Business Development Associate

About The Arsenal

The Arsenal is a dynamic, fast-paced newsroom focusing on Ukrainian and European defence technology—covering battlefield technology, regulatory developments, commercial deals, and key individuals shaping the sector. The team produces twice-weekly newsletters, Arsenal Europe and Arsenal Ukraine, which are read by investors, manufacturers, officials, and operators involved in the defence industry. Founded by Tim Mak, The Arsenal aims to provide high-quality, actionable business reporting that rivals Washington insider coverage, supporting stakeholders building Europe’s defence capabilities. The newsroom operates with reporters stationed in Kyiv, Brussels, Berlin, and soon Helsinki, supported by a growing base of premium subscribers and influential figures in media and policy.

Role Overview

This fully remote role is open to candidates across Europe and the U.S., with preferred locations including Berlin, London, and Brussels. Starting as a contractor with prospects for a longer-term engagement as the company scales, the position involves taking ownership of growing two major revenue streams: B2B subscriptions and newsletter sponsorship deals. The candidate will join a small but rapidly progressing startup, working closely with senior leadership to manage the full sales process independently and contribute to shaping the company’s commercial strategy.

Key Responsibilities

• Drive revenue by overseeing the entire B2B subscription sales cycle—from initial outreach to deal closure.
• Identify and pitch sponsorship opportunities related to Arsenal Europe and Arsenal Ukraine to defence primes, consultancies, law firms, investors, and other relevant advertisers.
• Maintain accurate lead pipelines and records within the CRM system across subscription and sponsorship revenue streams.
• Conduct market analysis to position The Arsenal effectively within the broader defence media and intelligence landscape.
• Develop and update stakeholder maps focusing on defence primes, institutional investors, policy consultancies, government contractors, and procurement bodies.
• Explore new business avenues, including new geographies, verticals, or audience segments for growth.
• Maintain and nurture relationships with subscribers, sponsors, and prospective clients.
• Represent The Arsenal professionally in meetings and calls with senior stakeholders, including executives at the C-suite level.
• Support account management, including subscriber and sponsor renewals.
• Contribute to commercial strategies such as pricing, product packaging, and pitch material development as the business grows.
• Attend industry events, conferences, and briefings to enhance The Arsenal's network and market presence.

Candidate Profile

• Experience in sales or business development is desirable, but high motivation and aptitude are valued more than extensive experience.
• Excellent written and verbal English communication skills; capable of crafting clear pitches and professional correspondence.
• Comfortable initiating calls or meetings with senior professionals.
• A genuine passion for at least one of the following domains: defence, security policy, European affairs, or media and publishing.
• Demonstrated self-motivation to work independently within a distributed, remote team environment.

Preferred Qualifications

• Experience selling subscriptions, media-related products, sponsorships, or intelligence and research services.
• An existing network within defence, policy, investment, or government sectors is advantageous.
• Familiarity with CRM software and tools.
• Understanding of European defence ecosystems or NATO-related policy frameworks.

Additional Information

The role offers a base salary of $40,000 USD with on-target earnings potentially reaching between $60,000 and $70,000 USD or higher. The position is designed as a contract arrangement with the option for longer-term collaboration as the company expands. This opportunity represents a ground-floor entry within a startup gaining real momentum.