Business Development Manager – Defence & Security (Baltics)

In the world we live in, change is occurring at a dizzying pace, and every day brings new challenges. In rapidly changing markets, customers around the world trust Thales. We operate in the aerospace, transportation, defense, IT security, identity protection and space industries, designing innovative solutions for our customers. We are a company where employees share ideas and inspire each other. We bring together a unique diversity of knowledge, talents and cultures. Our employees deliver high-tech solutions, making tomorrow possible today. From the bottom of the oceans to the depths of space and cyberspace, we help our customers operate more efficiently and faster, providing them with ever-better solutions for their ventures.

We are building a future we can all trust.

The Business Development Manager (BD) at Thales is responsible for growing the Thales business in Estonia, Latvia and Lithuania and manages all aspects of customer relationships within a defined perimeter, with a primary focus on the Defence and Security markets. This role involves developing strategic partnerships, understanding customer procurement requirements, and aligning customer needs with the appropriate Thales Business Lines.

If you are an experienced professional with a strong background in the defence sector and a passion for growing business, building long-term customer relationships, we encourage you to apply for and join Thales, a global leader in advanced technologies for the defence and security industries.

Key responsibilities:

• Grow Thales business in the Baltic countries;
• Promoting Thales’ Defence & Security products, systems, and solutions, while effectively communicating the company’s vision and value proposition;
• Conduct business development activities and identify growth opportunities within the customer landscape
• Develop and maintain long-term partnerships with key customers and strategic partners;
• Define, implement, and monitor account objectives and performance targets;
• Prepare, maintain, and execute Capture Plans;
• Ensure a high level of customer satisfaction and long-term engagement;
• Act as a key interface between customers and internal stakeholders across Thales Business Lines.

• Preferred position location in Estonia or Lithuania
• 5-10 years of international experience in a comparable role within the defence, security, or related industry;
• Experience working with public procurement entities, preferably within the defence sector (military or civilian), or in a similar defence industry role;
• Strong understanding of the defence market in the Baltic region;
• Demonstrated customer focus with the ability to understand operational needs and translate them into business opportunities;
• Results-oriented, self-driven, and highly disciplined professional;
• Strong analytical, communication, and stakeholder management skills;
• Proven ability to build partnerships and lead cross-functional collaboration;
• Fluent English (C2 level, both written and spoken) and either Estonian or Lithuanian as a secondary language at intermediate level (B1)
• EU citizenship required; Estonian or Lithuanian nationality is strongly preferred due to market and regulatory considerations.

• Competitive remuneration package aligned with market standards and individual experience;
• Permanent employment contract within a globally recognized technology and innovation leader company;
• A collaborative, diverse, and inclusive work environment built on mutual respect;
• Opportunities for professional growth through challenging projects and international exposure.