UK Defence Go to Market Lead

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Create and implement a strategic sales initiative to: (1) Acquire new accounts (go to market); (2) expand existing accounts; and (3) collaborate with prime contractors on larger solutions.

• Establish and nurture relationships with Defense users, decision makers, and contracting officers, as well as partners, prime contractors, policymakers, and influencers. The initial focus will be on the UK, but there may also be opportunities to pursue other EU Defense contracts.

• Develop and sustain a sales pipeline through a mix of industry expertise, networking, and unwavering persistence. Balance immediate transactional sales with longer-term strategic contracting opportunities.

• Oversee the complete sales process, which includes prospecting, qualification, proposal development (if needed), negotiation, contract finalization, and implementation.

• Gain a deep understanding of customer needs, including the creation of customer profiles, and effectively position the Spotter’s unique value proposition.

• Work collaboratively with internal teams (U.S.-based Gov BD team, product, marketing, engineering) to align solutions with market demands and customer requirements. Provide market insights and feedback to guide product and go-to-market strategies. Analyze competitors. Assist in the development and submission of proposals and presentations.

⛳️ Requirements

• Over 5 years of experience working with the UK Royal Navy or MoD.

• Proficient in navigating government bureaucracy and in connecting user needs with program managers and funders.

• Strong comprehension of the UK Defence market and its unique challenges and opportunities, including a grasp of the federal contracting process and timelines.

• Exceptional communication, negotiation, and interpersonal skills.

• Self-motivated with the ability to work independently and collaboratively in a fast-paced setting, including managing a balance between strategic capture and rapid sales cycles.

• A keen interest in marine technologies and a passion for identifying customer gaps where these technologies can be applied.

• Willingness to travel as necessary to meet clients and attend events.

• UK citizen residing in London, Plymouth, Bristol, or Portsmouth/Southampton.

• Familiarity or experience with additional EU Defence organizations and/or NATO is advantageous.

• More than 5 years of experience in defense technology sales, ideally in maritime/environmental tech, with proven success in penetrating greenfield accounts.

🏝️ Benefits

• Hybrid work: We are a hands-on team developing hardware and software that function in the real world — so in-person collaboration is important. We request that most team members are present in the office at least 70% of the time, although some roles (like field technicians or hardware engineers) may require more. Fully remote positions are clearly identified in the job listing.

• Visa sponsorship: We do offer visa sponsorship and have an immigration lawyer to assist with the process. While we cannot guarantee sponsorship for every position or situation, if we extend an offer, we will make every reasonable effort to facilitate it.

• A note on applying: We genuinely seek the strongest candidates — not just the most qualified ones. If you are passionate about this work but don’t meet every requirement, we encourage you to apply regardless. Research shows that underrepresented candidates are more likely to opt out, and that’s a loss for everyone.