Capita
Sales Director - DB Administration
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Capita Pension Solutions Ltd (CPSL) as part of the Capita Experience Division strives to deliver better outcomes for clients, members and colleagues. We have grown year on year for the last 5 years through new logo sales but predominantly organic on account sales, and we are not stopping there. We are targeting aggressive growth over the next five years and have digital, operational and structural plans in place to support it.
We are seeking a high-impact, commercially driven Sales Director to lead the origination and conversion of large Defined Benefit (DB) pensions outsourcing opportunities, with a particular focus on run-on schemes.
This role is pivotal in building and converting a sustainable pipeline of high-value opportunities by developing deep, trusted relationships across the trustee ecosystem. You will operate at the most senior levels of the market—partnering with professional trustees, influencing third-party evaluators (TPEs), and shaping client strategy—to secure long-term outsourcing mandates.
Success in this role will be defined not just by revenue, but by your ability to create demand, influence outcomes, and consistently win in a competitive and relationship-led market.
Job Title
Sales Director - DB Administration
Job Description
Key Responsibilities
Market Leadership & Origination
Develop and execute a targeted sales strategy focused on large DB schemes pursuing a run-on strategy. Build a high-quality, sustainable pipeline of outsourcing opportunities across priority segments. Identify early-stage opportunities and position the business ahead of formal procurement processes
Industry Network & Relationship Development
Establish and maintain deep relationships with: Professional Trustee firms Scheme Trustees and Chairs Third Party Evaluators (TPEs) and independent advisers Employee Benefit Consultants and wider intermediaries Act as a recognised and credible voice within the DB pensions market, leveraging network influence to create and shape opportunities. Represent the organisation at key industry forums, events, and thought leadership platforms. Deal Leadership & Conversion
Lead complex, high-value sales processes from origination through to contract signature. Own the full sales lifecycle including: Opportunity qualification Bid strategy and positioning Commercial structuring and negotiation Final conversion and contract close Navigate long sales cycles with multiple stakeholders, maintaining momentum and strategic clarity throughout
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Pipeline Growth & Management
Drive disciplined pipeline management, ensuring strong coverage against revenue targets. Maintain clear visibility of opportunity progression, risks, and conversion strategies. Implement structured qualification frameworks to prioritise winnable deals
Internal Stakeholder Leadership
Act as the central orchestrator for large deal pursuits, aligning: Client Relationship teams Proposition and Product specialists Operations and delivery leads Commercial, pricing and legal teams Build and lead high-performing bid teams to deliver compelling, differentiated proposals. Ensure alignment between client needs, commercial objectives, and operational deliverability
Strategic Positioning & Thought Leadership
Contribute to the evolution of the organisation’s DB run-on proposition, ensuring it resonates with trustee priorities. Translate market insight into actionable sales strategies and messaging. Champion a client-centric approach, ensuring solutions are grounded in trustee and member outcomes.
What Are We Looking For
Proven track record of winning large, complex outsourcing or administration deals within the DB pensions market. DB scheme dynamics and run-on strategies Trustee decision-making processes The role and influence of TPEs and professional trustees Demonstrable experience managing long, multi-stakeholder sales cycles with high deal values.
Relationships & Network
Strong, established network across: Professional trustee community TPEs and advisers Key industry influencers Credibility to engage and influence at Board and Trustee level
Commercial & Sales Leadership
Highly commercial mindset with a strong drive to win. Ability to shape and close deals in competitive environments. Skilled in negotiation, pricing strategy, and deal structuring. Exceptional stakeholder management and influencing skills. Ability to lead cross-functional teams in high-pressure bid environments. Strong communication and storytelling capability—able to clearly articulate value and differentiation
Personal Attributes
Relentless in pursuing opportunities and converting them into wins. Strategic thinker with strong execution discipline. Resilient and comfortable operating in long-cycle, high-stakes environments. Passionate about improving outcomes for schemes and their members
About Capita Pension Solutions
At Capita Pension Solutions (CPS) we continue to grow and evolve our Strategy & Product function. We are at another exciting point in that evolution, defining and executing CPS’s strategic goals as well as developing the next generation of market leading Products and Services. We have ambitious objectives and plans for 2026 and beyond.
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What’s in it for you?
23 days’ holiday (rising to 27) with the opportunity to buy extra leave Company matched pension, life assurance, a cycle2work scheme, 15 weeks’ fully paid maternity, adoption and shared parental leave, paternity pay of two weeks…and plenty more Voluntary benefits designed to suit your lifestyle – from discounts on retail and socialising, to health & wellbeing, travel and technology The opportunity to take a paid day out of the office, volunteering for our charity partners or a cause of your choice Access to our Employee Network Groups, which represent every strand of diversity and allow colleagues to connect and learn from each other on an open, inclusive platform
What We Hope You’ll Do Next
Choose ‘Apply now’ to fill out our short application, so that we can find out more about you.
We’re an equal opportunity and Disability Confident employer, which means we recruit and develop people based on their merit and passion. We’re committed to providing an inclusive, barrier-free recruitment process and working environment for everyone. If you need the job description or application form in an alternative format (such as large print or audio), or if you’d like to discuss other changes or support you might need going forward, please email Iqbal at reasonableadjustments@capita.com or call 07784 237318 and we’ll get back to you. For more information about equal opportunities and process adjustments, please visit the Capita Careers website.
We’re truly committed to building a diverse and representative workforce and as part of our strategic plans we are aiming to accelerate gender and ethnic representation in leadership. As such we would particularly welcome applications from people who are female and/or are from Black, Asian and other ethnic minority backgrounds.
Access to Work can help candidates with a physical or mental health condition or disability to get support in the hiring process, including communication support at interviews such as a British Sign Language interpreter. If you require this support you can apply for this support at https://www.gov.uk/guidance/apply-for-communication-support-at-a-job-interview-if-you-have-a-disability-or-health-condition-access-to-work .
Location:
Home-Based - GBR
,
United Kingdom
Time Type
Full time
Contract Type
Permanent
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