Business Development Manager – Defence & Security, EMEA

Advanced Navigation; Greater London; Hybrid; GBP 90,000 - 130,000; Full time

Job summary

Advanced Navigation is seeking a seasoned Business Development Manager to drive growth across Europe, the Middle East, and Africa.

You will lead capture of new opportunities for PNT, INS, and GNSS-denied navigation across land, sea, air, and autonomous platforms.

Qualifications

• 5+ years in business development, technical sales, or capture within EMEA defence and security sectors.

Responsibilities

• Identify, qualify, and capture new business opportunities across defence clients in EMEA.
• Develop and execute win strategies for major defence programs with MoD stakeholders and prime contractors.
• Articulate value proposition and translate complex navigation tech into commercial opportunities.
• Drive end-to-end sales lifecycle from lead generation to contract close.

Skills

Pipeline development

Account management

Strategic selling

Market intelligence

CRM proficiency

Tools

CRM systems

Job description

Advanced Navigation is the world’s most determined innovator in AI robotics and navigation technologies across land, air, sea and space applications. Founded on a culture of research and discovery, Advanced Navigation's mission is to be the catalyst of the autonomy revolution. Fields of expertise include artificial intelligence, underwater sonar, GNSS, radio frequency systems, inertial sensors, robotics, quantum sensors and photonics.

Today, Advanced Navigation is a supplier to some of the world's largest companies, including Airbus, Boeing, Google, Tesla, NASA, Apple, and General Motors. Discover it for yourself: https://youtu.be/F7uAqs1gtuk

We are seeking an experienced and strategic Business Development Manager to spearhead our growth across Europe, the Middle East, and Africa (EMEA). In this role, you will lead the capture of new business opportunities for our cutting-edge Advanced Navigation Solutions including resilient PNT (Position, Navigation, and Timing), INS (Inertial Navigation Systems), and GNSS-denied navigation capabilities across land, sea, air, and autonomous defence platforms.

Working in close partnership with the Head of Sales (EMEA) and cross-functional teams, you will act as the key interface between military end-users, defence primes, and Tier 1/2 systems integrators. You will articulate a compelling vision for prospects, translate complex technologies into high-ROI commercial opportunities, and actively contribute to a safety-first, values-driven culture.

Location: Hybrid in office Newcastle upon Tyne or Remote, UK.

Key Responsibilities

• Pipeline & Revenue Generation: Identify, qualify, and capture new business opportunities for Advanced Navigation products across defence sector clients in EMEA to meet and exceed annual growth targets.
• Key Account & Capture Management: Develop and execute tailored win strategies for major defence procurement programs, working closely with Ministry of Defence (MoD) stakeholders, armed forces, and prime contractors.
• Value Proposition & Visionary Selling: Articulate Advanced Navigation’s vision and capability to prospective clients through a combination of clear operational advantages, qualitative value propositions, and quantifiable ROI.
• Technical Value Proposition: Translate complex navigation technologies into compelling commercial and operational solutions for customers.
• Strategic Partnerships: Build and maintain strong relationships with Tier 1/2 defence prime integrators, program managers, and key procurement officers across targeted EMEA sub-regions.
• Market Intelligence & Strategy: Monitor EMEA defence budgets, procurement trends, NATO interoperability standards, and threat landscapes to inform product roadmap development and localised GTM strategies.
• End-to-End Sales Execution: Using our CRM, own and drive the full sales lifecycle from initial lead generation and prospecting through to contract execution and closing expanding Advanced Navigation's footprint across both new and existing customer accounts.
• Operational Immersion: Develop a comprehensive, end-to-end operational understanding of the business, collaborating closely across departments to align daily execution with overall strategic objectives.
• Organisational Agility & Growth: Evolve alongside the company's continuous growth, taking on additional strategic responsibilities and specialised tasks as the role and market presence expand.
• Industry Representation: Represent the company at major defence expos, technology demonstrations, and industry forums (e.g., DSEI, Eurosatory, IDEX).
• Values-Driven Performance: Live by our core values, setting clear, quantifiable targets that demonstrate your personal commitment to our culture and business goals.
• Safety & Compliance Leadership: Live and breathe a safety-first mindset, acting as an active advocate for workplace safety while remaining strictly compliant with all Health, Safety, and Environment (HSE) requirements and legal obligations.

Required Experience & Qualifications

• Defence Sector Experience: 5+ years of successful business development, technical sales, or capture management experience within the EMEA defence and security sector.
• Domain Knowledge: Strong technical or operational understanding of Navigation Systems (INS/PNT, GNSS-denied/contested navigation, tactical-grade/navigation-grade inertial sensors, or autonomous vehicle navigation).
• Network & Relationships: Established network within European/EMEA Ministries of Defence, military procurement agencies, and major defence primes.
• Commercial Acumen: Proven track record of managing long sales cycles (12–36 months) and closing multi-million-pound/euro hardware/software/system integration contracts.
• Regulatory & Compliance Familiarity: Practical understanding of international defence export controls (ITAR, EAR, UK/EU trade compliance) and defence procurement frameworks.
• Security Clearance: Current valid security clearance (e.g., UK SC/DV, NATO Secret, or EU equivalent) or eligibility to obtain one.

Desirable / Nice-to-Have

• Military Service: Prior military background, particularly in navigation, artillery, counter UAS, armoured vehicles, uncrewed systems or naval systems.
• Language Skills: Proficiency in additional EMEA languages (e.g., French, German, or Arabic).