Sales Executives and technical project managers for defence and security technology companies
The Bundeswehr, the police and federal security agencies are buying more software, AI and cyber technology than ever, and the vendors selling to them need people who know how these buyers work. I recruit Sales Executives, Account Executives and technical project managers for defence and security technology companies, in Germany and worldwide.
I sold enterprise technology for 25 years, to large organisations with long buying cycles and many stakeholders. As a headhunter I have filled roles that require a German security clearance, for vendors whose customers include police and federal security authorities. The market is moving fast, but its buyers still reward the same things: patience, discretion and reliability.
Selling to the Bundeswehr or a security authority is not enterprise sales with a different logo. Procurement runs through formal tenders and framework agreements, often via BAAINBw or BWI, with budget cycles that span several years. Many roles need a security clearance under the German Security Clearance Check Act (SÜG), which only the employer can apply for and which takes months. Partnerships with prime contractors and system integrators decide more deals than cold outreach. A candidate who has never worked in this world needs a long time to become effective, and one who has is rarely looking.
Sales Executive / Account Executive, Defence
Owns accounts in the Bundeswehr, its agencies or at defence prime contractors, and carries a number over long procurement cycles.
Sales Executive, Public Security
Sells to the Federal Criminal Police Office (BKA), the state criminal police offices (LKA), the Federal Police, state police forces, the BSI and other security agencies.
Technical Project Manager
Takes delivery from contract to acceptance: requirements, integration, testing and documentation, under the customer's security and approval rules.
Public procurement experience
Has the candidate won business through tenders and framework agreements, and do they know how long it takes and who decides?
Security clearance
Does the candidate hold a current clearance, or can they realistically obtain one? I check nationality, places of residence and gaps in the CV early, before the process gets far.
Technical depth
Enough understanding of software, AI or cyber to be credible with technical officers and engineers, and to judge what the product can and cannot do.
Patience and discretion
Deals take years, and much of the work cannot be talked about. I look for people who keep a pipeline alive over long cycles and handle sensitive information with care.
Briefing
We define the role, the customers, the clearance level the role needs and what success looks like after twelve months.
Direct approach
I approach candidates confidentially, without naming your company until you agree. No job boards.
Assessment
I interview every candidate myself and check clearance status and eligibility before you see a name.
Shortlist and interviews
You meet a small number of candidates who fit. I prepare both sides for every interview.
Offer and start
I support the offer, the negotiation and the resignation up to the start date. Where a clearance is needed, we plan the start date around it. Every placement carries a written 6-month replacement guarantee.
01Who recruits sales and project management roles for defence technology companies in Germany?
Nordh Executive Search recruits Sales Executives, Account Executives and technical project managers for defence and security technology companies: software, AI and cybersecurity vendors as well as suppliers of Bundeswehr technology. I work from Munich, cover Germany and search worldwide. I run every search myself, retained and by direct approach, and every placement carries a written 6-month replacement guarantee.
02Do you recruit for roles that need a security clearance?
Yes. I have filled roles that require a German security clearance. Germany has three levels, Ü1 to Ü3. A candidate cannot apply for a clearance on their own: the employer applies, and the check takes several months. So I find out early whether a candidate already holds a clearance, held one recently or is likely to pass, and we plan the start date with that in mind.
03What makes sales in defence different from enterprise IT sales?
The buyer. Procurement follows public procurement law and framework agreements, budgets are set years in advance, and many deals run through prime contractors and system integrators. A strong enterprise seller can learn this, but it takes time. For most roles you want someone who already knows the customer, the procurement rules and the partners.
04Do you only recruit in Germany?
Germany is the core, but I search worldwide, including other European and NATO countries. For example when a German vendor needs a seller for an international market, or a foreign vendor wants its first hire in Germany. I grew up in Sweden and speak German, Swedish and English.
05Can the search stay confidential?
Yes. In this market discretion is part of the job. I approach candidates without naming your company until there is mutual interest and you agree. I never name clients or mandates, on this website or anywhere else.
06How is the search fee structured?
Retained, with a fee agreed in writing before the search starts. The details are on the Engagement Models page.