Director, Business Development - Defence & Government (France)

About the Role:

• Own the full sales cycle with French defence and government customers — from lead generation and qualification through proposal, negotiation and close.
• Build and deepen relationships across the Ministère des Armées, DGA, Commandement de l'Espace, Agence de l'innovation de défense (AID), CNES and the French prime contractors and integrators that serve them.
• Win through French public procurement; navigate tenders, innovation programmes and direct contracting routes, and position Loft early so requirements are shaped before formal calls are issued.
• Lead written and verbal proposals in French and English, translating mission requirements (ISR, space domain awareness, communications, in-orbit demonstration, science, etc.) into a commercial offer that wins.
• Negotiate contracts with confidence, handling pricing, terms, security and sovereignty requirements, and deal structure without losing momentum.
• Identify and contribute to opportunities beyond the core French portfolio, including European defence programmes, allied government customers, and broader strategic partnerships where relevant.
• Stay close to accounts once programmes are underway, supporting customers and identifying additional opportunities as they emerge.
• Bring market intelligence back into the business — French and European defence and space priorities, budget cycles, competitor moves and where the market is heading.

Must Haves:

• 5+ years of direct sales or business development experience selling complex technical products or solutions to French defence or government customers, ideally within aerospace, defence, space, or other deep-tech industries.
• An established network across the French defence and government ecosystem, particularly Minarm and DGA, with familiarity with organizations such as CDE and CNES and an understanding of how French defence programmes are planned, funded and procured.
• Proven track record of independently developing strategic opportunities, leading complex commercial negotiations, and securing significant institutional or government contracts.
• Technical understanding of defence, aerospace, intelligence or space systems, including the ability to engage with engineering stakeholders, understand system architectures and capabilities, and translate complex technical concepts into customer value.
• Excellent communication and executive presence, with the ability to represent an organization credibly in front of senior government, military, and industry leaders.
• Native or fully professional French and English, written and spoken.
• Eligible to obtain and hold a French national defence security clearance (habilitation).

Nice to Haves:

• Experience selling mission- or satellite-as-a-service offerings to defence or institutional customers.
• Strong technical fluency in space hardware and systems — payload integration, spacecraft bus architecture, mission design — enough to earn credibility with engineers and programme officers.
• Direct experience at a French prime, a scaleup/startup in the space industry, the DGA, CNES or within the French armed forces.
• Familiarity with European defence funding instruments (e.g. the European Defence Fund) and ESA programmes, and with selling to other European MoDs or international government customers
• A background in engineering (electrical, mechanical, systems or payload integration) that transitioned into a sales career — hands-on hardware exposure paired with a proven sales track record is ideal.
• An interest in learning about everything and anything — our job is to make a customer's mission a reality, no matter what it is.
• Residence in or willingness to relocate to Toulouse, where much of Loft’s France team is located. Paris-based candidates will also be considered.

Some of Our Awesome Benefits:

• Equity, we want you to have an active role in our success
• Up to 35 days of Paid Time Off (vacations & RTT ) and flexible working hours, we want you to be at your best
• Health and life insurance, we care about your health
• Lunch Vouchers, because let’s be honest, we love food! (we even have a slack channel about it #loft-gourmand)
• Cross-office travel opportunities between San Francisco, Colorado, and Toulouse to learn from our differences
• Company and team off-sites and many other events to work & celebrate together
• Relocation assistance to Toulouse when applicable