Business Development Lead (Germany)

Join a European AI technology company expanding its video intelligence solutions into the German market.

As Business Development Lead, you will take ownership of the company's German go-to-market activities, developing relationships with municipalities, police organizations, critical infrastructure operators and channel partners.

This is a hands-on, commercially focused role where you will build market presence, create new opportunities and manage both direct and partner-led sales.

The ideal candidate has an established network in Germany's civil-sector market, experience navigating public procurement and a proven track record of developing new business from the ground up.

Important

• Remote position based in Germany, with travel for customer and partner meetings.
• Native or fluent German required.
• Proven German civil-sector sales experience is essential.
• Strong understanding of German public procurement processes required.
• Experience in both direct and channel sales required.
• Demonstrated experience developing a new market or sales territory.
• Berlin or Munich location is preferred, not mandatory.
• Purely defense-focused sales experience without relevant civil-sector exposure does not meet the role requirements.
• Previous experience in video security, video analytics or AI-powered solutions is an advantage.

We are looking for an experienced Business Development Lead to drive the German market expansion of a European AI video intelligence company developing solutions for public-sector and private-sector organizations.

You will take ownership of go-to-market activities in Germany, establish new commercial opportunities, develop relationships with public-sector decision-makers and channel partners, and build a sustainable sales pipeline.

This is a hands-on market development role for a commercially driven professional with an established network in German municipalities, police organizations, critical infrastructure or related civil-sector markets.

Responsibilities

• Lead business development and go-to-market execution across Germany.
• Build the German market from an early commercial stage, developing opportunities from initial engagement through deal closure.
• Identify and engage decision-makers in municipalities, police organizations and critical infrastructure operators.
• Develop and maintain relationships with channel partners, system integrators and end customers.
• Manage both direct sales opportunities and partner-led sales processes.
• Navigate German public-sector procurement requirements and complex purchasing processes.
• Build and manage a qualified pipeline of public-sector and commercial opportunities.
• Develop strategic relationships that support long-term market growth.
• Coordinate with internal leadership on key commercial opportunities and strategic accounts.
• Represent the business in customer and partner meetings throughout Germany.
• Identify market opportunities for AI-powered video intelligence solutions in civil-sector environments.

Required Skills

• Demonstrated experience selling to German civil-sector customers, including municipalities, police organizations, critical infrastructure operators or relevant channel integrators.
• Strong understanding of German public procurement processes.
• Proven track record of launching, developing or expanding a market or sales territory in Germany.
• Experience managing both direct sales to end customers and channel sales through partners or integrators.
• Native or fluent German language proficiency.
• Established relationships within relevant German public-sector, security technology or critical infrastructure markets.
• Ability to independently identify opportunities, develop customer relationships and progress complex commercial deals.
• Strong B2B sales, business development and stakeholder management skills.
• Willingness to travel for customer and partner meetings within Germany.

Technologies

• AI-powered video intelligence
• Video security and surveillance systems
• Video management systems (VMS)
• CCTV and integrated security solutions
• Public-sector technology procurement
• Channel and system integrator ecosystems
• Critical infrastructure security applications

Nice To Have

• Based in Berlin or Munich.
• Previous experience with video management, video analytics or security technology providers.
• Background at companies such as Milestone Systems, BriefCam or Keenfinity.
• Existing relationships with German public-sector decision-makers and relevant channel integrators.
• Experience building a new country market or territory from an early stage.
• Experience selling AI-enabled solutions into civil-sector environments.

Soft Skills

• Entrepreneurial and self-directed approach to business development.
• Strong relationship-building and negotiation skills.
• Confidence communicating with public-sector decision-makers.
• Ability to independently develop and execute commercial strategies.
• Strong understanding of complex stakeholder and procurement processes.
• Practical, hands-on approach to market development.
• Ability to coordinate direct and partner-led commercial activities.