Defence Business Lead

The short version

We’ve spent years proving that our technology works in the most demanding conditions on the planet. Now the market is wide open, NATO nations are actively buying, and we need someone to turn a validated pipeline into a scalable defence business. You’ll inherit strong foundations and a clear strategic position. What you build from here is up to you.

About Kelluu

We are turning the real world into a digital one, with accuracy down to the smallest detail. Imagine a near future where everything you see can be explored through data delivered by Kelluu, and where AI works continuously across that data to find what you need to know. Everything turned into answers.

We’re a Finnish deep-tech company, headquartered in Joensuu with offices in Helsinki and Tampere. The team is growing fast, the goals are ambitious, and we’re hiring people who want to build something that matters.

Our technology is flight‑proven and operational. We’re a NATO DIANA Phase 2 alumni with several thousands of hours of autonomous BVLOS flight experience, active programmes across multiple NATO nations, and a rapidly growing team. We operate in both defence and civilian markets: the same technology that supports border security also monitors critical infrastructure and the environment.

Why this role exists

Current global events bring urgency to our work. The window for persistent ISR is open now. NATO nations are moving faster than ever, and long‑endurance, affordable, continuous ISR is exactly what the market needs. We’re already inside NATO’s Task Force X initiatives and delivering.

Until now, we’ve done this with a tiny commercial team, founder‑led, lean and scrappy. That phase is over. We need a dedicated leader to own the defence business and turn momentum into scale.

What you’ll own

You will own the defence business from day one. You’ll inherit a strong pipeline, a small team, and a strong strategic position. From there, you decide what to build.

The impact you’ll have:

• Grow and lead the defence sales team and business from validated market entry into dominant scale
• Open new markets across NATO countries, decide which programmes, customers, and markets are worth the investment, and which are not. Together with our Head of Sales, you’ll shape our commercial strategy
• Create the playbook: a repeatable process for converting presence and pilots into development programmes, framework contracts, and recurring revenue
• Do the groundwork yourself. This is a player‑coach role. You will be at exercises, at events, in front of customers. You build credibility by showing up
• Take us to the core of European and North American security architecture

Your team

We’re building a sales organisation that supports this role, but it’s not there yet. You’ll work in close collaboration with leadership, the sales team, and our operations. Jiri Jormakka, our Co‑Founder and Head of Sales, will be closely embedded in your day‑to‑day, especially early on. Expect a fast pace of collaborative travel and knowledge transfer. He’ll share the insights and experience to help you get started.

As the business grows, so does your team. New countries, new people, bigger scope.

What success looks like

By 3 months, you will have:

• Hit the ground running: networked with internal and external stakeholders, gotten to know our technical capabilities and future vision
• Participated in several operations and started building relationships with key customers
• Built a roadmap to 2027–2028 together with the Head of Sales
• Started growing the team with the right people

By 6 months:

• Our North American and European offices are open and functional. Local presence exists
• Pipeline is actively managed and advancing through procurement cycles
• You’ve closed your first deals

By 12 months:

• EU and North America milestones delivered. Pipeline converting to follow‑on contracts
• The defence playbook is written: how we sell, deploy, and convert in defence is documented, teachable, and repeatable
• Kelluu is inside at least two multi‑year NATO or national framework agreements. Revenue is recurring
• The pipeline, programmes, and structures are in place to reach rapid growth

What we’re looking for

You’ll thrive here if you have:

• A proven track record in deep‑tech startup sales
• Work experience from the defence sector
• The ability to navigate complex customer environments and communicate value, capabilities, and future vision clearly, at many levels
• A scale‑up mindset. You absorb and move fast without losing control. Eyes on the ball
• Proven experience leading a team with a hands‑on style. You don’t manage, you coach and enable
• The ability to translate data and insights into operational activities
• Comfort with a modern hybrid work environment. We’re building an AI‑enabled organisation and we expect you to be up to date with modern tools
• Willingness to travel at least 50% of the time
• Fluent written and spoken English

Even better if you also bring:

• Finnish or another allied nation’s language
• An existing network in European or North American defence procurement
• Experience with NATO programmes, Standing Offers, or framework agreements

What you get

The opportunity:

• Build a defence business from a position of strength: proven technology, validated pipeline, strong strategic positioning, and a market that is actively looking for what we offer
• Real ownership from day one. You won’t execute someone else’s playbook. You’ll write it
• A front‑row seat at a company operating across NATO, North America, and Europe at a time when demand for persistent ISR is accelerating
• As the business grows, so does this role. Bigger team, new markets, new countries. The ceiling is as high as your ambition

The practicalities:

• Your compensation package includes a base salary plus a performance‑based bonus structure. We believe in rewarding results, so your variable pay is directly tied to sales targets and milestones. OTE ≈ 150‑170 k.
• Benefits may vary by country
• The tools you need to do your best work
• Flexible, distributed work. Currently we have offices in Helsinki, Joensuu (HQ), and Tampere, and we are opening new offices outside Finland during H2. What matters is what you deliver, not where your desk is

The kind of place this is

Kelluu is a dual‑use deep‑tech company at the intersection of autonomy, AI, and aerial intelligence. We build technology that serves both national security and society, and we take that responsibility seriously.

We’re scaling fast, which means you’ll have real influence on how things are built. The flipside: things move quickly, priorities shift, and everyone wears a few hats. If you want a finished playbook and a clear lane, this probably isn’t the right fit. If you want to write the playbook yourself, it might be exactly right.

We use AI tools extensively, not as a gimmick, but because it lets a growing team move faster than anyone expects. We expect everyone to be curious about how to work smarter.

Practical details

Location: Within the EU, preferably in Central Europe. International travel ~50%.

Start date: As soon as possible

Reports to: Head of Sales

Due to the nature of our business in the defence and dual‑use sectors, the selected candidate must successfully pass a standard security clearance. Furthermore, certain roles are subject to international export control regulations (e.g., EU Dual‑Use or ITAR), which may impose specific requirements regarding the candidate’s citizenship and background.

Interested?

Apply by 30.4.2026. Include your CV and application.

We’re less interested in a list of past job titles and more interested in your impact.

When applying, tell us:

• Your 'Why': What internally drives you to do your best work?
• Your 'Wins': Tell us about a specific achievement you’re proud of. Think outcomes.

What to expect:

1. Initial call with our Head of Sales and/or Head of People
2. Interview with our Head of Sales+Head of People
3. Interview with our CEO+Head of Sales
4. Personnel assessment (third party)
5. Reference check and offer

Questions? Reach out to Jiri Jormakka, Co‑Founder/Head of Sales ( ) or Iida Mustonen, Head of People ( ). If we miss your call, please send us a text message.

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