---
title: 'Senior Business Development Manager – UK Defence & National Security at Janes'
canonical: 'https://feeny.ai/job/senior-business-development-manager-uk-defence-national-security-janes-croydon-vxy5a8657f21'
type: 'job'
last_seen: '2026-10-26'
---

# Senior Business Development Manager – UK Defence & National Security at Janes

- **Company:** Janes
- **Location:** Croydon, United Kingdom
- **Posted:** 2026-10-23
- **Last confirmed live:** 2026-10-26
- **Apply:** https://job-boards.eu.greenhouse.io/janes/jobs/5008661101?gh_jid=5008661101

## Job description

Janes equips defence, government, and industry leaders with objective, accurate, and shareable data and analysis. Our experts combine advanced technology with proven tradecraft to deliver validated and contextual intelligence to assess threats, accelerate decisions, and anticipate change with confidence. We deliver our intelligence with the flexibility to fuse it with multiple sources in any system, enrich AI solutions, or access it through our portal.

Job purpose:

Reporting to the Strategic Territory Director UK, the successful candidate will drive growth for Janes across UK Defence and National Security customers.

This senior individual-contributor role focuses on selling Janes’ software, data and intelligence solutions, creating and developing complex opportunities, and expanding customer adoption. The remit includes UK Defence and Intelligence customers, including the UK Army, Royal Navy, Royal Air Force and the Intelligence Community. Experience across every customer group is not expected: the portfolio and focus will be shaped around the successful candidate’s experience and strengths. The role will build on existing Enterprise Agreement Light (EAL) activity and develop opportunities for broader Enterprise Agreements (EAs) across UK Ministry of Defence and National Security organisations.

The post-holder will work with significant autonomy, bringing commercial judgement and credibility to complex government environments. This is an individual-contributor role with no direct people-management responsibility.

How you will contribute at Janes:

- Create and manage a qualified pipeline of opportunities, maintaining accurate opportunity records, forecasts and next steps.
- Identify, qualify and develop complex, multi-stakeholder opportunities from initial customer need through procurement and close, including expansion from EAL into broader EA agreements.
- Build customer and account plans that translate Janes’ UK growth priorities into clear opportunities, actions and revenue outcomes.
- Understand customer missions, operating environments and intelligence requirements; connect these needs to relevant Janes data, software and services.
- Engage senior stakeholders, influencers and decision-makers to advance opportunities and strengthen Janes’ position across assigned accounts.
- Lead customer meetings, workshops, demonstrations and relevant industry engagements, coordinating the right internal expertise to progress each opportunity.
- Partner with Product, Marketing, Customer Success, Delivery and Commercial teams on account strategy, solution development, proposals and commercial negotiations.
- Share customer, market and competitor insight to inform UK sales strategy, product priorities and investment decisions.
- Travel regularly across the UK as needed; travel is expected to account for approximately 30–50% of working time.

The ideal skills and experience for this role are:

- Significant experience in business development, software or data sales, or strategic account growth in Defence, Government, Intelligence or National Security. Typically, 5-10+ years’ relevant experience.
- A track record of creating and progressing pipeline and converting complex opportunities in UK Government or similarly complex procurement environments.
- Experience selling software, data, intelligence or other information-led solutions to institutional customers.
- Ability to understand customer missions and translate operational or organisational needs into commercially viable solutions.
- Strong commercial judgement and experience managing long, multi-stakeholder sales cycles, account plans, forecasts and negotiations.
- Ability to work collaboratively across a matrix organisation and lead cross-functional teams around customer opportunities.
- Credibility with senior stakeholders in at least one relevant UK Defence, Government or Intelligence community. Deep experience across all customer groups is not required.
- Excellent written, verbal and presentation skills, with the ability to communicate complex solutions clearly.
- Existing UK Security Check clearance, or the ability and willingness to obtain and maintain the required UK security clearance. Appointment and access to certain customer work may be subject to security vetting.

## Benefits

- 27 days of annual leave
- Healthy half (0.5 day leave every 6 months for wellbeing)
- Leave- study/ volunteer/ reserve forces
- Pension plan (6% employer contribution)
- Private medical insurance – BUPA
- Maternity (100% of basic salary for the first 26 weeks followed by Statutory Maternity Pay)
- Paternity (100% of basic salary for 6 weeks)
- Life cover
- Access to LinkedIn Learning
- Access to an on-site gym

Life at Janes

We believe Janes is truly a great place to work. Our values and leadership code drive everything we do, and we understand that the right behaviours and culture will always result in the best outcomes for our customers, our colleagues, our shareholders, and our business. We provide a supportive, stretching, and dynamic environment with the ability for you to grow rapidly, both personally and professionally.

