Business Development Manager (Defence)

About Us: At Disruptive Industries, we are pioneers of innovation in a world where informed decisions are crucial to success. We specialise in delivering transformative technology solutions that redefine the standards for strategic intelligence and risk awareness. As natural disruptors, we challenge the status quo, pushing beyond conventional limits to provide deeper, faster insights into the threats and risks that matter most to our clients.

The Opportunity: We’re seeking an experienced Business Development Manager who will be responsible for driving new business and expanding existing accounts across the Defence and wider Government ecosystem. Reporting to the VP of Growth (Global), you will support the execution of the go-to-market plan for the Public Sector, with a particular focus on Defence, Security, and Government clients.

This is a hands-on role focused on building pipeline, qualifying opportunities, and closing deals within highly complex procurement environments. You’ll collaborate closely with Product, Mission Operations, and Customer Success to ensure our solutions address mission-critical challenges, while fostering trusted relationships across Defence and Government stakeholders.

What You’ll Do:

• Revenue Delivery: Achieve individual sales targets by securing new business and expanding existing accounts across Defence, Security, and Government. Proven experience in closing contracts in the 1m-50m range with a strong focus on software products.

• Pipeline Generation : Build, manage, and qualify a strong pipeline of opportunities, leveraging CRM best practice to ensure accurate forecasting and data quality.

• Opportunity Management: Lead the qualification of opportunities through structured gate reviews, ensuring focus on winnable, high-value opportunities.

• Procurement & Contracts: Navigate Government and Defence procurement frameworks, with an understanding of budgeting, contracting processes, and compliance requirements.

• Proposals & Tenders: Experience in the preparation of bids, proposals, and RFP responses, ensuring timely, compliant, and commercially sound submissions.

• Collaboration: Partner with internal teams to shape proposals and sector-specific value propositions; ensure alignment between delivery capability and client needs.

• Market Engagement: Represent the company at Defence and Government events, conferences, and meetings, building visibility and deepening networks.

• Customer Growth: Support retention and expansion efforts within Defence and Government accounts, ensuring long-term, recurring revenue growth.

• Mentorship & Culture: Contribute to fostering a strong growth culture in the Global team by sharing best practices and coaching peers.

What You’ll Bring:

• 5-10+ years of business development or sales experience within SaaS, Defence, or National Security sectors.

• Strong track record of selling into UK Government, or Defence & Security supply chains.

• Demonstrated ability to build pipeline, qualify opportunities, and manage complex procurement processes.

• Proven experience in closing contracts in the 1m-50m range with a strong focus on software products.

• Familiarity with Government budgeting cycles, contract structures, and tendering frameworks.

• Experience preparing and managing proposals, bids, and RFP responses.

• Excellent stakeholder management skills, with established networks across Defence and UK Gov departments.

• Strong communicator and collaborator, comfortable working with technical and non-technical teams.

• Self-starter, commercially astute, and motivated by delivering against ambitious growth targets.

If you’re a driven business development professional motivated by solving complex challenges, building trusted relationships, and driving growth within the Defence and Government space, we’d love to hear from you! Join us and play a pivotal role in shaping our impact across the public sector.

Our Benefits:

• Bupa Private Health Care & Dental

• EMI Share Options Scheme

• Wellness & Health Activity Contribution

• 33 day per year holiday allowance (including bank holidays)

• Birthday Off

• Pension Scheme

• Enhanced Family Leave Policies

• Employee Assistance Programme (EAP)

• Hybrid Working

Our Commitment to Diversity & Inclusion:
We welcome applications from all backgrounds and are dedicated to building a genuinely diverse and inclusive workplace. We strive to create a culture where everyone feels they belong, where different perspectives are valued, and where equal access to opportunities and resources is ensured. If you have a disability or require reasonable adjustments during the recruitment process, please let us know and we will do our best to support your needs.