Level: Senior R5
Location: Flexible
Region: Europe + French Speaking Africa
Type: Full-time, B2B
Department: Sales
Reporting To: EMEA Sales Director
About Innovatrics
Innovatrics is a global provider of biometric identity management solutions, delivering fingerprint, face, iris, and multimodal biometric technologies to government and enterprise customers worldwide. The company operates independently with a strong R&D foundation and a reputation for high NIST-ranked performance and scalable identity platforms.
Your Role
As Senior Government Sales Manager –EMEA, you will drive and expand Innovatrics’ government business across Europe and French-speaking markets in Africa.
You will develop new national opportunities while growing selected existing accounts, engaging Ministries of Interior, National Police, Border Authorities, and Civil Identity Agencies in highly regulated and politically sensitive environments.
You will operate at the intersection of sovereignty, technology performance, and long-term institutional partnerships.
In a nutshell, you will:
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Drive new government business across designated territories within EMEA.
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Position Innovatrics ahead of tenders through establishing trusted relationships with partners and other potential stakeholders.
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Build senior-level relationships and strategies with key integrators.
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Expand existing accounts through modernization and upgrade programs.
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Lead disciplined opportunity qualification and bid orchestration across the region.
This is a high-impact, high-ownership role combining market development and strategic account growth.
Why This Job Is Exciting
This role places you at the center of national-scale identity and security programs across EMEA.
You will engage directly with senior institutional stakeholders, influence long-term modernization strategies, and secure anchor government programs that shape public infrastructure for years to come.
Success in this role means establishing Innovatrics as a trusted biometric partner in strategically important markets across Europe and parts of Africa.
Within one month, you will:
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Complete onboarding on Innovatrics’ government portfolio (ABIS, AFIS, eCivil ID, Border Control)
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Start building relationships with internal teams—Sales, Solutions, Engineering and Professional Services
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Learn our key customer use cases and industry challenges
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Learn our CRM (Zoho), automation tools, and account segmentation model
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Shadow sales calls and client meetings to understand our approach and customer profiles
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Review and take over assigned existing regional accounts and active opportunities.
Within three months, you will:
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Map priority markets (Europe and Francophone Africa).
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Identify key ministries, agencies, and system integrators in target countries.
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Strengthen executive relationships within existing accounts.
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Provide reliable regional pipeline visibility.
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Establish executive-level contact in at least 3 priority countries.
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Identify 2–3 structured upcoming tenders or modernization programs.
Within six months, you will:
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Position Innovatrics in at least one formal government procurement or framework process.
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Advance at least one new-country opportunity to formal procurement or framework stage.
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Formalize at least one integration or strategic partnership in the region.
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Identify expansion roadmap for at least one existing government customer.
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Deliver disciplined forecast updates with multi-quarter visibility.
Within one year, you will:
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Secure at least one strategic government program or significant account expansion.
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Establish Innovatrics as a credible biometric partner in at least two markets.
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Build a sustainable multi-year pipeline across priority countries.
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Strengthen long-term institutional relationships with key ministries and agencies.
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Lay the groundwork for structured regional scaling.
About You
You are an experienced government sales professional with a strong track record in EMEA markets with strong focus on Europe and Francophone Africa. You understand how public-sector decision cycles work and how to position complex technology solutions in structured procurement environments.
You are comfortable operating in politically sensitive contexts and engaging senior institutional stakeholders. You combine patience and persistence with structured execution.
You can both open new countries and nurture long-term institutional relationships.
You are fluent in French and English. You understand the cultural and business nuances of West and North Africa.
You are resilient, disciplined, and motivated by long-term strategic impact rather than short-term transactions.
You are a highly self-sufficient individual capable and willing to take ownership of the entire sales process ranging from the initial lead qualification, through proposal preparation all the way to agreement conclusion, and the subsequent account management.
Requirements
Qualifications
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University degree in Technology, Engineering, or Business
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10+ years of B2G sales experience in Europe and/or Africa.
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Proven experience with government tenders and consortium-based bids.
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Background in biometrics, cybersecurity, national IT systems, or mission-critical infrastructure.
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Strong understanding of procurement and donor-funded frameworks.
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Fluency in English and French (Arabic is a plus).
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Executive presence and negotiation maturity.
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Comfortable working in hybrid/remote setups
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Willingness to travel extensively across the region (40–60% of the time)
Interview Process
Here is the typical interview process for this role:
Recruiter Screen (30 min)
Hiring Manager Interview (45 min)
Team Interview: Practical Business Case (60 min) focused on:
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Market Review/Analysis
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Business Development Approach
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Government opportunity and Partner qualification
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Tender positioning strategy
Reference checks and offer discussion
We encourage candidates to request additional conversations with anyone they would like to meet.
