Neptune Software
Senior Defense Sales Lead EMEA
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Your mission We are seeking an experienced Senior Defense Sales Lead to join our dynamic Sales team in EMEA. In this position, you will drive revenue growth across strategically complex defence markets. You will own the full sales cycle, from identifying opportunities and building senior relationships to closing high-value contracts with defence ministries, armed forces, and prime contractors. This is a high-impact, autonomous role for an experienced defence sales professional with a strong regional network and a proven ability to navigate complex government procurement environments.
Responsabilities :
Strategic Sales Leadership Define and execute the regional sales strategy for defence accounts in the UK&I and across other EMEA markets key to Neptune Software Drive revenue growth by identifying, qualifying, and closing complex, high-value defence contracts Own the full sales cycle from prospecting through contract negotiation and close
Account & Relationship Management Build and maintain senior-level relationships with key decision-makers in defence ministries, armed forces, and prime contractors Develop long-term strategic partnerships with government bodies, system integrators, and procurement agencies Serve as the primary point of contact for key defence accounts across the region
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Business Development Identify new market opportunities, emerging defence programmes, and whitespace within the territory Collaborate with product, engineering, and marketing teams to align solutions with customer requirements
Market Intelligence & Positioning Monitor geopolitical developments, defence budgets, and procurement trends across your region(s) Provide competitive analysis and market feedback to inform product roadmap and go-to-market strategy Represent the company at defence trade shows, conferences, and industry events |
Cross-functional Collaboration Work closely with bid management, legal, and finance teams on proposals, compliance, and deal structuring Partner with channel partners, resellers, and local agents to extend regional reach Mentor and support junior sales staff and regional business development representatives
Forecasting & Reporting Maintain accurate pipeline data and sales forecasts within CRM systems Report on regional performance against revenue targets and KPIs to senior leadership Develop territory plans and quarterly business reviews (QBRs)
Your profile Preferred Qualifications
10+ years in Defence Sales or Business Development, with a proven track record of closing high-value contracts with defence ministries or prime contractors Deep understanding of defence procurement cycles and export control regulations (ITAR, EAR) Established senior-level network acrossUK&I/EMEA-within ministries, procurement agencies, or prime contractors Strategic thinker with a hunter mentality, resilient and comfortable managing long, complex sales cycles autonomously Willingness to travel across the region Degree in Business, Engineering, or International Relations; military or government background is a strong plus Fluent in English; additional regional languages are a plus
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Why us? Note on Applications We encourage applicants from all backgrounds, even if you don’t tick every box above. Research shows that underrepresented candidates often hesitate to apply unless they meet every requirement. If you’re passionate about the role and feel you’d be a strong fit, we’d love to hear from you.
What We Offer Competitive base salary with uncapped performance-based bonuses. Career growth in a fast-scaling international company. A collaborative company culture rooted in Norwegian values: trust, transparency, and work-life balance. Be part of a diverse, global team spanning 36+ countries, including the UK, Ireland, Norway, Sweden, Germany, and the US. Flexibility and autonomy to shape your work, strategy, and impact. Enjoy Benefits
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