Head of Business Development & Sales - APAC

Roke Built over a 70-year heritage, Roke offers specialist knowledge in sensors, communications, cyber, and AI and ML. We change the way organisations think and act – through dynamic insights from the analysis of multiple layers of data. We take care of the innovative, technical capabilities that keeps everyone safe – that’s our mission, passion, and motivation.

Joining a team united by purpose and ambition, you’ll be at the heart of an exciting growth journey, at Roke, every individual counts. We push technical boundaries, together. We re-invest in product innovation, and we empower our people to make a difference.

Job Purpose We are looking for a highly motivated, proven sales leader to manage and develop the APAC Business Development and Sales Team within the International Revenue & Growth Team. This is a senior leadership role reporting directly into the Assistant Director
- International, with responsibility for setting regional sales strategy, leading the APAC team, developing people and delivering sustainable revenue growth across the APAC region.

The role involves being a senior customer-facing representative of Roke and accountable for the performance, direction and governance of APAC business development and sales activity. The post holder will lead the full regional sales lifecycle through their team, ensuring high-quality pipeline is generated, progressed and converted into revenue while maintaining Roke’s position as a trusted partner to clients, partners and stakeholders.

They will provide strategic direction, customer insight and leadership across sensing, communications, cyber and intelligence opportunities, ensuring Roke’s class-leading products and services are positioned effectively and consistently in market.

The role will require international travel, which will require overnight stays and due to the nature of the role, there may be occasions when unsocial working hours will be required.

As Head of BD & Sales - APAC, you will lead the International Sales Team responsible for identifying, developing and successfully closing sales opportunities across the APAC region. You will set priorities, allocate focus across markets and accounts, coach and support Business Development and Sales Managers, and ensure that regional activity is aligned with Roke’s strategic objectives, growth targets and business-winning governance.

You will work closely with Campaign Leads, Business Development & Sales Managers, Field Operations Technicians and senior functional stakeholders to prioritise key trials and demonstration events, capture success criteria, secure internal alignment and ensure the product and service portfolio is positioned to maximise customer impact and conversion.

Key Responsibilities Department leadership – Lead, develop and performance manage the APAC BD & Sales team, setting clear priorities, expectations and standards for customer engagement, pipeline progression and sales execution.

Regional strategy – Define and execute the APAC growth strategy, identifying routes to market, priority countries, key accounts, partner approaches and investment focus aligned to Roke’s wider international objectives.

Pipeline and revenue ownership – Own regional pipeline quality, conversion and revenue delivery, ensuring opportunities are qualified, resourced and advanced through disciplined sales governance.

Forecasting and reporting – Deliver accurate 5-year rolling forecasts, regional account plans, opportunity reviews and performance reporting to senior leadership, highlighting risk, upside and required interventions.

Cross-functional leadership – Provide sales leadership across bid, engineering, commercial, legal and delivery functions to develop compelling, compliant, deliverable and winning proposals.

Market intelligence – Monitor and interpret regional trends, budgets, programmes and competitor activity, using insight to shape strategy, anticipate customer needs and inform wider Roke decision-making.

Partner and stakeholder management – Establish, govern and develop relationships with in-country partners, customers, government stakeholders and industry bodies to extend reach and accelerate…