Director of Sales

Working at the forefront of applied AI alongside experts across multiple disciplines, you’ll help users defend against Defence and National Security threats, directly contributing to safer, more resilient systems deployed where they matter most. We’re looking for a Director of Sales to join a multidisciplinary team delivering real-world AI/ML systems into operational environments.  

In this role, you’ll be driving commercial growth across the business through strategic customer acquisition, relationship development, and long-term revenue generation. You will be a hands-on leader, thriving in a fast-growth start-up environment, navigating complex stakeholder landscapes within Defence, Government and National Security. 

Because of the nature of this work:  

• You will need to hold existing or be eligible for UK Security Clearance, details of which can be found on the Gov UK website.  

• You will be required to travel to and work from client sites and partner locations. When not working onsite, this role can be office-based or hybrid from our Summertown, Oxford office.  

Key day-to-day activities: 

• Develop and execute the sales strategy to drive revenue growth across defence, government, and regulated sectors  

• Lead end-to-end sales cycles from initial engagement through to negotiation and close  

• Build, manage, and progress a strong pipeline of enterprise and public sector opportunities  

• Engage and build long-term relationships with senior stakeholders and strategic partners  

• Maintain disciplined CRM usage, forecasting accuracy, and pipeline reporting  

• Work closely with leadership on go-to-market strategy, positioning, and pricing  

• Represent the company at industry events across defence, security, and AI  

• Identify and develop new commercial opportunities within the sovereign AI ecosystem  

• Build and lead the sales team to deliver the strategy 

 

Core Experience 

• Proven track record in B2G and/or B2B sales within technology, SaaS, AI, defence, or government-related sectors  

• Existing network within UK or international defence, government, or national security sectors  

• Demonstrable success in meeting or exceeding revenue targets  

• Experience managing complex, multi-stakeholder enterprise or public sector sales cycles  

• Strong understanding of procurement processes in government or regulated environments  

• Experience building and maintaining a structured sales pipeline and forecasting discipline 

  

Attributes 

• Humble, ambitious, confident in expressing opinion, thoughtful 

• Excellent negotiation, communication, and stakeholder management skills  

• Ability to operate effectively in a fast-paced, high-growth start-up environment