Director of Sales- Defense Intelligence- Navy

Janes empowers military, government, and defense leaders to act with confidence in an increasingly complex world. Our trusted defense, 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 analyze threats, accelerate decisions, and stay ahead of emerging challenges

Janes is the leading global provider of open-source intelligence and data, providing timely information to customers in the Intelligence Community (IC), the Department of Defense (DoD), and the aerospace, defense, and security (AD&S) industries. Janes unique offering is a recurring subscription data service including both an online web-portal and offline solutions that enable customers to view, collate, analyze, connect and download the world’s largest collection of unclassified defense industry data, intelligence, and news.

Janes continues to expand in the US market, focusing on being the preferred choice of open-source foundational military intelligence. Janes has also developed a unique tradecraft capability which enables it to provide unparalleled insight for its customers. Janes has recently made technology investments to develop a knowledge graph that supports its new online experience and API providing customers with a powerful set of tools to integrate and connect Janes data with other data sources and advanced technology programs within national security environment.

Role purpose

To drive expansion in the US and Americas markets, Janes is seeking a high-caliber, driven professional comfortable with selling enterprise-wide solutions, data content and services to the Naval intelligence community within the Defense market.

Janes is searching for a highly capable Director of Sales, to be part of a strategic business growth initiative focusing on selling to Navy/Marine Corps customers and owning the Naval Intelligence territory. This role will have an account management responsibility while also collaborating and working with other sales directors currently selling capabilities to these strategic customers. This is a key role allowing the successful candidate to implement a clear go-to-market strategy, delivering huge value to our customers, and therefore driving growth in our US and Americas business.

Reporting into the Vice President of Sales, you will take responsibility for the Navy/Marine Corps customer portfoliospecifically focused on building a continuous pipeline and executing the capture of sales opportunities across the entire intelligence community within the US Naval Forces. Additional territory may be assigned as needed based on opportunities and demand signal. This is a highly visible role providing great freedom, challenge and accountability, within a growing and dynamic team, focusing on the growth of our key market and strategic main effort for our business.

How you will contribute at Janes

• Identify and engage with key decision makers across the Navy N2, developing strong relationships and leads for the business growth
• Own existing assigned business in territory, ensuring renewal and targeted uplift for year-over-year growth
• Develop strategy for new business pursuits and shaping future opportunity
• Build strong customer relationships which deliver year-on-year value for the business
• Build strong internal relationships to ensure customers receive maximum value from Janes
• Couple your knowledge of Janes products and propositions along with your strong understanding of the needs of the Naval intelligence community—their missions and challenges, to continuously position Janes at the forefront of customer decision-making processes
• Collaborate with the wider Sales team to relentlessly focus on strong lead generation, building value for the business
• Build a sales pipeline through disciplined sales and business development activity with a focus on revenue recognition to ensure both near (12-18 month)and long term (2+ year) growth within the Naval intelligence market segment
• Continuously manage and focus on accurate forecasting, pipeline and closure of opportunities

Requirements

• A proven track record of enterprise-wide selling in software solutions, technology data and/or services within the above identified customer segments.
• Demonstrable experience in interacting at a mid to senior level across the various Command components.
• Previous experience of building relationships within NIA, ONI, MCIA, and other intelligence organizations.
• Understanding their mission needs and how to connect the value of Janes offerings to their goals.
• Previous experience of interacting with Industry partners in the Naval intelligence community and understanding their business needs and pipeline/portfolios.
• Five to ten years of sales experience with a track record of closing large and complex deals—within the Intelligence markets.
• Ability to work with a global team across business functions, including marketing, customer success, and product teams.
• Demonstrable experience of leveraging product, service and operational capabilities and insights for competitive advantage.
• Outstanding oral and written communication skills.
• Proficiency with MS applications required (Excel, Word and PowerPoint).
• Travel: 25%

Preferred experience

• At least 5 years of sales experience selling to or operational experience in the Naval intelligence community.

• Experience in using Salesforce to qualify leads, document opportunity progress to closure, and produce forecasts and progress reports.

• Experience working with and/or selling open-source data or complex software.
• Security Clearance is a plus.

Benefits

• 15 days vacation
• 9 days flexible time off
• 12 paid holidays
• Paid parental leave
• Health insurance (medical, dental and vision)
• 401k retirement plan with company match and immediate vesting
• Hybrid work schedule/flexibility
• Company paid life and disability insurance
• Healthy Half
• Volunteering time
• Weekly fresh fruit delivery (we just started this and people are liking it)!
• Learning & Development opportunities (GoodHabitz, Mentoring)

Janes is an Equal Opportunity Employer-Veterans/Disabled. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.This position is classified as Exempt under the Fair Labor Standards Act (FLSA).