On-site
SaaS
jobscollider
About this role
Description
At Instagrid, you are part of the clean-tech revolution by bringing pure energy into your region, helping professional workers transitioning away from combustion generators and making it possible for them to experience a safe, efficient, clean and silent energy solution.
Your Mission
Building on our early successes in the military and law enforcement sector, you will drive our go-to-market strategy and business development activities across Europe. You will be responsible for shaping customer relationships, winning tenders, and establishing strategic partnerships in the defence and security environment.
Your Impact
Take full end-to-end ownership of the European military and law enforcement business — from identifying and creating demand to expanding key accounts
Analyze markets to uncover new opportunities, assess the competitive landscape, and overcome entry barriers, including compliance
requirements
Identify, engage, and win Requests for Proposals (RFPs) and tenders to secure deals with military organizations and related agencies
Serve as the main liaison between military customers and the product team, ensuring customer insights drive future product innovation
Partner with local country sales teams to navigate complex military procurement processes, offering expertise, training, and resources for successful engagements
Build and evaluate strategic partnerships with integrators, resellers, and defence contractors
Requirements
Demonstrated success in selling innovative hardware solutions to military and law enforcement organizations (experience in developing segment-specific go-to-market strategies and introducing new vendors or brands into the defence market is a strong plus)
Deep understanding of military procurement processes (e.g., tenders), compliance
requirements, and the decision-making structures of European military organizations
Well-established network within the defence and security sectors
Exceptional communication, negot
Selling Motion
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Territory
Vertical-Specific
Focused on a single industry vertical
Requirements at a Glance
Typical Day — Sales Rep
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
How do you coach underperforming reps?
Template questionDescribe your forecasting methodology.
Template questionHow do you structure onboarding for new hires?
Template questionSales leadership roles require balancing individual contributor revenue with team performance management.
SaaS sales roles typically involve consultative selling with longer deal cycles.
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