The posting
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 military and national security open-source intelligence and data, providing timely information to customers in the Intelligence Community (IC), the Department of War (DoW), and the aerospace, defense, and security (AD&S) industries. Janes unique offering is a recurring subscription data service including online web-portal, Data as a Service (DaaS) integrations, 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 subscription-based products, enterprise-wide solutions, data content and services to commercial industry markets. Current customers include some of the top companies across the Defense Industrial Base (DIB), Aerospace and Defense (A&D) manufactures and system integrators, and customers across other sectors that require information to manage and guide their go-to-market efforts and risk profiles.
Janes is searching for a highly capable Director of Sales, to be part of a strategic business growth initiative focusing on maintaining, growing, and selling to existing and new Industry customers. This is a quota-based role and has account management responsibility while also collaborating and working with other sales directors and partner managers currently working with these strategic customers.
This individual contributor role will allow the successful candidate to implement a clear go-to-market strategy, delivering huge value to our customers, and be part of the company’s strategic initiative related to driving growth in our US and Americas business.
Reporting into the Janes Americas Vice President of Sales, you will take responsibility for the assigned customer portfolio specifically focused on building a continuous pipeline and executing the capture of sales opportunities to grow your customer portfolio. 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 customer base developing strong relationships and leads for the business growth
- Own existing assigned business in territory, ensuring new business, renewals 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 A&D industry—their goals 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 Industry 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.
- Previous experience and record of success growing a portfolio in sales as an individual contributor and quota owner.
- Demonstrable experience in interacting with mid to senior executives across the A&D industry.
- Previous experience of building relationships across A&D industry customers.
- 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 defense community and understanding their business needs and pipeline/portfolios.
- At least five years of sales experience with a track record of closing large, complex deals—within the defense markets.
- Ability to work with a global team across business functions, including marketing, legal, 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 strategic planning experience in the aerospace and defense markets. 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. Experience with DIB or A&D strategic planning, evaluating defense markets, and/or supporting foreign military sales
Benefits
- 20 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
- Learning & Development opportunities (LinkedIn Learning, Mentoring)
Salary Range:
Base salary range: $140,000 – $160,000 per year
Compensation at Janes is determined by factors such as job responsibilities, education, certifications, experience, skills, internal and external equity, clearance level (if applicable), market data, organizational requirements, applicable employment laws, and location. Additional compensation may include an annual bonus or monthly commission, subject to the terms of these plans.
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).
Life at Janes
We believe Janes is truly a great place to work. Our values and leadership code drive everything we do, and we understand that the right behaviours and culture will always result in the best outcomes for our customers, our colleagues, our shareholders, and our business. We provide a supportive, stretching, and dynamic environment with the ability for you to grow rapidly, both personally and professionally.
Janes is an inclusive and equal opportunities employer and encourages applications regardless of age, race, disability, religion / belief, sexual orientation, gender reassignment, marriage or civil partnership, pregnancy/maternity, or gender.
Although this role is advertised as full time, Janes believed that flexibility at work can provide many significant benefits both to our colleagues and the business. We already work in a hybrid style across all offices and regions and can support different ways of working and offer different flexible working arrangements. So, if you are interested and have any requirements or needs in the way you would like to work, please apply, and speak to us about this. We will always consider part time or flexible applications
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