearance (or eligibility to obtain one) is highly preferred.
Languages & Location: Native/fluent English is required (French, German, or Dutch is a major plus). Located in Europe with easy access to key government hubs (Belgium/Brussels preferred).
What You Can Expect
Short decision lines. Big ownership. Shape the projects that matter and ship fast.
Grow as fast as we do. Take on more, own more, and carve out your own path.
Top-tier tech pay and equity.
High trust, strong values, zero corporate BS.
Flexibility in working hours.
A company that sticks to its values in an open and informal atmosphere.
We hire for talent, drive, and potential. Everything else is noise.
Originally posted on Himalayas