Maritime Defence BD Lead – Complex Sales

Platform Recruitment; Cambridgeshire and Peterborough; Hybrid; GBP 80,000 - 90,000; Full time

Benefits offered by this job

Employer pension 10%

Bonus scheme with 20% OTE potential

Car lease scheme available

Private medical insurance

Life assurance at 6x salary

Job summary

Platform Recruitment is seeking a Defence Business Development Lead, Maritime, based in Cambridge with hybrid working. You will own the full sales lifecycle for defence campaigns, from market insight through capture, proposal, negotiation and handover.

You will build defence sales plans, manage multi-stakeholder relationships across MOD, primes and SMEs, and translate complex engineering into compelling commercial propositions.

Qualifications

• Proven success in defence, security, aerospace or adjacent technology sales, selling complex engineering, R&D, consultancy or capability led solutions
• Strong understanding of the UK defence ecosystem, including MOD, defence primes, specialist SMEs, procurement routes, innovation funding and collaborative bid environments
• Demonstrable ability to manage the complete sales cycle, from prospecting and qualification through to capture, negotiation, close, handover and account expansion
• Technical credibility, ideally supported by an engineering, science, electronics, communications, systems, software, RF or sensing background
• Ability to absorb complex technical briefings and turn them into clear, outcome led commercial propositions
• Confident engaging at all levels, from engineers and project leads to senior military, government and executive stakeholders
• Structured sales approach with strong pipeline management, forecasting, account planning and CRM discipline
• Collaborative style, able to bring technical, delivery and commercial colleagues together to pursue opportunities
• Existing networks across defence customers, primes, SMEs, technology partners or innovation communities would be highly advantageous
• Initiative, resilience and curiosity, with strong presentation skills and the ability to deliver effective sales campaigns in a long cycle, relationship driven market

Responsibilities

• Lead sales activity for defence opportunities from early market engagement and qualification through to close, mobilisation and account expansion
• Build a structured defence sales plan aligned to the company s growth priorities and technical strengths, as directed by senior leadership
• Develop and execute account plans across defence primes, MOD facing organisations, innovation frameworks, specialist SMEs and partner ecosystems
• Translate advanced engineering capability into compelling customer propositions across RF, sensing, communications, radar, electronic warfare, AI/ML, resilient navigation and low SWaP solutions
• Monitor defence market trends, funding priorities and procurement frameworks to identify where the company can create differentiated value
• Generate and qualify new opportunities through networking, referrals, industry events, direct outreach and partner engagement, shaping them before formal procurement wherever possible
• Own capture planning for priority opportunities, including stakeholder mapping, win themes, partner strategy, bid decisions, pricing assumptions and negotiation approach
• Lead the commercial development of proposals, coordinating engineering, delivery, finance and leadership inputs into high quality, timely bid responses
• Negotiate scope, pricing, terms and milestones while protecting delivery quality, margin and the long term customer relationship
• Ensure a robust handover from sales into delivery, and stay engaged through delivery to maintain customer confidence and identify follow on work
• Develop long term account plans that convert successful projects into repeat business, framework activity and strategic partnerships
• Maintain a clear pipeline, accurate forecasting and disciplined sales governance, and represent the company at defence events, forums and customer meetings

Skills

Defence sales

MOD familiarity

Large complex deals

Stakeholder management

CRM discipline

Account planning

Sales lifecycle

Technical credibility

Job description

Platform Recruitment is seeking a Defence Business Development Lead, Maritime, based in Cambridge with hybrid working. You will own the full sales lifecycle for defence campaigns, from market insight through capture, proposal, negotiation and handover.

You will build defence sales plans, manage multi-stakeholder relationships across MOD, primes and SMEs, and translate complex engineering into compelling commercial propositions.