Janes is an inclusive and equal opportunities employer and encourages applications regardless of age, race, disability, religion / belief, sexual orientation, gender reassignment, marriage or civil partnership, pregnancy/maternity, or gender.

Although this role is advertised as full time, Janes believed that flexibility at work can provide many significant benefits both to our colleagues and the business. We already work in a hybrid style across all offices and regions and can support different ways of working and offer different flexible working arrangements. So, if you are interested and have any requirements or needs in the way you would like to work, please apply, and speak to us about this.  We will always consider part time or flexible applications

[Job Applicants - Privacy Policy](https://www.janes.com/policies-info/job-applicants-privacy-policy)

[Know your rights document](https://www.janes.com/know-your-rights)

## About Janes

## Core Business
- **Primary industry**: Defence & national security intelligence, aerospace, transportation, open-source intelligence (OSINT)
- **Target customers**: Government defence ministries, military organisations, intelligence agencies, aerospace & defence contractors, security analysts
- **Mission**: To improve defence and national security through validated intelligence

## Products & Services
- **Janes Intelligence Platform**: A technology platform delivering validated, contextual intelligence to assess threats, accelerate decisions, and anticipate change. Includes data feeds, analytics, and mission workflow tools.
- **Janes Defence News & Periodicals**: Renowned publications such as *Jane's Defence Weekly*, *Jane's Intelligence Review*, *Jane's International Defence Review*, and *Jane's Navy International*.
- **Reference Books & Databases**: Annual authoritative references including *Jane's Fighting Ships*, *Jane's All the World's Aircraft*, *Jane's World Air Forces*, *Jane's World Navies*, *Jane's World Railways*, and *Jane's Military Communications*.
- **Forecasts & Budgets**: Market forecasting and budget analysis for defence programmes.
- **RWR Advisory Group (acquired 2022)**: Adds Washington, D.C.-based expertise in defence and security advisory.

## Market Standing
- **Valuation/Market Cap**: Not publicly available (private company)
- **Key Metric**: Not publicly available; notable recent contract: £17.5 million enterprise agreement with UK Ministry of Defence [janes.com](https://www.janes.com/company/careers-with-janes)
- **Notable Investors/Partners**: Owned by Montagu Private Equity (since 2019). Key partners include UK MoD, Seerist (strategic partnership announced May 2026).
- **Growth Signals**: Appointment of Randy Nixon as U.S. President (2026); strategic partnership with Seerist to revolutionise real-time military intelligence; SBTi-validated emissions reduction targets; global team across 16 countries.

## Competitive Advantages
- **Heritage & Trust**: Over 125 years of authority in defence intelligence; the de facto public source for military systems information.
- **Validated Open-Source Intelligence**: Combines expert tradecraft with advanced technology to deliver curated, contextualised data.
- **Global Reach & Domain Expertise**: Analysts and subject-matter experts worldwide, covering air, land, sea, space, and cybersecurity.
- **Government Relationships**: Long-standing contracts with major defence ministries (e.g., UK MoD, U.S. DoD).

## Strategic Focus
- **Technology Integration**: Accelerating digital transformation of intelligence platforms to support mission-critical workflows.
- **U.S. Expansion**: Strengthening presence in the American defence market under new U.S. President.
- **Partnership Ecosystem**: Collaborating with complementary intelligence and technology providers (e.g., Seerist) to enhance real-time capabilities.
- **Sustainability**: Committed to reducing scope 1 & 2 emissions by 42% by 2030 (SBTi validated) and measuring scope 3.

## Why Work Here
- **Purpose-Driven Mission**: Employees contribute directly to global defence and national security through validated intelligence.
- **Global & Inclusive Culture**: Diverse team across 16 countries; commitment to bias-free hiring, wellbeing, and inclusion forums (“Our Story”).
- **Hybrid & Flexible Work**: Roles available as hybrid, remote, or onsite across offices in Croydon, Bengaluru, Arlington (VA), and the Netherlands.
- **Growth & Development**: Internal mentoring programme, cross-team initiatives, and a culture where colleagues are encouraged to “be your own CEO.”
- **Values-Led Environment**: Core values – *The Customer is Our Compass*, *We Win Together*, *Engage Fearlessly*, *Results Matter*, *Give Joy* – guide everyday behaviour.
- **Environmental Commitment**: SBTi-validated climate targets and an active Janes Engagement Team (JET) shaping the people agenda.

## Sources
1. [janes.com – Careers with Janes](https://www.janes.com/company/careers-with-janes)
2. [janes.com – Company](https://www.janes.com/company)
3. [janes.com – Life at Janes](https://www.janes.com/company/life-at-janes)
4. [janes.com – Jobs](https://www.janes.com/company/careers-with-janes/jobs)
5. [wikipedia.org – Janes Information Services](https://en.wikipedia.org/wiki/Janes_Information_Services)

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