Senior Director, U.S. Defense Sales
About the role
Janes is seeking a mission-driven Defense Sales Leader to shape and accelerate growth across the U.S. Department of War (DoW) market. This role requires a leader who understands defence missions, builds credibility at senior levels, and drives sustainable growth through long-term partnership and operational value.
Job Purpose
The Senior Director - U.S. Defense Sales will develop and lead a team of five Sales Directors covering the full U.S. defence territory. They will define and execute a disciplined go-to-market strategy, ensuring Janes is positioned as a trusted intelligence partner within mission-critical defence environments.
How you will contribute at Janes
- Mission-Aligned Market Strategy
- Develop and execute a focused DoW market strategy aligned to defence intelligence priorities and customer mission needs.
- Identify high-impact growth opportunities across mission areas and defence intelligence segments.
- Drive structured pipeline development to support sustained short- and long-term revenue growth.
- Maintain accurate forecasting and clear revenue visibility across the portfolio.
- Leadership & Team Development
- Lead, coach and develop a team of five Sales Directors (individual contributors), empowering them to operate as trusted advisors across their territories.
- Establish clear performance standards, KPIs and accountability measures.
- Foster a high-performance culture grounded in preparation, credibility and customer impact.
- Senior Stakeholder Engagement
- Build and maintain executive-level relationships across defence commands, agencies and mission components.
- Position Janes as a foundational intelligence capability embedded within customer workflows.
- Own renewal and expansion strategy to drive year-on-year portfolio growth.
- Partner cross-functionally with Product, Marketing, Partner Sales, Customer Success and Research, Development and Analysis, to ensure customers maximise value from Janes’ platform and capabilities.
- Operational Excellence
- Drive disciplined opportunity qualification and pipeline management.
- Ensure strong Salesforce governance across forecasting, reporting and opportunity tracking.
- Leverage customer insight, competitive intelligence and product knowledge to strengthen market positioning.
Required Skills and Experience
- 10+ years of experience operating within the U.S. defence or intelligence market.
- Proven track record leading high-performing sales teams within SaaS, data, analytics or technology services.
- Strong experience closing complex, high-value deals and engaging senior stakeholders across defence organisations.
- Deep understanding of defence missions and the ability to align intelligence and technology solutions to operational requirements.
- Experience collaborating across global cross-functional teams including Product, Marketing and Customer Success.
- Strong forecasting and pipeline management capability, including Salesforce proficiency.
- Exceptional written and verbal communication skills.
- Willingness to travel approximately 25%.
- Active U.S. Security Clearance (or eligibility) highly desirable.
Benefits
- 20 days vacation
- 9 days flexible time off
- 12 paid holidays
- Paid parental leave
- Health insurance (medical, dental and vision)
- 401k retirement plan with company match and immediate vesting
- Hybrid work schedule/flexibility
- Company paid life and disability insurance
- Healthy Half
- Volunteering time
- Weekly fresh fruit delivery
- Learning & Development opportunities (LinkedIn learning, Mentoring)
Pay Range
Base salary range: $200,000 – $220,000 per year
Equal Opportunity Employer
Janes is an Equal Opportunity Employer-Veterans/Disabled. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
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.