Senior Director - U.S. Defense Sales

ABOUT JANES

Janes equips defense, government, and industry leaders with objective, accurate, and shareable data and analysis. Our experts combine advanced technology with proven tradecraft to deliver validated and contextual intelligence to assess threats, accelerate decisions, and anticipate change with confidence. We deliver our intelligence with the flexibility to fuse it with multiple sources in any system, enrich AI solutions, or access it through our portal.

Our core offering is a subscription-based intelligence platform combining assured data, advanced analytics, API integrations and offline solutions. As we expand across the U.S. defence market, Janes continues to invest in next-generation technology to ensure our intelligence integrates seamlessly into national security ecosystems and operational workflows.

JOB PURPOSE

Janes is seeking a mission-driven Defense Sales Leader to shape and accelerate growth across the U.S. Department of War (DoW) market. This is a strategic leadership role responsible for developing and leading a team of five Sales Directors covering the full U.S. defence territory. Reporting to the Vice President of Sales, Americas, you will define and execute a disciplined go-to-market strategy, while ensuring Janes is positioned as a trusted intelligence partner within mission-critical defence environments. This role goes beyond revenue delivery. It requires a leader who understands defence missions, builds credibility at senior levels, and drives sustainable growth through long-term partnership and operational value.

HOW YOU WILL CONTRIBUTE AT JANES

Mission-Aligned Market Strategy

• Develop and execute a focused DoW market strategy aligned to defence intelligence priorities and customer mission needs.
• Identify high-impact growth opportunities across mission areas and defence intelligence segments.
• Drive structured pipeline development to support sustained short- and long-term revenue growth.
• Maintain accurate forecasting and clear revenue visibility across the portfolio.

Leadership & Team Development

• Lead, coach and develop a team of five Sales Directors (individual contributors), empowering them to operate as trusted advisors across their territories.

• Establish clear performance standards, KPIs and accountability measures.
• Foster a high-performance culture grounded in preparation, credibility and customer impact.

Senior Stakeholder Engagement

• Build and maintain executive-level relationships across defence commands, agencies and mission components.
• Position Janes as a foundational intelligence capability embedded within customer workflows.
• Own renewal and expansion strategy to drive year-on-year portfolio growth.
• Partner cross-functionally with Product, Marketing, Partner Sales, Customer Success and Research, Development and Analysis, to ensure customers maximise value from Janes’ platform and capabilities.

Operational Excellence

• Drive disciplined opportunity qualification and pipeline management.
• Ensure strong Salesforce governance across forecasting, reporting and opportunity tracking.
• Leverage customer insight, competitive intelligence and product knowledge to strengthen market positioning.

THE REQUIRED SKILLS AND EXPERIENCE FOR THIS ROLE ARE

• 10+ years of experience operating within the U.S. defence or intelligence ma