Business Development Representative - Baltics H/F

Alta Ares

Paris, France

On-siteCareer-pivot friendly

Who this role is best for

Defense industry professionals with business development experience and a strong interest in AI and national security will find this role ideal for expanding their regional pipeline and building strategic relationships in the Baltics.

Best fit for

Candidates with 1–4 years of experience in defense or tech sales who are comfortable with outbound prospecting
— “1–4 years of experience in business development, sales development, defense, technology, consulting, or a related field”
Individuals who have existing connections within the Baltic defense ecosystem or a willingness to build them
— “Familiarity with the Baltic defense ecosystem”
Professionals with a background in AI, air defense, or national security who can articulate how their knowledge aligns with Alta Ares' mission
— “Strong interest in defense, aerospace, AI, or national security”

Things to consider

Regular travel across the Baltics is required, which could impact work-life balance and relocation plans
— “Willingness to travel regularly across the Baltics region”
The role demands detailed research on procurement cycles and decision-makers, requiring strong analytical and organizational skills
— “Research accounts, programs, procurement cycles, and decision-makers to identify new opportunities”

How to stand out

Highlight specific outbound prospecting successes with military or defense clients in your resume and interview responses
— “Conduct targeted outbound prospecting through email, phone, LinkedIn, events, and industry networks”
Emphasize your ability to convert prospects into meetings and demonstrate your CRM management skills
— “Qualify prospects and convert them into meetings, demos, and active sales opportunities”
Showcase your understanding of NATO and European defense procurement processes in your application materials
— “Familiarity with NATO and European defense procurement”
Demonstrate your ability to provide actionable market intelligence and customer feedback
— “Provide market intelligence, competitive insights, and customer feedback to the BD, Product, Engineering, and leadership teams”
Include experience in AI, C-UAS, or air defense to align with the company's technical focus
— “Experience with drones, C-UAS, ISR, autonomy, AI, or air defense”

Pace · Fast PacedCollaboration · MediumAutonomy · MediumDecision Impact · Team

Derived from job-description analysis by Serendipath's career intelligence engine.

What success looks like

building a qualified pipeline
identifying and engaging key stakeholders
representing the company at industry events

Typical background

defenseaerospacesales development

Skills & requirements

Required

Business DevelopmentPipeline GenerationProspectingResearchRelationship Building

Preferred

Defense IndustryAerospaceAINATOEuropean Defense Procurement

Stack & domain

Business DevelopmentDefenseAerospaceCommunicationRelationship-buildingAI

About the role

Original posting from Alta Ares via Ashby

ABOUT ALTA ARES
Alta Ares is an air defense Neoprime. We build AI-guided interceptors to counter drones and cruise missiles, along with the software platform that powers them.
Our customers are NATO-aligned militaries and defense institutions, and our systems are regularly deployed during live exercises and operational demonstrations across Europe, the Middle East, and Asia.
Founded in 2024, we have grown to 90 people, raised over $60M, and increased revenue 40× this year. We are now entering a new phase of international expansion, industrial scaling, fundraising, and product development.
Role & Mission
Business Development & Pipeline Generation
Build and manage a qualified pipeline across the Baltic region.
Identify and engage key stakeholders across MODs, armed forces, procurement agencies, and defense companies
Conduct targeted outbound prospecting through email, phone, LinkedIn, events, and industry networks
Research accounts, programs, procurement cycles, and decision-makers to identify new opportunities
Qualify prospects and convert them into meetings, demos, and active sales opportunities
Maintain accurate CRM data, pipeline tracking, and business development metrics
Work closely with the Sales Director and senior BD team to progress qualified opportunities
Provide market intelligence, competitive insights, and customer feedback to the BD, Product, Engineering, and leadership teams
Customer & Partner Relationships
Build relationships with military users, procurement officers, program managers, primes, and integrators
Identify and develop potential local industry and channel partnerships
Support customer meetings, product briefings, demonstrations, and workshops
Represent Alta Ares at defense exhibitions, conferences, and industry events across the Baltic region
Candidate profile
1–4 years of experience in business development, sales development, defense, technology, consulting, or a related field
Proven ability to prospect, research accounts, generate meetings, and build pipeline
Strong interest in defense, aerospace, AI, or national security
Familiarity with the Baltic defense ecosystem
Strong communication and relationship-building skills
Highly organized, proactive, and comfortable with outbound prospecting
Fluent in English
Willingness to travel regularly across the Baltics region.
Nice to Have
Experience in defense, aerospace, dual-use technology, AI, or a high-growth startup
Existing network within Baltics defense organizations or industry
Familiarity with NATO and European defense procurement
Experience with drones, C-UAS, ISR, autonomy, AI, or air defense
Experience with CRM and sales engagement tools
Additional European languages
Former military experience

Source: Alta Ares careers (Ashby)