EMEA Defence BD Leader (Remote)

Hibob Inc.; United Kingdom; Remote; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Remote working arrangement

Travel across EMEA

5% pension contribution

Internet and mobile allowance

Professional development

Job summary

Ocean Software seeks a Business Development Manager for Europe, to drive net-new growth across EMEA, including defence primes, NATO agencies and system integrators. The role focuses on pipeline creation, qualification and revenue conversion with close collaboration to HQ and GM EMEA.

You will develop capture strategies, lead tenders, and build relationships with operators, program offices and authorities to deliver readiness and mission enablement. Fully remote with travel across EMEA.

Qualifications

• Minimum 10 years in business development or sales within Defence or mission-critical software markets.
• Proven net-new business acquisition in EMEA.
• Proven success in winning large-scale enterprise contracts with Defence industry prime contractors, government or defence agencies.
• Experience working within a global sales structure, collaborating across HQ and regional leadership.
• Capture planning, bid preparation, and tender submissions experience.
• Articulate value propositions and lead strategic solution sales.
• Strong commercial acumen including pipeline management, forecasting, and revenue ownership.
• Relationships within European Defence industry.
• Experience using CRM systems to manage opportunities, pipeline, and forecasting with high integrity.
• Understanding of ISO, ITAR, or equivalent compliance and security frameworks relevant to Defence.
• Excellent presentation, negotiation, and written communication skills.
• Ability to adapt to multi-national, cross-cultural environments.
• Willingness to travel.
• Familiarity with enterprise software delivery models.
• Experience selling enterprise SaaS or platform-based solutions.
• Tertiary qualifications in Business, Sales, Aviation, Engineering, or related fields.

Responsibilities

• Identify, qualify, and secure net-new opportunities across European and UK Defence, NATO member nations, and related organisations.
• Own and deliver against new business pipeline targets, including pipeline coverage ratios, stage progression, and conversion metrics.
• Develop and own a BD plan for priority deals with named stakeholders, influence map, and quarterly objectives.
• Develop and execute multi lane capture strategies, aligned to the company strategy, ensuring adherence to Ocean’s Capture Process including leading bid/no-bid recommendations with rationale and a win strategy.
• Prioritise opportunities based on strategic fit, revenue potential, and likelihood of conversion, in alignment with HQ sales leadership.
• Engage operators, commanders, program offices, and technical authorities to understand readiness, scheduling, integration, and mission enablement challenges.
• Represent Ocean at defence-industry events, and ensure conversion of event engagements into qualified pipeline.
• Stay informed on European and UK defence procurement policies, NATO doctrine evolution, FMN spirals, readiness and C2 modernisation trends.
• Lead the preparation of high-quality proposals, tenders, and presentations tailored to procurement processes and requirements.
• Negotiate contracts and agreements that align with both customer and company interests.
• Drive commercial outcomes that support sustainable revenue growth, including pricing strategy, deal structuring, and long-term value creation.
• Ensure compliance with procurement regulations and contractual obligations.
• Maintain competitor positioning, pricing assumptions, and deal strategy aligned to target margins and delivery constraints.
• Partner with Capture, Presales, and Marketing to deliver compelling proposals, bids, and campaigns.
• Align closely with global marketing to ensure EMEA campaigns support targeted account penetration and pipeline generation.
• Work closely with Product, Engineering, Architecture, and Customer Success teams to translate customer needs into tailored solution offerings.
• Act as a voice of the EMEA market into HQ, ensuring regional requirements and insights inform product direction and commercial strategy.
• Maintain CRM discipline and reporting accuracy, ensuring reliable revenue forecasting.
• Provide regular pipeline, forecast, and market updates to both Head of Sales and GM EMEA, ensuring transparency and alignment across global and regional leadership.

Skills

Defence market experience

New business development

Enterprise contracts

CRM proficiency

Stakeholder management

Cross-cultural communication

Negotiation

Forecasting

Education

Business degree

Engineering degree

Tools

CRM systems

Job description

Ocean Software seeks a Business Development Manager for Europe, to drive net-new growth across EMEA, including defence primes, NATO agencies and system integrators. The role focuses on pipeline creation, qualification and revenue conversion with close collaboration to HQ and GM EMEA.

You will develop capture strategies, lead tenders, and build relationships with operators, program offices and authorities to deliver readiness and mission enablement. Fully remote with travel across EMEA.