Location: Erding / Greater Munich (Hybrid; frequent travel to customers, procurement agencies, and events required)
Language: German (Fluent) & English (Fluent)
Compensation: Depending on your experience, performance, and skill set
Business Development - Defence Tech (f/m/d)
Erding, Remote
Full-time
Permanent employee
Key Facts
The Mission & Role
Our technologies help police and military forces make better decisions under pressure and operate more effectively in complex situations. Lateration develops next-generation systems that combine field sensors, secure communications, and intelligent data processing to provide reliable operational awareness in modern defence environments.
Your Mission: You are the commercial engine and the face of our company. Part strategist, part networker, part meticulous calculator. The best technology is useless if it doesn’t reach the field. Your mission is to bridge the gap between our engineering labs and the operators. Reporting directly to the Head of Business Development, you guide our solutions through complex public tenders, forge strategic industry partnerships, and drive our commercial growth. You don’t wait for tenders to be published; you proactively shape the market.
Your Mission: You are the commercial engine and the face of our company. Part strategist, part networker, part meticulous calculator. The best technology is useless if it doesn’t reach the field. Your mission is to bridge the gap between our engineering labs and the operators. Reporting directly to the Head of Business Development, you guide our solutions through complex public tenders, forge strategic industry partnerships, and drive our commercial growth. You don’t wait for tenders to be published; you proactively shape the market.
What You Will Do
- B2G & B2B Proposal Management: You manage the entire bid lifecycle — from initial qualification to submission. You write and orchestrate winning proposals for public tenders (national, EU, NATO) as well as tailored commercial offers for industry partners, Prime contractors, and consortia.
- Commercial Ownership & Pricing: You own the numbers for your bids. You build robust cost calculations and pricing models for industry partners and ensure our public tender bids comply with German public pricing law (Preisrecht, LSP). You coordinate tightly with our internal finance team and external pricing experts to produce audit-proof calculations.
- Networking & Representation: You are our ambassador at defence exhibitions, conferences, and industry events. You present our capabilities, pitch our technology, and actively build a resilient network of end-users, procurement officials, and industry leaders.
- Market Shaping & Intelligence: You monitor budget cycles, upcoming defence programmes, and operational demands. You engage with stakeholders early — helping shape future requirements before a tender is even officially drafted.
- Internal Orchestration: You are the central commercial node. You coordinate input from engineering, operations, and leadership to translate complex technical specifications into highly persuasive, winning proposals.
Your first 5 months – What You’ll Be Proud to Have Achieved
- Map the tender pipeline and identify the 3–5 most relevant upcoming opportunities
- Build and activate a network of key contacts in the defence ecosystem (BAAINBw, military branches, Primes)
- Lead or co-lead at least one full bid submission — from qualification to hand-in
- Represent Lateration externally at an event, customer meeting, or industry day
- Set up and maintain a structured CRM pipeline and document the bid management workflow
- Deliver a market intelligence snapshot: key programmes, budget cycles, and competitive landscape
Who We Are Looking For
- Experience: Minimum 3–5+ years of proven track record in business development, sales, or bid management within the defence, security, or government sector.
- The Networker: You bring an existing network within the German or European defence ecosystem (e.g. BAAINBw, military branches, defence Primes) and understand the nuances of defence procurement cycles — or possess the drive, charisma, and social intelligence to build one rapidly.
- International Frameworks: Familiarity with international defence procurement, acceleration programmes, or innovation frameworks (e.g. NATO DIANA, European Defence Fund) is a strong asset.
- Commercial Mindset: You are an outgoing networker who is equally comfortable with complex spreadsheets. You bring strong commercial acumen and the analytical willingness to navigate public price calculations (LSP) and build profitable, compliant bids.
- The Pitcher: Exceptional written and verbal communication skills in German and English. You can convincingly explain a technical system to a General on a trade show floor and meticulously defend a cost breakdown to a procurement officer.
- Mindset: Highly structured but exceptionally adaptable. You work carefully, think strategically, and drive topics through to completion with a high sense of ownership.
- Clearance: Due to the nature of our work, you must be eligible for a German security clearance (SÜ2/Ü2). Generally, this requires German citizenship or long-term residency within EU/NATO countries.
Why Join Us?
- Mission with Real Impact: Your commercial success directly ensures that cutting-edge technology reaches the operators who need it most.
- High Autonomy & Strategic Exposure: You report directly to the Head of Business Development and work in lockstep with leadership to shape key business decisions. No corporate gridlock — we move at the speed of an agile tech firm, allowing you to see the rapid impact of your won bids.
- Flexible & Supportive Environment: Hybrid working model with flexible hours to accommodate travel and events, a strong team with a “no one gets left out in the rain” mindset.
Contact
For information and questions: recruiting@hr.lateration.de
About us
Lateration builds technology where failure is not an option.
We don't develop theoretical concept studies: We build field-ready systems that give armed forces an unfair tactical advantage. As a VC-backed defense tech startup headquartered in Munich, we deliver the communications and positioning backbone for critical defense programs. Our hardware and software ecosystems secure operational superiority under intense electronic warfare conditions: from GPS-denied navigation and tactical mesh networks to precise friend-or-foe identification. We are scaling our team from 40 to 70+ specialists and are looking for people who take full ownership at the system level. We don't need seat-fillers — we need builders who solve complex problems and bring uncompromising functional maturity directly to the field.