The short version

We are turning the real world into a digital one, with accuracy down to the smallest detail. Imagine a near future where everything you see can also be explored again through data delivered by Kelluu. Every building in every city, every tree in every forest, every power line in every electrical grid.

We operate in both defence and civilian markets: the same AI and platform that supports border security also monitors critical infrastructure and the environment.

We’re growing our civilian business and need someone to own it. If you can take a deep-tech platform to commercial customers, convert pilot projects into recurring revenue, and build a business line from scratch, this is the role.

About Kelluu

Kelluu delivers autonomous aerial intelligence for the world’s most demanding environments. Our hydrogen-powered airship platform enables persistent surveillance that sees more, lasts longer, and works where nothing else does.

We’re a Finnish deep-tech company, European-origin, headquartered in Joensuu with offices in Helsinki and Tampere. The team is growing fast, the goals are ambitious, and we’re hiring people who want to build something that matters.

Our technology is flight-proven and operational. We're NATO DIANA Phase 2 alumni with thousands of hours of autonomous BVLOS flight experience, active programmes across multiple nations, and a rapidly growing team.

Why this role exists

Kelluu’s civilian market opportunity is massive. Persistent aerial intelligence for infrastructure, environment, and data applications is a category that’s emerging fast. We have the platform, the AI, and the flight hours. What we need is someone to build the commercial side further: identify the right verticals, convert pilot projects into Capability-as-a-Service contracts, and create a repeatable revenue engine outside defence.

What you’ll own

You will own the civilian business from day one. You’ll inherit a pipeline, a small team, and a strong strategic position.

The impact you’ll have:

• Identify and develop civilian market verticals: critical infrastructure (energy grids, pipelines, wind farms, telecom), environmental intelligence (emissions monitoring, biodiversity, nature surveillance), and data licensing opportunities.

• Convert pilot projects and demonstrations into continuous Capability-as-a-Service (CaaS) contracts, building recurring revenue, not one-off deals.

• Build and own the civilian sales pipeline from first contact to signed contract, working with technical teams to scope solutions and with leadership to shape commercial strategy.

• Develop relationships with infrastructure operators, energy companies, environmental agencies, and others who need persistent aerial data.

• Work closely with Kelluu’s tech and operations teams to ensure civilian solutions are commercially viable and technically differentiated.

• Feed market intelligence back to the product team — what civilian customers need, what they’ll pay for, and where the next opportunity is forming.

Your team

We’re building a sales organisation that supports this role, but it’s not there yet. You’ll work in close collaboration with leadership, the existing sales team, and our operations. You’ll also collaborate with Kelluu’s AI and platform engineers. You’re the commercial lens that turns customer insights and our capabilities into customer value.

As the business grows, so does your team. New countries, new people, bigger scope.

What success looks like

By 3 months, you will have:

• Mapped the priority civilian verticals and identified first target customers in infrastructure, environment, or data licensing

• Developed your go-to-market approach for converting pilots into CaaS contracts

By 6 months:

• Active commercial conversations with multiple civilian customers, with several pilot projects underway or contracted

• A clear civilian pipeline with qualified opportunities and a path to recurring revenue

• Your team is growing

By 12 months:

• Civilian revenue line is generating recurring CaaS contracts

• You’ve built a repeatable commercial model for civilian markets — the playbook for how Kelluu scales beyond defence

What we’re looking for

You’ll thrive here if you have:

• Experience in B2B sales or business development in infrastructure, energy, environmental services, or technology, ideally selling technical or data-driven solutions

• A track record of building commercial pipelines from early stage — you’ve taken something from pilot to revenue before

• The ability to translate complex technology into clear customer value propositions and commercial models

• Fluent English; Finnish and/or Nordic languages are a plus

Even better if you also bring:

• Understanding of geospatial data, remote sensing, or aerial intelligence applications

• Existing network in infrastructure, energy, or environmental sectors

What you get

The opportunity:

• Build Kelluu’s civilian business from the ground up — define the verticals, shape the commercial model, and own the results

• Real ownership from day one. At this stage, what you do is directly visible in the company’s trajectory

• Work with breakthrough technology: hydrogen-powered autonomous airships, onboard AI, and persistent aerial intelligence, applied to real problems like climate monitoring, infrastructure protection, and environmental intelligence

• Be part of a company that takes responsible technology seriously. Our platform serves both security and sustainability

The practicalities:

• Your compensation package includes a base salary plus a performance-based bonus structure. We believe in rewarding results, so your variable pay is directly tied to sales targets and milestones.

• Benefits: healthcare, lunch benefit, culture, sports, and wellbeing benefit (Epassi), phone

• The tools you need to do your best work

• Flexible, distributed work. What matters is what you deliver, not where your desk is

Other details

Location: preferably Finland

Travel: ~50%, primarily to customer meetings, industry events, and pilot sites

Start date: As soon as possible

Reports to: Head of Sales

Due to the dual-use nature of our technology, appointment to this position is subject to security clearance and compliance with export control regulations.

The kind of place this is

Kelluu is a dual-use deep-tech company at the intersection of autonomy, AI, and aerial intelligence. We build technology that serves both national security and society, and we take that responsibility seriously.

We’re scaling fast, which means you’ll have real influence on how things are built. The flipside: things move quickly, priorities shift, and everyone wears a few hats. If you want a finished playbook and a clear lane, this probably isn’t the right fit. If you want to write the playbook yourself, it might be exactly right.

We use AI tools extensively, not as a gimmick, but because it lets a growing team move faster than anyone expects. We expect everyone to be curious about how to work smarter.

Interested?

Apply by 30.4.2026. Include your CV and application.

We’re less interested in a list of past job titles and more interested in your impact.

When applying, tell us:

• Your 'Why': What internally drives you to do your best work?

• Your 'Wins': Tell us about a specific achievement you’re proud of. Think outcomes.

What to expect:

1. Initial call with our Head of Sales and/or Head of People

2. Interview with our Head of Sales+Head of People

3. Interview with our CEO+Head of Sales

4. Personnel assessment (third party)

5. Reference check and offer

Questions? Reach out to Jiri Jormakka, Co-Founder/Head of Sales (+358 50 372 6578) or Iida Mustonen, Head of People (+358 50 502 1043). If we miss your call, please send us a text message.