You understand the structures, agencies, and decision-making cultures involved, and how companies successfully get inside these environments through a mix of formal procurement and non-procurement adoption pathways such as exercises, trials, pilots, cooperation projects, and capability demonstrations.

You will then actively help execute this plan in practice, working closely with Kelluu’s commercial team.

You will be highly present in the field. NATO, multinational, and European exercises, experimentation environments, and industry engagement forums are a core part of the role. You are expected to attend regularly, participate on-site, and engage directly with NATO personnel, EU and European defence stakeholders, and national defence representatives. These environments are where relationships are built and future demand is shaped.

Internally, you act as Kelluu’s reference point for alliance and European defence engagement. You help the team understand upcoming opportunities, procurement logic, and tender mechanisms across NATO, EDA and EU-relevant channels, and national procurement systems. You do not need to write bids yourself, but you understand how RFPs, RFIs, and framework mechanisms work, what signals matter early, and how companies position themselves well in advance.

What We Are Looking For You have hands-on experience with NATO and or closely related defence structures, with a strong working understanding of EDA and European defence cooperation landscapes. You are able to operate credibly across public defence institutions and private industry, with the judgement required to navigate complex stakeholder environments.

You are comfortable engaging in senior international settings, including with national Ministries of Defence, capability branches, procurement organisations, and operational stakeholders. You have a conceptual understanding of defence technology and its adoption without needing to be an engineer.

You bring a relevant network built through prior roles in NATO, a Ministry of Defence, a defence prime, allied capability organisations, or companies with sustained NATO or EU defence engagement.

Location, travel, and setup The role is EU-based, ideally in a defence-relevant hub such as Brussels, London, Helsinki, Tallinn, Germany, or Luxembourg. Travel is frequent, ranging from short trips to periods of more intensive presence around exercises, demonstrations, and key engagement moments.

The role can be structured as a full-time position or as a senior advisor or outsourced engagement, depending on the profile and availability of the right person.

Indicative compensation is €6,500 base per month plus variable performance-based compensation, flexible based on experience and role structure.

Please note that the selected candidate may be required to undergo a security clearance.

Why Kelluu? This is an opportunity to shape how a scaling defence technology company integrates into NATO, European defence institutions, and allied security ecosystems from an early stage. You will have real influence, significant autonomy, and the chance to turn strategy into concrete, alliance-level outcomes.

Interested? If this opportunity resonates with you and you recognize yourself in the description, we would gladly continue the conversation and tell you more about Kelluu as an employer and the role in detail.

The application period is open until 28th of February 2026, and applications will be reviewed on an ongoing basis. The position will be filled as soon as a suitable candidate is found.

For further information, please contact either our Recruitment Manager Tina Wirzenius p. +358 50 4657 404, tina.wirzenius@kelluu.com or Co-founder and Head of Sales Jiri Jormakka p. +358 50 372 6578, jiri@kelluu.com.