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Business Development Manager (MilTech, B2B and B2G)

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Advisory Public Sector Advisory
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Hello!

Join Civitta – an international company with 750+ colleagues across 20+ countries. We are delivering consulting, digital, funding, and public sector transformation projects across Central and Eastern Europe, Central Asia, the Caucasus, and other global markets.
Defense consulting practice with offices in 22 countries, including Ukraine, is seeking energetic mid-tier Business Development Managers for its offices in Central European, Baltic and Scandinavian capitols to support its “Bridge to Ukraine” and “Bridge to NATO” initiatives.  The mission will consist of developing a pipeline of opportunities in private sector (co-production, licensing) and public sector defense.
This is a contract role for Business Development Managers specializing in MilTech B2B and B2G. The role is hybrid, located in NATO capitols. The Development Manager will be responsible for identifying and pursuing new business opportunities with private and government clients, building and maintaining relationships with key stakeholders, capturing opportunities, preparing proposals, presenting sales pitches, and collaborating with internal teams on strategic initiatives.
The role requires monitoring developments in the MilTech sector and aligning company offerings to meet client needs and government demands.

You will:

  • Develop and manage a strong pipeline of MilTech B2B (co-production, licensing, industrial partnerships) and B2G (defense procurement) opportunities aligned with “Bridge to Ukraine” and “Bridge to NATO” initiatives;
  • Build and maintain senior-level relationships with Ministries of Defence, procurement authorities, NATO-aligned institutions, and private defense companies;
  • Lead capture strategies for priority opportunities, including bid qualification, proposal development, pricing strategy, and contract negotiations;
  • Monitor national defense modernization plans, MilTech trends, and public procurement pipelines to proactively position company solutions;
  • Present tailored value propositions to government and industry stakeholders;
  • Coordinate cross-functionally with international teams to align technical, commercial, and regulatory aspects of complex defense engagements.

Requirements:

  • Business Development, Public Procurement, Contracting, Sales Strategy, and B2G Sales expertise;
  • Knowledge of MilTech industry trends and government procurement policies in your home country;
  • Proficiency in Stakeholder Management and Client Relationship Management;
  • Strong Communication, Negotiation, and Presentation skills;
  • ​English language proficiency in addition to local language fluency is required. Additional French, Dutch, Swedish, Norwegian or German is a plus;
  • Experience in Capture Strategy, Proposal Writing and Contract Negotiation;
  • Strategic Thinking and Market Analysis capabilities;
  • Relevant academic background in Public Administration, Business, Marketing, Engineering or a related field (advanced degree is a plus);
  • Ability to adapt to a hybrid work model with regular travel and weekly attendance in the home office for team collaboration;
  • ​Knowledge of MilTech trends and military doctrine is a plus;
  • Familiarity with Brussels-based government agencies on defense funding is a plus;
  • ​Past military service in relevant role is a plus.

Benefits:

  • Professional Growth – we believe in the rapid career development of our employees, offering performance and salary reviews twice a year to ensure you are progressing and rewarded;
  • Flexible Working Hours – manage your workday with flexibility and the option to work from home twice a week, while also benefiting from our city-centre office as a convenient, collaborative workspace;
  • Culture & Connection – from engaging team bonding activities such as Christmas parties and Summer events to spontaneous celebrations, monthly team breakfast or lunches, we believe in recognizing wins—big or small—and celebrating them together;
  • International Offsite Trips – every year, we travel to an exciting destination to spend time together with the entire Civitta team, strengthening connections and creating unforgettable memories;
  • Gifts Programme – welcome boxes, birthday surprises and holiday cheer, we make sure your special moments are recognized;
  • Continuous Learning – from expert-led standard trainings to personal development budgets, your growth is our priority.

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