Head of Sales

We are looking to build on our great history of solving some of the most complex problems in Defence using cutting edge technology. We are trusted, sovereign, experts in modern software development, secure platforms and cutting edge hardware/ software integrations. We work with government, defence primes and defence innovators who want to make the world safer.

We need a structured sales leader with a thorough understanding of the defence market. This isn't someone who just chases leads but builds a pipeline of exciting work bringing together our best technology minds to respond   to RFPs and converting our existing great relationships into new sales.

You will be responsible for breaking into new logo clients across the Defence Primes, Defence Innovators and into new areas of the MOD.  You will be supported by a great team, passionate about delivery and quality with lots of ideas of how we can accelerate digital in defence.

You don't need to be a software or a cloud expert but you do need a strong understanding of how a structured sales process works (ideally in the defence environment) and the tenacity to deliver new wins in this complex market.

Top 3 requirements needed for this role

1. Understanding of the Defence Market
2. Enthusiasm, creativity and entrepreneurial flair to generate revenue early.
3. Knowledge of structured sales process and how to manage a sales pipeline.

Your Experience & Profile

• Defence Market Knowledge: You understand the nuances of the Defence Market, the challenges, the prime contractors and the new players.
• New Logo Hunter: A proven track record of closing initial sales in previously untapped defence primes and innovators building on our existing relationships.
• Digital Fluency: You can speak confidently about Digital in Defence and how we can transform it.

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Must haves:

Sales Support & Business Development (SALE L5/L6)

• Understanding of the Defence Market
• Ability to lead the development of sales proposals and conduct negotiations to close new business with major Defence organisations.

Relationship Management (RLMT L5/L6)

• Establish and maintain high-level relationships with Defence Primes, Defence Innovators and MOD Stakeholders. Ensure they have a thorough understanding of Digi2al and our capabilities.  
• Act as a bridge between technical & delivery teams and client procurement, ensuring our expertise, experience and solution aligns with the client’s mission-critical needs.

Strategic Planning & Market Analysis (SPPL L5/L6)

• Monitor the UK Defence landscape, specifically identifying opportunities within Defence Primes, Defence Innovators and MOD. Gather and report Market Intelligence to drive our strategy and propositions.
• Provide input to our Technology and Delivery teams to shape our service offerings to match the emerging requirements of the Integrated Operating Concept.

Nice to haves:

• Strong understanding of sales methodologies: Experience with frameworks such as MEDIC or Miller Heiman to qualify and navigate complex, multi-stakeholder defence buy-cycles.
• Capture Management: Ability to run a rigorous capture process—identifying the Must-Win opportunities 12–24 months before a programme begins or an ITT is released.
• Relationship Development and Digital Selling: Strong understanding of how to leverage platforms like LinkedIn and industry groups (e.g. Tech UK, ADS, D-Group) to build new connections, consortia and identify opportunities before a formal bid process begins.

SFIA level: 5 or 6

Location: Hybrid with 1- 2 days in London and travel as required

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SFIA L5 £75-£90k plus Sales Incentive Program (Recommended)

SFIA L6 £90-£130k (if we find an exceptional candidate)

Post holder must be willing to go through SC

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