UK Defence Go to Market Lead

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Sofar Ocean

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2016

📦 Logistics

💼 Consulting

🏭 Manufacturing

💰 $22.3M Funding Round - Sofar Ocean on 2024-12

Logistics • Consulting • Manufacturing

Sofar Ocean is a marine technology company that builds and operates a global network of ocean sensors and delivers real-time ocean data, analytics, and APIs. Its Spotter sensor buoys provide affordable, easy-to-deploy measurements (waves, currents, temperature, sound, water quality) for research and operations, while its Wayfinder platform is a SaaS voyage-optimization solution that uses high-accuracy marine weather forecasts and vessel performance models to reduce fuel use and emissions for maritime shipping.

📋 Description

• Develop and execute a strategic sales plan to: (1) Land new accounts (go to market); (2) grow existing accounts; and (3) partner with prime contractors on larger solutions. • Build and maintain relationships with Defense users, decision makers, and contracting officers, as well as partners, prime contractors, policymakers, and influencers. Initial focus will be UK but you may also opportunistically pursue other EU Defense deals. • Build and maintain a sales pipeline using a combination of domain expertise, networking, and relentless persistence. Balance short term transactional sales and longer-term strategic contracting opportunities. • Lead the end-to-end sales process, including prospecting, qualification, proposal development (if necessary), negotiation, contract closure, and contract implementation. • Understand customer needs deeply, including developing customer profiles, and position the Spotter’s unique value proposition effectively. • Collaborate with internal teams (U.S.-based Gov BD team, product, marketing, engineering) to align solutions with market demand and customer requirements. Provide market insights and feedback to inform product and go-to-market strategies. Assess competitors. Collaborate on proposal and presentation development and submission.

🎯 Requirements

• 5+ years of experience working with the UK Royal Navy or MoD. • Savvy in navigating government bureaucracy and in connecting the dots between user, program manager, and funder. • Strong understanding of the UK Defence market and its unique challenges and opportunities, including understanding the federal contracting process and timelines. • Excellent communication, negotiation, and interpersonal skills. • Self-starter with the ability to work independently and collaboratively in a fast-paced environment, including self-managing a balance between strategic capture and short-term, fast-paced sales cycles. • Curiosity and passion for understanding marine technologies and identifying customer gaps where technologies can be applied. • Willingness to travel as needed to meet customers and attend events. • UK citizen located in London, Plymouth, Bristol, or Portsmouth/Southampton. • Familiarity/experience working with additional EU Defence organizations and/or NATO is a plus. • 5+ years of experience in defense technology sales, preferably in maritime/environmental tech, with demonstrated experience breaking into greenfield accounts.

🏖️ Benefits

• Hybrid work: We're a hands-on team building hardware and software that operates in the real world — so being together matters. We ask that most team members are in office at least 70% of the time, though some roles (like field technicians or hardware engineering) may require more. Fully remote roles are designated as such in the job posting. • Visa sponsorship: We do sponsor visas and retain an immigration lawyer to support the process. While we can't guarantee sponsorship for every role or situation, if we make you an offer, we'll make every reasonable effort to make it work. • A note on applying: We mean it when we say we want the strongest people — not the most credentialed ones. If you're excited about this work but don't check every box, please apply anyway. Research consistently shows that underrepresented candidates are more likely to self-select out, and that's a loss for everyone.