Defense Sales Leader at Janes in Arlington, VA

ABOUT JANES

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

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 Representatives 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 Representatives to operate as trusted advisors within 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 market.
• Proven track record leading high-performing sales teams within SaaS, data, analytics or technology services.
• Strong experience closing complex, high-value deals and engaging senior stakeholders across defence organisations.
• Deep understanding of defence missions and the ability to align intelligence and technology solutions to operational requirements.
• Experience collaborating across global cross-functional teams including Product, Marketing and Customer Success.
• Strong forecasting and pipeline management capability, including Salesforce proficiency.
• Exceptional written and verbal communication skills.
• Willingness to travel approximately 25%.
• Active U.S. Security Clearance (or eligibility) highly desirable.

Janes is entering a pivotal phase of growth within the U.S. defence market. We are seeking a leader who understands the realities of mission environments and can translate operational insight into sustained strategic and commercial impact.

If you have operated within defence ecosystems and now lead through influence, credibility and disciplined execution, this is an opportunity to shape how trusted intelligence supports national security decision-making at scale. Join us to build enduring partnerships within the Department of War and deliver measurable mission advantage.

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: $200,000 – $220,000 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).

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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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