The Arsenal
Business Development Associate
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This role is remote and open for candidates from across Europe and the US, preferred locations - Berlin, London, Brussels.
Salary - $40k USD base pay- OTE $60k - $70k+
ABOUT THE ARSENAL
We’re a small, fast-moving newsroom covering Ukrainian and European defence technology — the battlefield tech, the regulation, the deals, the people. Twice-weekly newsletters (Arsenal Europe and Arsenal Ukraine) read by the investors, manufacturers, officials, and operators actually building this industry.
Founded by Tim Mak, The Arsenal started from a simple idea: Ukraine and Europe deserved the same calibre of sharp, actionable business reporting that Washington insiders take for granted. We’re here to back the people building Europe’s defence.
Reporters in Kyiv, Brussels, Berlin, and soon Helsinki. A growing premium subscriber base. Backing from serious people in media and policy. Small team, real momentum — and we’re looking for someone who wants to build something with us, not just join something already built.
THE ROLE
We need someone commercially sharp and self-driven to help us grow our two big revenue lines: B2B subscriptions and newsletter sponsorship.
This is a genuine ground-floor seat at a startup with real momentum. You’ll work directly with senior leadership, run the full sales cycle yourself — first contact to signed deal — and help shape how the commercial side of the business works as we grow.
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High autonomy, genuinely varied work. Good fit if you’re self-motivated, curious, and comfortable talking to senior people across defence, policy, and investment. Starts as a contractor, with a longer-term arrangement on the table as we scale.
WHAT YOU’LL DO
Revenue Generation
- Run the full B2B subscription sales cycle yourself — from first outreach to closed deal
- Identify and pitch sponsorship opportunities for Arsenal Europe and Arsenal Ukraine to defence primes, consultancies, law firms, investors, and relevant advertisers
- Manage a pipeline of leads across both revenue lines, maintaining accurate records in our CRM
Research & Strategy
- Conduct competitive analysis to understand how The Arsenal sits within the wider defence media and intelligence landscape
- Build and maintain stakeholder maps across key target sectors: defence primes, institutional investors, policy consultancies, government contractors, and procurement bodies
- Identify new market opportunities — geographies, verticals, or audience segments where The Arsenal can grow
Relationship Management
- Manage ongoing relationships with subscribers, sponsors, and prospects
- Represent The Arsenal in meetings and calls with senior stakeholders — including C-suite executives — with professionalism and credibility
- Support account management and renewal conversations for existing subscribers and sponsors
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Commercial Development
- Contribute to pricing strategy, packaging, and product development as the business evolves
- Support the production of pitch materials, proposals, and tailored outreach
- Attend relevant industry events, conferences, and briefings to build The Arsenal’s network and visibility
WHAT WE’RE LOOKING FOR
Essential
- Some experience in sales or business development — we care more about drive and aptitude than years on a CV
- Strong written and spoken English — you write clearly and pitch with confidence
- Comfortable picking up the phone or sitting across the table from senior people
- Genuine interest in at least one of: defence, security policy, European affairs, or media and publishing
- Self-motivated — you can work independently on a remote, distributed team without someone checking in on you
Desirable
- Experience selling subscriptions, media products, sponsorship, or intelligence/research services
- Existing network in defence, policy, investment, or government
- Familiarity with CRM tools
- Understanding of the European defence ecosystem or NATO-adjacent policy environment
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