Head of Sales & Business Development - Cybersecurity

About the role

Cybernetica, behind the architects of e-Estonia and digital societies, is looking for a Head of Sales & Business Development for its Cybersecurity Division in Tallinn / Tartu. You will take ownership of the division's commercial activities and grow them into a structured function, sitting on the division leadership team alongside the heads of R&D, Services and Product and reporting to the Head of Department.

Key responsibilities

• Own commercial results: deliver the annual sales plan, including new business from Cybersecurity products, service packages and EU/NATO consortium tenders, plus growth from existing accounts.
• Shape go-to-market strategy: define target markets, packaging, pricing tiers and positioning with Product, R&D and Services, and run market research and competitive intelligence.
• Build the partner ecosystem: develop and manage channel partners, system integrators and defense/space consortium partners (EDF, ESA, NATO, national programmes).
• Drive customer success: own account plans for 20 strategic key accounts, track NPS, secure renewals and expand existing customers' scope of services.
• Feed market intelligence back: deliver a quarterly synthesis to Product, R&D and Services.
• Coordinate with corporate marketing on positioning, sales enablement materials and pricing strategy.

Required profile

• 10+ years in B2B sales and business development (enterprise or public sector preferred), including 5+ years leading a commercial function with accountability for team, budget and quotas.
• Hands-on experience in cybersecurity, information security or an adjacent technology sector, with knowledge of buyers, procurement cycles and competition.
• Proven track record launching and scaling tech products or services, including packaging, pricing and positioning.
• Experience managing international sales and partnerships, preferably in EU and/or NATO member states.
• Fluent English, written and spoken; higher education in Business, Economics, Technology, Engineering or a related field.

What we offer

• A strategic leadership role with autonomy over business development strategy and commercial processes.
• The chance to build and lead a dedicated team.
• Flexible office arrangements, 5 extra paid health days per year, sports and wellness benefits, and support for equipment and business travel.
• Professional training, conferences and a team of over 100 colleagues across Tallinn and Tartu.