About Stratio and this role

Stratio is a European decision intelligence platform. Our Generative AI Data Fabric helps public administrations and regulated institutions deploy AI they can audit, govern and defend — on their own infrastructure, under their own jurisdiction. We are Spanish-born, ENS- and GDPR-native, deployable on sovereign cloud or on-premise.

In an era where European sovereignty is becoming a buying criterion, the right product, the right passport and the right moment have aligned. We are headquartered in Madrid, Series C, backed by InfraVia Capital Partners, scaling toward €100M ARR by 2030.

This is the operator seat for European public sector ex-Spain. The successful candidate will open and own commercial relationships across the UK, EU institutions (Brussels–Luxembourg), the Netherlands, Italy, France and Portugal cross-border, with Nordic markets opening as traction allows. Spain remains with the Spain Public Sector team.

The strategic differentiator of this role is framework-authoring, not tender-response. Anyone can respond to an RFP. Almost nobody can walk into a ministry and shape the procurement framework that becomes the RFP. If that is the kind of operator you have been, this is the seat.

What you'll own

Framework positioning (the strategic edge)

- Shape or author the DPS27-equivalents in your priority geographies: UK Crown Commercial Service frameworks (G-Cloud successor, DOS), Netherlands DPIA/CTM procurement, Italian CONSIP, French UGAP, EU institutional procurement vehicles.
- Engage upstream with government procurement teams to align qualifying criteria to Stratio's differentiators — in-place data virtualisation, governed AI, ENS/GDPR/EU AI Act native design.
- Framework-authoring is where your AWS, European Commission, ministerial or AMETIC-equivalent career becomes a strategic advantage at Stratio.

End-to-end sales cycle using MEDDPICC

- Pre-tender engagement, market consultations, discovery, MEDDPICC qualification, business case developed with the customer, technical validation via pilot or POC, tender response, oral defence, negotiation, close, transition to customer success.
- Target ACV: Size M €500K–1M, Size L €1M+, Size XL €2M+. Public multi-year contracts often land in L+.
- Cycle length: 12–24 months typical in EU public sector, longer for defence. Multiple parallel cycles managed with disciplined forecast.

Partner ecosystem — load-bearing, not optional





- Activate General SIs (Accenture, Deloitte, Capgemini, KPMG, NTT DATA, CGI), national specialists by geography (Sopra Steria, Atos, Softcat, QA, Capita in UK; Reply, Engineering in Italy), and hyperscaler co-sell (Microsoft, AWS, Google).
- Q1 goal: 3+ active partner co-sell agreements with named target accounts.

Regulatory voice and thought leadership

- Serve as Stratio's operational voice on European data sovereignty, EU AI Act (high-risk regime, transparency duties), DORA, NIS2, GDPR.
- Publish under your own name. Participate in industry associations (AMETIC, DigitalES, techUK, VNO-NCW, Confindustria Digitale, Numeum). Represent Stratio at Brussels forums, industry conferences and executive roundtables.

Requirements — non-negotiable

- 15+ years enterprise B2B sales with substantial public sector track record — central government, regional administrations, EU institutions or defence.
- Verified personal-close public sector deals in the €500K+ ACV band — signed contracts, not tender-progressed pipeline.
- Documented experience shaping or authoring procurement frameworks in at least one EU jurisdiction (DPS, framework agreements, dynamic purchasing systems, equivalent). This is the strategic test of the role.
- Deep understanding of EU public procurement mechanics — PCAP, PPT, EU procurement directives, national procurement authorities, framework call-off dynamics.
- Active C-Level rolodex in at least three of the target geographies — minimum 5 named contacts you can call this week. Tested explicitly.
- Software, SaaS, cloud, data platform or AI selling experience into public sector. Consulting or services background alone does not qualify.
- English fluent (C1+), Spanish fluent (C1+). One additional European language (French, German, Italian, Dutch) is a strong plus.
- Willingness to travel extensively across Europe — expect 40–60% time in UK, Brussels, Amsterdam, Rome, Paris.
- Autonomy, resilience, and comfort operating in a scale-up where some processes are still being built.

Desirable





- Previous experience inside EU institutions, national civil service, or a ministerial advisory role (Cabinet, European Commission, EU agency).
- Active participation in AMETIC Cloud Commission, DigitalES Public Sector, techUK or equivalent industry bodies.
- Previous experience selling comparable data platforms (Palantir Foundry, Databricks, Snowflake, Informatica, Collibra) into public sector.
- Prior experience in defence or national security-adjacent commercial roles (NATO-restricted certification, security clearances).
- Published articles or recognised thought leadership on EU AI Act, sovereignty or public sector digital transformation.

Compensation and structure

- Competitive base salary and performance-related variable, structured for the right senior profile.
- Uncapped variable above target with accelerators.
- Full T&E; budget reflecting the physical travel this role genuinely requires.

Growth path

This role is the foundation of Stratio's European public sector presence. Strong performance in the first 12–18 months creates a direct path to Head of Public Sector Europe (or Head of specific-geography Public), with team under your management as the market opens.

Equal Opportunities

At Stratio, we are committed to equal opportunities and to building a diverse and inclusive workplace. We welcome all applications regardless of gender, age, ethnic or national origin, religion or beliefs, disability, sexual orientation, gender identity or any other personal or social circumstance. All hiring decisions are based solely on qualifications, merit and business needs, in line with our Equality Plan and current legislation.

Data Protection In accordance with the General Data Protection Regulation (EU) 2016/679 (GDPR) and the Spanish Organic Law 3/2018 on Data Protection and Guarantee of Digital Rights (LOPDGDD), the personal data you provide will be processed by Stratio Big Data Inc. Sucursal en España solely to manage this and future recruitment processes. Your data will be kept confidential, will not be shared with third parties without your consent, and will be retained only for as long as necessary for this purpose.

You may exercise your rights of access, rectification, erasure, objection, restriction of processing and data portability at any time by contacting [email de privacidad]. For more information, please see our Privacy Policy

📌 Head of Public Sector Business Development – Europe (Madrid)
🏢 StratioBD
📍 Madrid