Senior Director, Defense Growth

Janes•Arlington, VA

19h•Hybrid

About The Position

Janes empowers military, government, and defence leaders to act with confidence in an increasingly complex world. Our trusted defence, security, and geopolitical information delivered through seamless digital platforms and system integrations-turns overwhelming data into clear, actionable intelligence and insight. By filling critical information gaps, Janes helps customers analyse threats, accelerate decisions, and stay ahead of emerging challenges. Our core offering is a subscription-based intelligence platform combining assured data, advanced analytics, API integrations and offline solutions. As we expand across the U.S. defence market, Janes continues to invest in next-generation technology to ensure our intelligence integrates seamlessly into national security ecosystems and operational workflows. JOB PURPOSE Janes is seeking a mission-driven Defense Sales Leader to shape and accelerate growth across the U.S. Department of War (DoW) market. This is a strategic leadership role responsible for developing and leading a team of five Sales Representatives covering the full U.S. defence territory. Reporting to the Vice President of Sales, Americas, you will define and execute a disciplined go-to-market strategy, while ensuring Janes is positioned as a trusted intelligence partner within mission-critical defence environments. This role goes beyond revenue delivery. It requires a leader who understands defence missions, builds credibility at senior levels, and drives sustainable growth through long-term partnership and operational value.

Requirements

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%.

Nice To Haves

Active U.S. Security Clearance (or eligibility) highly desirable.

Responsibilities

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.
Lead, coach and develop a team of five Sales Representatives to operate as trusted advisors within their territories.
Establish clear performance standards, KPIs and accountability measures.
Foster a high-performance culture grounded in preparation, credibility and customer impact.
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 and Customer Success to ensure customers maximise value from Janes’ platform and capabilities.
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.