Head of Defence Sales
We are seeking a structured, commercially astute Sales Leader with a deep understanding of the UK Defence market.
This is not a reactive, lead-chasing role. You will:
- Build and own a high-quality pipeline of strategic Defence opportunities
- Identify and convert new logo clients across Defence Primes and Innovators
- Expand into new areas within the UK Ministry of Defence
- Lead complex RFP/ITT responses
- Convert existing trusted relationships into long-term, revenue-generating partnerships
You will be supported by an exceptional technical and delivery team passionate about accelerating digital capability across Defence.
What We’re Looking For
Top 3 Requirements
- Deep understanding of the UK Defence market
- Entrepreneurial drive to generate early revenue and new wins
- Strong grasp of structured sales process and pipeline management
Your Profile
Defence Market Knowledge
You understand the landscape — from major primes such as BAE Systems and Leonardo UK to emerging innovators and mission-led suppliers.
You appreciate procurement cycles, frameworks, security clearance requirements and the realities of selling into complex Defence environments
New Logo Hunter
You have a proven track record of breaking into untapped Defence accounts and closing first-time wins — while strengthening existing relationships.
Digital Fluency
You can confidently articulate how modern digital capabilities — secure platforms, cloud transformation, DevSecOps, and data-driven systems — transform Defence operations.
You do not need to be a technologist — but you must be commercially credible in digital conversations.
Core Responsibilities
Sales Support & Business Development
- Lead structured business development across Defence
- Own proposal development and commercial negotiations
- Close new business with major Defence organisations
Relationship Management
- Build and maintain executive-level relationships across Defence Primes, Innovators and MOD stakeholders
- Act as a bridge between technical teams and procurement functions
- Ensure alignment between client mission needs and our delivery capability
Strategic Planning & Market Analysis
- Monitor the UK Defence landscape
- Identify Must-Win opportunities 12–24 months before formal release
- Provide actionable market intelligence to shape propositions
- Influence technology and delivery roadmaps in line with the Integrated Operating Concept
Nice to Have
- Experience with MEDDIC / MEDIC, Miller Heiman or equivalent methodologies
- Capture Management experience within complex bid environments
- Strong digital selling capability (LinkedIn, TechUK, ADS, D-Group, industry events)
- Experience building consortia and positioning pre-ITT
Location - UK
Hybrid:
- 1–2 days per week in London
- Travel as required
Security Clearance
The successful candidate must be willing to undergo SC Clearance.