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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in defence market strategy, including bid and proposal development, stakeholder engagement, and compliance with UK Government Security Classifications. Proven ability to lead business development teams and build go-to-market capabilities in highly regulated environments.
Highest-signal resume keywords
Business Development LeadershipDefence Procurement KnowledgeCapture Management ExperienceStakeholder EngagementGo-To-Market Strategy Development
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Bid DevelopmentProposal DevelopmentCapture ManagementAccount MappingPipeline GenerationDefence AssuranceCompliance ManagementMarket Penetration MetricsSales Cycle ManagementCRM Tools
Soft Skills
Stakeholder ManagementCommunication SkillsTeam LeadershipRelationship BuildingCollaboration
Certifications & Qualifications
Security Clearance
Industry Keywords
Defence MarketGovernment Security ClassificationsB2GB2BRegulated EnvironmentsHigh-Growth EnvironmentsAssurance RequirementsExternal AssessorsProcurement FrameworksDefence Sales
About the role
Key responsibilities & impact- Define and execute Valarian’s defence market strategy
- Build and mature the defence market posture, including security clearances, UK Government Security Classifications and assurance requirements
- Design and implement a scalable go-to-market approach across government, primes, integrators and end users
- Work with Product and Engineering to position and build the offering for defence customers
- Build and maintain BD playbooks, standards and processes for defence sales
- Lead opportunity management, account mapping and pipeline generation
- Own bid and proposal development, capture management and RFI/RFP responses
- Develop and manage relationships with primes, system integrators, government stakeholders and industry bodies
- Manage audits, certifications and engagement with external assessors and procurement teams
- Set metrics and reporting for pipeline, win rates and market penetration
- Hire, develop and lead a small defence BD team
- Report directly to the Head of Delivery and collaborate with Product, Engineering, Legal, Compliance and Leadership
Requirements
What you’ll need- Proven experience leading in BD, defence, government or highly regulated B2G/B2B environments
- Deep knowledge of defence procurement and how to win in it
- Hands-on experience with capture management, bid and proposal development
- Experience managing an ecosystem of primes, integrators, government stakeholders and partners
- Practical experience with defence assurance and compliance, including UK Government Security Classifications and procurement frameworks
- Strong understanding of account mapping, stakeholder engagement and long sales cycles
- Experience using CRM and pipeline management tools
- Track record of building go-to-market capability from scratch in high-growth environments
- Ability to balance compliance and security requirements with speed to market
- Excellent stakeholder management and communication across technical, commercial and executive audiences
- Experience building or scaling BD/sales teams, or readiness to do so
- Security Clearance is preferable, but not essential
Benefits
Comp & perks- Equity
- A competitive salary
- Employer pension contributions
- Private health insurance
- Hybrid work setup
- Gym memberships
- Company retreats and meetups
- Inclusive, compassionate and flexible culture