Sales Lead (Defence)

TL;DR

Sales Lead (Defence): Identifying, developing, and securing enterprise sales opportunities within Defence and government markets with an accent on complex deal closure and shaping customer requirements. Focus on scaling commercial performance, mentoring the sales team, and building robust sales processes to support sustainable growth.

Location: London office, hybrid working

Salary: £150,000–£180,000 basic + double OTE + options

Company

A high-ambition software startup operating in the global Defence and government sectors.

What you will do

• Identify and secure new enterprise sales opportunities within Defence and government markets.
• Build and manage relationships with senior stakeholders, partners, and procurement teams.
• Lead end-to-end sales activities including qualification, positioning, proposals, and negotiations.
• Develop and implement scalable sales systems, processes, and reporting frameworks.
• Mentor and support sales team members to improve capability and performance.
• Maintain accurate forecasting and CRM management while monitoring market activity.

Requirements

• Proven track record of sales into MoD or similar large enterprise environments.
• Experience taking deals from early concept through to full commercial closure.
• Ability to influence customers to shape requirements for unbudgeted needs.
• Experience establishing a vendor as a single-source supplier.
• Ability to network effectively at all levels, from executive leadership to delivery teams.
• Must be comfortable working in an agile startup environment with high autonomy.

Culture & Benefits

• Opportunity to work directly with founders on critical sales initiatives.
• High-growth environment with significant impact on company outcomes.
• Competitive compensation package including double OTE and equity options.
• Hybrid working model based out of the London office.