Business Development Manager

🔥 16 minutes ago

🇬🇧 United Kingdom – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Business Development (BDR)

👻 Ghost score 15%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Ocean Software

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 1993

🎖️ Defense

🚀 Aerospace

☁️ SaaS

Defense • Aerospace • SaaS

Ocean Software is an Australian-based software company that builds operational readiness and training management solutions for defence forces, aviation organisations, and emergency services. Its Ocean Platform unifies capabilities across air, land, maritime, unmanned aircraft systems (UAS), and emergency services to provide real-time coordination, resource visibility, asset and personnel readiness, and mission planning—designed for use at scale and in disconnected environments. With over 30 years of experience, the company delivers commercial platforms (e. g. , FlightPRO, SmartBase, TAMS) used by military and government customers globally, focusing on secure, reliable, enterprise-grade software to streamline training, operations, and sustainment.

📋 Description

• Drive Ocean Software’s new business growth and market expansion across Europe, primarily within EMEA. • Create, qualify, and convert net-new revenue opportunities. • Lead market engagement across European and UK defence forces, NATO agencies, defence primes, and system integrators. • Position the Ocean Platform (FlightPro®, SmartBase®, TAMS®) as an operational-readiness layer supporting personnel readiness, training, and force availability. • Work with the Head of Sales in Australia on global new-business revenue strategy. • Partner with and report to the GM EMEA for regional execution, market prioritisation, and stakeholder access. • Identify, qualify, and secure new business opportunities across European and UK Defence, NATO member nations, and related organisations. • Own pipeline targets, coverage ratios, stage progression, and conversion metrics. • Develop business-development plans, stakeholder influence maps, and quarterly objectives for priority deals. • Execute multi-lane capture strategies, lead bid/no-bid recommendations, and develop win strategies. • Prioritise opportunities based on strategic fit, revenue potential, and conversion likelihood. • Engage operators, commanders, programme offices, and technical authorities to understand customer challenges. • Represent Ocean at defence-industry events and convert engagements into qualified pipeline. • Monitor European and UK defence procurement policies, NATO doctrine, FMN spirals, readiness, and C2 modernisation trends. • Lead proposals, tenders, and presentations. • Negotiate contracts and agreements. • Drive pricing strategy, deal structuring, sustainable revenue growth, and long-term value creation. • Ensure compliance with procurement regulations and contractual obligations. • Maintain competitor positioning, pricing assumptions, deal strategy, target margins, and delivery constraints. • Collaborate with Capture, Presales, Marketing, Product, Engineering, Architecture, and Customer Success teams. • Align EMEA campaigns with targeted account penetration and pipeline generation. • Translate customer needs into tailored solution offerings. • Represent EMEA market requirements and insights to HQ for product and commercial strategy. • Maintain CRM discipline and reporting accuracy for reliable revenue forecasting. • Provide pipeline, forecast, and market updates to the Head of Sales and GM EMEA. • Comply with company conduct, health and safety, quality, information security, and process policies. • Support product and process improvements, quality, and team efficiency. • Perform ad-hoc administrative duties within a globally distributed organisation.

🎯 Requirements

• Minimum 10 years of proven experience in business development or sales roles within Defence or mission-critical software markets. • Demonstrated success in net-new business acquisition within EMEA. • Proven success in winning large-scale enterprise contracts with Defence industry prime contractors, government or defence agencies. • Experience working within a global sales structure, collaborating across HQ and regional leadership. • Demonstrated experience in capture planning, bid preparation, and tender submissions. • Demonstrated ability to articulate value propositions and lead strategic solution sales. • Strong commercial acumen, including pipeline management, forecasting, and revenue ownership. • Strong relationships & network of contacts within European Defence industry. • Experience using CRM systems to manage opportunities, pipeline, and forecasting with high integrity. • Understanding of ISO, ITAR, or equivalent compliance and security frameworks relevant to Defence. • Excellent presentation, negotiation, and written communication skills. • Ability to adapt to multi-national, cross-cultural environments. • Willingness to travel as required. • Familiarity with enterprise software delivery models. • Experience selling enterprise SaaS or platform-based solutions. • Tertiary qualifications in Business, Sales, Aviation, Engineering, or related fields.

🏖️ Benefits

• Fully remote working arrangement with flexibility to work from home. • Comprehensive health insurance package. • Mobile phone and internet allowance to support remote working. • Employer pension contribution of 5%. • Opportunity to travel across the EMEA region and engage with international customers and industry partners. • Supportive and collaborative global team environment. • Ongoing professional development and career growth opportunities.