Cambridge Tech Recruitment
Director of Business Development
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Job Title
The client creates software that helps investigators and analysts collect, search, and make sense of large volumes of data. That includes open-source intelligence (OSINT), digital evidence, and case information. Its customers include police forces, government departments, and national security agencies.
The company is growing its UK public sector business and wants someone to own new logos across policing and government. You will find new accounts, win them, and grow them. You will also help shape how the product fits operational and policy needs.
This is a hunter role with real influence. You will work closely with pre-sales, product, and leadership, and your view of the market will shape the roadmap.
Key Responsibilities
- Win new business across UK police forces, regional organised crime units, national agencies (such as NCA, HMRC, and Home Office) and wider central and local government.
- Build and manage a qualified pipeline from first conversation to signed contract. Keep the CRM and forecasts accurate.
- Handle public sector buying: frameworks (G-Cloud, DOS, Crown Commercial Service, and police-specific routes), tenders, business cases, and budget cycles.
- Build relationships at several levels: operational users, heads of intelligence and digital, procurement, information security, and senior officers.
- Understand each customer's operational problem and position the software against it, working with pre-sales on demos and pilots.
- Lead or contribute to bids, tender responses, and proposals, including compliance, data protection, and security questions.
- Represent the company at events such as Security & Policing, International Security Expo, and intelligence community forums, and through consortia and partners.
- Feed market, policy, and competitor insight back to product and leadership.
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Essential Experience
- 3+ years in B2G or enterprise software sales, business development, or account management, with a record of hitting new-business targets.
- A track record of selling software or data products (SaaS, analytics, investigative, or security technology) to UK public sector customers.
- A working knowledge of public sector procurement: frameworks, tenders, business cases, and long sales cycles.
- Comfort managing complex sales with several stakeholders, from front-line users to chief officers and commercial teams.
- Clear written communication. You can write a business case or tender response that holds up to scrutiny.
- Able to obtain and hold UK Security Check (SC) clearance.
Highly Desirable
- Experience working inside the organisations the company sells to.
- Policing background: serving or former police officer or staff. Examples: intelligence, investigations, digital forensics, cyber crime, counter-terrorism, or force-level change and technology roles.
- Policy background: experience in Home Office, NPCC, College of Policing, a PCC office, or a similar body. You will understand how priorities, funding, and national programmes shape buying.
- Intelligence background: military intelligence, the UK intelligence community, NCA, or analyst roles in law enforcement or government.
- OSINT experience: hands-on open-source investigation, social media intelligence (SOCMINT), or familiarity with OSINT tools and tradecraft. Formal training is a plus, for example, from the College of Policing, a vendor, or a specialist provider.
- Knowledge of the legal and ethical frame for this work: RIPA and the Investigatory Powers Act, data protection (DPA 2018 / Part 3 law enforcement processing), and evidential standards.
- An existing network across UK forces, ROCUs, or national agencies.
- Current SC or DV clearance.
Get help with your application
Your very own career expert that helps elevate your application to the next level.
If you come from policing or intelligence and are newer to sales, the company would still like to hear from you. They can teach the sales process, but the domain knowledge is harder to find.
Compensation
£150-250K OTE, 50/50 split, comprehensive benefits & equity scheme
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