Achieve individual sales targets by securing new business and expanding existing accounts across European Defence, Security, and Government.
Build, manage, and qualify a strong pipeline of opportunities, leveraging CRM best practice to ensure accurate forecasting and data quality.
Lead the qualification of opportunities through structured gate reviews, ensuring focus on winnable, high-value opportunities.
Navigate Government and Defence procurement frameworks, with an understanding of budgeting, contracting processes, and compliance requirements.
Experience in the preparation of bids, proposals, and RFP responses, ensuring timely, compliant, and commercially sound submissions.
Partner with internal teams to shape proposals and sector-specific value propositions; ensure alignment between delivery capability and client needs.
Represent the company at Defence and Government events, conferences, and meetings, building visibility and deepening networks.
Support retention and expansion efforts within European Defence and Government accounts, ensuring long-term, recurring revenue growth.
Contribute to fostering a strong growth culture in the Global team by sharing best practices and coaching peers.

5-10+ years of business development or sales experience within SaaS, Defence, or National Security sectors.
Strong track record of selling into European Government, or Defence & Security supply chains.
Demonstrated ability to build pipeline, qualify opportunities, and manage complex procurement processes.
Proven experience in closing contracts in the 1m-50m range with a strong focus on software products.
Familiarity with Government budgeting cycles, contract structures, and tendering frameworks.
Experience preparing and managing proposals, bids, and RFP responses.
Excellent stakeholder management skills, with established networks across Defence and European Gov departments.
Strong communicator and collaborator, comfortable working with technical and non-technical teams.
Self-starter, commercially astute, and motivated by delivering against ambitious growth targets.

Business Development Manager – Defence

Key skills