Business Development Executive (Government and Defence)

• Reports to: Chief Growth Officer
• We are looking for a senior Business Development Executive to identify, shape and win significant opportunities across government and defence
• This is a hands-on commercial role for someone who understands how complex government and defence customers buy, and who can build trusted relationships well before a formal procurement process begins
• You will own a portfolio of priority customers and opportunities, working closely with the Chief Growth Officer and colleagues across Skyral to turn customer needs into compelling propositions and ultimately into contracted business
• You will be expected to be active in the market - meeting customers, building networks, developing opportunities and representing Skyral externally - while maintaining strong discipline around your pipeline and commercial commitments
• Identify, originate and develop new business opportunities across government and defence
• Build and execute account and opportunity plans for customers
• Shape opportunities from early engagement through qualification, capture, bid, negotiation and contract award
• Develop a deep understanding of customer priorities, programmes, budgets, procurement timelines and decision-making processes
• Position Skyral early and effectively, helping customers understand how our technology can address their operational and strategic challenges
• Lead or support major proposals, bids and commercial negotiations
• Identify opportunities to grow existing customer relationships and create repeat business
• Develop trusted relationships with stakeholders across government, defence and the wider national security ecosystem
• Build strong networks across operational, technology, commercial and procurement communities
• Develop relevant industry and partner relationships that create new routes to market or strengthen Skyral’s position
• Represent Skyral at customer meetings, conferences, industry events and relevant forums
• Maintain a strong understanding of policy, spending, procurement and market developments that may create opportunities or risks
• Maintain an accurate, current and well-qualified pipeline of opportunities
• Ensure CRM data reflects the true status, value, timing, next actions and risks associated with each opportunity
• Provide clear, evidence-based forecasts and proactively flag movement, uncertainty or risk
• Apply strong judgement to opportunity qualification and focus time and company resources where Skyral has a credible route to winning
• Work closely with the Chief Growth Officer through regular pipeline, account and opportunity reviews
• Bring together colleagues across Product, Engineering, Delivery, Finance, Marketing and Operations to develop winning propositions
• Translate customer requirements into clear internal opportunities and ensure the right teams are engaged at the right stage
• Work with technical and product colleagues to articulate Skyral’s capability credibly to both technical and non-technical customers
• Ensure proposed solutions are commercially attractive, deliverable and aligned with Skyral’s strategic priorities
• Apply appropriate opportunity, capture and bid governance to major pursuits
• Feed customer, competitor and market intelligence back into product and company decision-making

Benefits

• Employee Assistance Programme
• Enhanced parental leave: We’re proud to offer 26 weeks Maternity and 4 weeks Paternity leave at full pay
• Hybrid working: We understand that a one-size-fits all approach to work hours doesn’t suit everyone. Our hybrid working policy requires employees to spend a minimum of two days per week at our central London office. Outside this requirement, you’re empowered to work with your manager to determine a work schedule that suits your needs, whether in the office or through a hybrid model arrangement
• Unlimited paid holiday: We value and support the need to maintain a work-life balance, whether it’s taking time off during school holidays to be with your children, or simply having the flexibility to enjoy extended weekends without the stress of monitoring your remaining days off
• Dog friendly office
• Private medical & dental insurance
• Company pension
• Company swag

• A strong track record of winning complex, high-value business within government, defence, national security, technology or a closely related market
• Experience of capture, bid and opportunity governance; familiarity with methodologies such as Shipley would be advantageous
• A proactive, entrepreneurial approach and comfort working at pace in a growing business
• Deep understanding of how government and defence customers procure technology, software and professional services
• Excellent communication, influencing and negotiation skills, with the ability to translate sophisticated technology into a clear customer proposition
• The ability to operate autonomously while collaborating effectively across a multidisciplinary organisation
• Strong pipeline and CRM discipline, with an evidence-based approach to forecasting
• A strong network and the credibility to build relationships with senior government and defence stakeholders
• Strong commercial instincts and the ability to distinguish a genuine opportunity from an interesting conversation
• Experience taking complex opportunities through the full sales lifecycle, from early market shaping through to contract award
• Willingness to travel regularly for customer and partner engagements
• Security: You will be expected to meet any security and vetting requirements associated with the customers and programmes on which you work