Account Executive - EU Public Sector & NATO

🌍 We’re making security suck less for developers.

Security tools haven’t kept up with how software is built today. They interrupt teams, slow releases, and turn security into a bottleneck instead of a capability. We built Aikido to change that. Aikido builds developer-first security products that reduce real risk without getting in the way of shipping software. We focus on what actually matters and automate the rest.

We’re taking on legacy security tools teams have been stuck with, and we’re winning. If you want to help us take market share and build products developers actually enjoy using, you’re in the right place.

Founded in 2022 by third-time founders, Aikido has $85M in the bank and a long runway ahead. We’re building toward self-securing software. Join an all-star team. Take real ownership. Push boundaries. Build things that matter.

Aikido is scaling fast, and we are expanding our presence in the public sector. We are looking for a high-performing Account Executive (EU Public Sector & NATO) to drive our revenue growth across national governments, public institutions, defense organizations, and NATO agencies.

In this role, you will navigate complex public procurement environments, build strategic relationships with senior technical and security leaders, and leverage partner ecosystems to deliver our developer-first security platform to the public sector.

Responsibilities

• Own the Full Sales Cycle: Drive revenue from first touch to close across a targeted pipeline of EU National Governments, Ministries, Public Agencies, and NATO entities (e.g., NCI Agency).

• Navigate Public Procurement: Lead responses to public tenders, RFPs, and RFIs, ensuring alignment with governmental regulatory and compliance standards.

• Partner & Channel Motion: Partner closely with Global System Integrators (GSIs), regional IT partners, and distributors who hold active government framework agreements.

• Technical & Executive Alignment: Build and deepen relationships with CISOs, heads of software engineering, platform leads, and procurement directors in the public sector.

• Pipeline Discipline: Maintain an accurate forecast and disciplined pipeline management in HubSpot.

• Field Representation: Represent Aikido at key defense, cyber, and public sector industry events across Europe.