Strategic Account Director, EU Trade & Customs

Responsibilities

• Own Altana’s growth strategy for EU customs and trade, translating it into a concrete plan and focused target accounts across member states, EU institutions, and key partners.
• Communicate Altana’s value to senior government and industry stakeholders and help shape their transformation opportunities.
• Pursue complex, large-scale government opportunities and build a strategically focused pipeline.
• Develop relationships across customs authorities, economic security bodies, and industry partners.
• Help define Altana’s European operations, ways of working, culture, and market credibility.
• Anticipate pursuit requirements and coordinate across teams without direct authority.
• Partner with the VP of Strategic Business Development, Government Affairs, and executive leadership.
• Run discovery and collaborate with Solution Architects, Product, and Engineering to craft solutions and identify use cases.
• Build expertise in EU trade and customs policy and regulation and represent the European customer internally.

Requirements

• Significant experience in business development and complex solution sales focused on public-sector customers.
• Track record of opening markets and shaping large, strategic deals.
• Familiarity with customs, trade, or economic-security practices and an activatable network across European government.
• Builder’s instinct and experience leading complex efforts through influence.
• Fluency in English; Dutch and French are especially valuable.
• Working knowledge of EU or member-state operations and government procurement.
• Excellent judgment and communication skills, including the ability to engage senior stakeholders independently and explain complex value clearly.
• Comfort with software tools.
• Hunter’s mindset combined with patience and optimism for long government procurement cycles.

Nice-to-have

• Familiarity with modern AI tools.

Compensation and Benefits

• Specific compensation and benefits details are available from the assigned recruiter during the hiring process.