---
title: 'Senior Defence Business Development & Capture Manager at Swarmer'
canonical: 'https://feeny.ai/job/senior-defence-business-development-capture-manager-swarmer-tallinn-tzds341ywrqk'
type: 'job'
last_seen: '2026-09-22'
---

# Senior Defence Business Development & Capture Manager at Swarmer

- **Company:** Swarmer
- **Location:** Tallinn, Estonia
- **Employment:** full-time
- **Work type:** hybrid
- **Posted:** 2026-09-15
- **Last confirmed live:** 2026-09-22
- **Apply:** https://jobs.ashbyhq.com/swarmer/63013693-640e-401e-9e5b-8b8cb2427c44/application

**Skills:** Defence business development, Public-sector sales, Institutional business development, Capture management, Proposal management, Bid management, European public procurement, Tender management, Market mapping, Lead generation, Stakeholder management, English writing, EU defence ecosystem knowledge, NATO knowledge, MODs knowledge, Integrator knowledge, Government contractor ecosystems, German language, French language, Polish language

> Manage and qualify a pipeline of defence and public-sector opportunities across Europe, driving market mapping, bid management, and capture planning. The role involves coordinating with stakeholders, preparing proposals, and navigating European defence procurement processes to secure contracts for autonomous drone s...

## Job description

Why we exist: Swarmer develops software that makes drones autonomous and allows them to operate together, in large, coordinated teams — no pilots needed. Our technology has been battle-tested in Ukraine— the world’s most intense proving ground for drone warfare. In March 2026, we became the first Ukrainian defenсe startup to go public on NASDAQ, following a $15M Series A — the largest investment in a Ukrainian defenсe tech company since the start of the war. Working at Swarmer means operating at the intersection of engineering rigor and frontline reality. The problems and environments are complex, and the stakes are very real. We built this software to enable democratic nations to defend themselves. If you are motivated by building resilient systems that matter and by seeing the direct impact of your work, you’ll find purpose here.

What you will do:

- Build and manage a qualified pipeline of defenсe, public-sector, and institutional opportunities across Europe.
- Identify relevant tenders, procurement opportunities, frameworks, institutional calls, and partnership opportunities.
- Drive market mapping, lead generation, outreach, and pre-landing activities with partners, integrators, and institutional stakeholders.
- Qualify opportunities using bid/no-bid criteria, including strategic fit, timing, competition, requirements, and win probability.
- Support capture planning for priority opportunities, including positioning, win themes, stakeholder mapping, and partner strategy.
- Coordinate preparation and submission of tenders, proposals, and institutional applications, ensuring compliance with procurement requirements.
- Work with product, legal, finance, and leadership teams to translate technical capabilities into strong commercial narratives and move opportunities through the funnel.

You’ll be a good fit if you have:

- 5+ years of experience in defenсe business development, public-sector sales, institutional business development, capture management, proposal management, or bid management.
- Experience working with European public procurement, tenders, institutional sales, or government-related sales processes.
- Strong understanding of defenсe markets, preferably with exposure to European defenсe buyers, MODs, integrators, primes, or public-sector stakeholders.
- Proven ability to manage complex opportunities from early identification through submission and follow-up.
- Strong sales funnel discipline, opportunity qualification skills, stakeholder management, and structured execution.
- Excellent English, with the ability to prepare high-quality external documents, proposals, briefs, and tender materials.
- High ownership, attention to detail, independence, and comfort working in a fast-moving, early-stage environment.

Would be an advantage:

- Experience with the EU defenсe ecosystem, NATO, MODs, institutional buyers, or European defenсe procurement structures.
- Existing network across European defenсe, public-sector, integrator, or government contractor ecosystems.
- German, French, Polish, Baltic, Scandinavian, or other European language skills.

What you’ll get:

- Direct impact in a high-stakes industry where your work enables autonomous systems used on the ground
- Opportunities for professional growth
- The ability to influence and improve processes
- Competitive salary and comprehensive benefits package
- A straightforward, no-bureaucracy culture

How’s the hiring process going: ✔️ Recruiter Screen → ✔️ Interview with Hiring Manager → ✔️ Technical Interview → ✔️ Skip-Level Interview (optional) → ✔️ Offer Please note that, as a leading defenсe tech company, we take operations security seriously and may need to perform additional background checks as part of our hiring process. We will do so in accordance with all applicable EU laws and regulations and safeguard your data in the process. Ready to Apply?

