Senior Business Development Manager - UK Defence & National Security

Janes equips defence, government, and industry leaders with objective, accurate, and shareable data and analysis. Our experts combine advanced technology with proven tradecraft to deliver validated and contextual intelligence to assess threats, accelerate decisions, and anticipate change with confidence. We deliver our intelligence with the flexibility to fuse it with multiple sources in any system, enrich AI solutions, or access it through our portal. 

Job purpose:

Reporting to the Strategic Territory Director UK, the successful candidate will drive growth for Janes across UK Defence and National Security customers.

This senior individual-contributor role focuses on selling Janes’ software, data and intelligence solutions, creating and developing complex opportunities, and expanding customer adoption. The remit includes UK Defence and Intelligence customers, including the UK Army, Royal Navy, Royal Air Force and the Intelligence Community. Experience across every customer group is not expected: the portfolio and focus will be shaped around the successful candidate’s experience and strengths. The role will build on existing Enterprise Agreement Light (EAL) activity and develop opportunities for broader Enterprise Agreements (EAs) across UK Ministry of Defence and National Security organisations.

The post-holder will work with significant autonomy, bringing commercial judgement and credibility to complex government environments. This is an individual-contributor role with no direct people-management responsibility.

How you will contribute at Janes:

• Create and manage a qualified pipeline of opportunities, maintaining accurate opportunity records, forecasts and next steps.
• Identify, qualify and develop complex, multi-stakeholder opportunities from initial customer need through procurement and close, including expansion from EAL into broader EA agreements.
• Build customer and account plans that translate Janes’ UK growth priorities into clear opportunities, actions and revenue outcomes.
• Understand customer missions, operating environments and intelligence requirements; connect these needs to relevant Janes data, software and services.
• Engage senior stakeholders, influencers and decision-makers to advance opportunities and strengthen Janes’ position across assigned accounts.
• Lead customer meetings, workshops, demonstrations and relevant industry engagements, coordinating the right internal expertise to progress each opportunity.
• Partner with Product, Marketing, Customer Success, Delivery and Commercial teams on account strategy, solution development, proposals and commercial negotiations.
• Share customer, market and competitor insight to inform UK sales strategy, product priorities and investment decisions.
• Travel regularly across the UK as needed; travel is expected to account for approximately 30–50% of working time.

The ideal skills and experience for this role are:

• Significant experience in business development, software or data sales, or strategic account growth in Defence, Government, Intelligence or National Security. Typically, 5-10+ years’ relevant experience.
• A track record of creating and progressing pipeline and converting complex opportunities in UK Government or similarly complex procurement environments.
• Experience selling software, data, intelligence or other information-led solutions to institutional customers.
• Ability to understand customer missions and translate operational or organisational needs into commercially viable solutions.
• Strong commercial judgement and experience managing long, multi-stakeholder sales cycles, account plans, forecasts and negotiations.
• Ability to work collaboratively across a matrix organisation and lead cross-functional teams around customer opportunities.
• Credibility with senior stakeholders in at least one relevant UK Defence, Government or Intelligence community. Deep experience across all customer groups is not required.
• Excellent written, verbal and presentation skills, with the ability to communicate complex solutions clearly.
• Existing UK Security Check clearance, or the ability and willingness to obtain and maintain the required UK security clearance. Appointment and access to certain customer work may be subject to security vetting.

Benefits

• 27 days of annual leave  
• Healthy half (0.5 day leave every 6 months for wellbeing)  
• Leave- study/ volunteer/ reserve forces
• Pension plan (6% employer contribution) 
• Private medical insurance – BUPA
• Maternity (100% of basic salary for the first 26 weeks followed by Statutory Maternity Pay)  
• Paternity (100% of basic salary for 6 weeks) 
• Life cover  
• Access to LinkedIn Learning
• Access to an on-site gym