Business Development Manager - Defence, EMEA

Advanced Navigation; Newcastle upon Tyne; On-site; GBP 90,000 - 130,000; Full time

Job summary

Advanced Navigation in the United Kingdom seeks a Business Development Manager – Defense (EMEA) to drive revenue and act as the brand ambassador across Europe for ITAR-free PNT technologies. You will own end-to-end sales, build strategic partnerships with defense primes and tier-1 integrators, and coordinate with R&D, product and field engineers to ensure customer success.

This role requires 5+ years in defense sales, excellent negotiation and communication skills, and the ability to navigate

Qualifications

• 5+ years of experience in business development, sales and account management within defense-related high-tech solutions.
• Strong interpersonal skills with the ability to engage with customers at all levels.
• Ability to navigate a complex procurement ecosystem in defense.
• Strong sales skills and ability to progress prospects through the sales cycle.
• Experience selling within the EMEA region.
• Must hold or be eligible to obtain a security clearance.

Responsibilities

• Drive the top-line revenue and orders for the EMEA region by expanding growth with existing customers and acquiring new ones.
• Own the end-to-end sales process from lead to close and bring Advanced Navigation solutions to customers.
• Identify strategic partnerships to accelerate opportunities and position the company.
• Collaborate with Head of Sales, EMEA and cross-functional teams to execute go-to-market strategies.
• Maintain Salesforce CRM with accurate forecasting and business visibility.
• Build relationships across the defense ecosystem with primes, military partners and integrators.

Skills

Business development

Sales

Account management

CRM Salesforce

Negotiation

Communication

Presentation skills

Strategic partnerships

Tools

CRM Salesforce

Salesforce CRM

Job description

As the Business Development Manager – Defense (EMEA) at Advanced Navigation, you are the strategic growth engine and primary brand ambassador across Europe. You hold end-to-end commercial ownership—driving revenue, expanding market share, and fostering deep, lifetime relationships with key defense primes, military partners, and tier-1 integrators.

Operating as the face of Advanced Navigation’s ITAR-free, next-generation Assured PNT (Positioning, Navigation, and Timing) technologies, you will lead high-stakes customer initiatives cross-functionally—bridging R&D, product, and field engineering to ensure complete customer success.

ROLES & RESPONSIBILITIES

• Drive the top-line revenue and orders for EMEA region by expanding growth with existing customers, acquiring new customers and driving upsells by fostering the adoption and use of our products, solutions and services;
• Identify strategic partnerships that will better position the company and accelerate our opportunity for winning programs
• Identify and define key program deliverables, features, requirements, and certifications necessary to ensure success in the designated EMEA market.
• Own the end to end sales process, from lead to prospect to close, bringing Advanced Navigation solutions to new and existing customers
• Working closely with the Head of Sales, EMEA and others to execute the company’s Go-To-Market strategies
• Paint the Advanced Navigation vision and opportunity for prospects through a combination of ROI and qualitative value propositions
• Understand the technical requirements of each customer and work closely with Support and the Products Group to guide the direction of our product offerings and solutions
• Work openly with other Advanced Navigation teams (e.g. Marketing, Sales Operations, Products Group, Support and Operations) to improve our go-to-market plans, execution and acceleration of our growth
• Ensure operational excellence by keeping our CRM (Salesforce) always updated, guaranteeing business linearity and forecasting accuracy.
• Establish key relationships and rolodex across the defense industry with Military branches and global defense primes, including laying out organizations with influencers and decision makers identified.
• Identify Defense Opportunities across the territory. Research and identify key large-scale programs for our products/solutions portfolio for defense applications across the region

QUALIFICATIONS, EXPERIENCE & SKILLS QUALIFICATION:

• 5+ years of experience of business development, sales and account management, experience with high-tech solutions in at least one of the following defense verticals; aerospace, land systems, autonomous vehicles/robotics and maritime/subsea
• Strong Interpersonal skills - the ability to engage with customers at all levels.
• The ability to navigate through a complex procurement ecosystem.
• Strong sales skills, with the understanding of how to qualify a prospective customer and how to progress them through the sales cycle in a structured and methodical way.
• Business development skills - the ability to develop a pipeline of opportunities from scratch.
• Refined negotiation and closing skills.
• Opportunity analysis and development.
• Excellent communication and writing skills with the ability to be both technical and analytical.
• Strong presentation skills.
• The ability to adapt to a fast-changing environment, international cultures, and distributed teams.
• Self-Organization and planning skills - the ability to set objectives, build a sales plan and execute effectively.
• Strong skills with salesforce CRM
• Extensive experience selling within the EMEA region.
• Experienced in remote and in-person selling
• Proven experience in acquisition and procurement in Defense CLC is an asset
• You must either hold or be eligible to obtain a security clearance.