## About Swarmer

## Company Overview
- **One-liner**: Swarmer develops combat-driven, vendor-agnostic collaborative autonomy software that enables one operator to control hundreds of unmanned systems in real time.
- **Entity Type**: Private (Series A; has filed for Nasdaq IPO)
- **Headquarters**: Austin, Texas, USA (with operations in Ukraine, Poland, and Estonia)
- **Founded**: May 2023
- **Founders**: Serhii Kupriienko (Global CEO) and Alex Fink (President & US CEO)

## Core Business
- **Primary industry**: Defense technology / Autonomous systems
- **Target customers**: Military and defense organizations (B2G)
- **Mission or purpose**: To provide intelligent swarming software that allows large numbers of low-cost unmanned systems to operate collectively as one coherent, resilient force, keeping humans out of harm’s way.

## Products & Services
- **Swarmer Software Platform**: A modular, platform-agnostic software stack for autonomous navigation, real-time combat data fusion, AI-driven collaboration, and scalable autonomy. Features encrypted over-the-air updates. Deployed on over 100,000 real-world combat missions in Ukraine since April 2024.

## Market Standing
- **Valuation/Market Cap**: Not publicly available (private company; filed for IPO but terms undisclosed)
- **Key Metric**: Total funding of $15 million (Series A, first for a Ukrainian startup) – [aviationweek.com](https://aviationweek.com/defense/aircraft-propulsion/swarmer-takes-15-million-series-first-ukrainian-startup)
- **Notable Investors/Partners**: Not individually named in available sources; has signed MOUs with Powerus and contracts with SkyKnight.
- **Growth Signals**: 
  - More than 100,000 combat missions flown by nearly 50 units under active EW/GPS-denied conditions.
  - Filed for Nasdaq IPO in 2025/2026.
  - Rapid headcount growth and active hiring across engineering, sales, operations, and product roles in multiple countries.

## Competitive Advantages
- **Real-world validation**: Software evolved on the battlefield in Ukraine, not in a lab – terabytes of proprietary combat data inform ML models.
- **Vendor-agnostic**: Operates at the intelligence layer, independent of any single hardware supplier or platform.
- **Resilience**: Designed for contested, degraded, GPS-denied environments with continuous over-the-air updates.
- **Scalability**: One operator can control hundreds of autonomous systems simultaneously.

## Strategic Focus
- **Current priorities**: Scaling the platform for multi-domain operations, expanding into new defense markets, and completing a public listing on Nasdaq. Continued investment in AI-driven autonomy and real-time coordination.
- **Direction for growth**: From frontline Ukrainian operations to a global defense technology company, with a focus on collaborative autonomy across air, land, sea, and space.

## Why Work Here
- **Culture**: Combat-tested, mission-driven environment where software directly impacts human safety and national security. Emphasis on "Send drones. Keep humans."
- **Remote/hybrid policy**: Roles available across EU, USA, Ukraine, and Estonia; some positions listed as "Remote Texas" and "Remote" – hybrid likely depending on location.
- **Notable perks/engineering culture**: Opportunity to work on cutting-edge AI and autonomy software that is actively deployed in real-world combat. Rapid growth phase means significant impact and career advancement. Engineering leadership, product, and pilot roles available.
- **Current hiring areas**: Engineering Leadership (EU & USA), Sales & Marketing Leadership (EU & USA), Engineers & Pilots (Ukraine & EU), Operations (Ukraine & EU), Product Roles (EU & Ukraine). Talent pool open for future roles – [jobs.ashbyhq.com](https://jobs.ashbyhq.com/swarmer)

## Sources
1. [getswarmer.com](https://getswarmer.com/) – Company homepage and capabilities
2. [getswarmer.com/about](https://getswarmer.com/about/) – Company history, leadership, mission
3. [investors.getswarmer.com](https://investors.getswarmer.com/) – Investor relations, news releases, IPO filing
4. [aviationweek.com](https://aviationweek.com/defense/aircraft-propulsion/swarmer-takes-15-million-series-first-ukrainian-startup) – Series A funding announcement
5. [jobs.ashbyhq.com/swarmer](https://jobs.ashbyhq.com/swarmer) – Job listings and hiring areas
6. [swarmer.peopleforce.io/careers](https://swarmer.peopleforce.io/careers) – Alternative careers page with talent pool

## Other roles at Swarmer

- [Flight Data Reporting Engineer](https://feeny.ai/job/flight-data-reporting-engineer-swarmer-warsaw-cm78sj8s3avz) — Warsaw, Poland
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- [Field Integration Technician](https://feeny.ai/job/field-integration-technician-swarmer-austin-awshd0kye872) — Austin, TX