Sales Leader | Defence | Software start-up

Software start-up seeking to appoint a Sales Leader to identify, develop, and secure enterprise sales opportunities within Defence and government markets, driving pipeline growth, revenue conversion, and long-term customer relationships.

The role requires a commercially driven individual with deep sector knowledge and a proven ability to close complex enterprise deals. This individual will play a central role in scaling commercial performance, mentoring sales team members, and contributing to the systems and processes that support sustainable growth across a high-ambition, global business.

Role

• Identify, develop, and secure new enterprise sales opportunities within Defence and government markets.
• Build and manage relationships with senior customer stakeholders, partners, and procurement teams.
• Drive pipeline generation, sales conversion, and revenue growth against agreed targets.
• Lead end-to-end sales activities including opportunity qualification, solution positioning, proposals, and negotiations.
• Collaborate with technical and delivery teams to align solutions with customer requirements.
• Develop, implement, and continuously improve scalable sales systems, processes, and reporting frameworks to support business growth.
• Mentor and support sales team members, contributing to capability development, consistency, and performance improvement.
• Maintain accurate forecasting, pipeline reporting, and CRM management.
• Monitor market activity, customer priorities, and competitor positioning to support growth strategy.
• Represent the business at customer engagements, industry events, and partner meetings.

Profile

• Proven track record of sales into MoD/similar large enterprise where the deal is taken from early concept through to full commercials both direct and via primes/resellers
• Experience of establishing customer demand for unbudgeted requirements
• Experience of influencing customers prior to formal commercials in order to shape requirements and place the solution with the best chance of success
• Experience of establishing a vendor as a 'single source' supplier
• Proven track-record of working through complex commercials in order to fully close the sales process and move to delivery
• Whilst formal sales processes such as MEDPICC are not required - the candidate must be able to walk through the key phases of any complex enterprise sale, clearly demonstrating their experience in overcoming enterprise challenges
• Ability to network at all levels - from the very top of the organisation down to the teams that will be delivering capability in the organisation
• Candidate who likes the agile start-up company phase, working with founders in critical sales
• Willing to work proactively and with high degrees of autonomy to win deals with some of the world's biggest organisations
• Team player with a strategic interest in achieving major company outcomes.

Package