Account Director - Defence & Security (RF Solutions) - Northern Europe

Department Overview

CRFS, a Motorola Solutions company, is a global pioneer in advanced radio frequency (RF) technology, specialising in cutting-edge spectrum monitoring, geolocation, and electronic warfare solutions. Headquartered in Cambridge, UK, CRFS designs and builds high-performance hardware and software—such as our industry-leading RFeye ecosystem—that empowers military forces, national security agencies, and spectrum regulators to detect, analyse, and exploit RF signals in the world's most complex environments.

Job Description

As an Account Director for our Defence and Security division, you will drive the adoption of our RFeye product ecosystem across the region. In this pivotal sales leadership role, you will identify high-value opportunities within Defence & Security Organisations, Internal Security Agencies, and commercial partners supplying target markets. You will build strategic relationships to deliver Electronic Support Measure capabilities that empower emergency responders and defence clients to act with certainty.

Key Responsibilities

Strategic Territory & Pipeline Management

• Develop and execute a comprehensive market strategy to achieve revenue targets and expand market share across Northern Europe, Scandinavia, and the Baltics

• Maintain accurate sales pipelines, forecasts, strategic account plans, and customer data using our CRM platform

• Analyse territory dynamics to proactively identify emerging high-value sales opportunities

Complex Solution Selling & Stakeholder Engagement

• Manage the complete sales cycle from prospecting to closing for complex, technical RF solutions and Electronic Support Measures

• Cultivate and maintain deep relationships with key decision-makers across in-territory government, military, security, and commercial sectors

• Articulate complex RF technological capabilities into clear strategic outcomes for end-user missions

Strategic Partner Development

• Engage and develop multi-level relationships with commercial organisations supporting collaborative market approaches

• Deliver end-user capabilities through strong channel and ecosystem partnerships to achieve sustainable growth

• Serve as a trusted advisor to key partners, helping to ensure joint solution alignment with customer requirements

Basic Requirements

• University degree or professional qualification

• Solid experience in B2B enterprise or government sales within Defence, Security, Electronic Warfare (EW), or Signals Intelligence (SIGINT), OR military end-user domain experience in EW, Signals, or associated capabilities

• Ability to obtain and maintain Security Clearance to NATO Secret Level

Technical Expertise

• RF Technology & Spectrum Management to articulate complex technical architectures including RFeye product ecosystems and CEMA operations

• Technical Acumen to demonstrate Electronic Support Measures and signal analysis concepts to technical stakeholders

• Language Proficiency to demonstrate an excellent command of an appropriate regional language alongside an excellent command of English for global business communications

Professional Experience

• Complex Sales Lifecycle Management to guide high-value public sector and defence procurement processes from opportunity identification to contract closure

• Government & Military Stakeholder Engagement to build trust and negotiate across defence procurement networks and internal security agencies

• Partner & Channel Development to establish joint go-to-market strategies with commercial supply partners

Preferred Qualifications (Optional)

• Prior experience managing high-value government tenders within regional defence procurement frameworks

Travel Requirements

25-50%

Position Type

Experienced