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For Companies At a Glance
- Tasks: Lead sales in defence and maritime security, driving revenue and managing complex deals.
- Company: Fast-growing start-up at the forefront of ocean autonomy and maritime security.
- Benefits: Competitive salary, uncapped commission, 30 days leave, health insurance, and hybrid work.
- Other info: Join a collaborative team with excellent growth opportunities and a fun work culture.
- Why this job: Shape the future of uncrewed vessel technology in a dynamic and innovative environment.
- Qualifications: 7+ years in sales, strong negotiation skills, and experience in defence or maritime sectors.
The predicted salary is between 100000 - 100000 £ per year.
Hybrid (Plymouth or London and WFH)
Overview
Founded in 2020, ACUA Ocean is a fast-growing and dynamic start-up at the intersection of ocean autonomy and maritime security. Our intelligent and scalable uncrewed surface vessel (USV) platform supports applications including environmental monitoring, offshore infrastructure resilience, coastal protection, and marine surveillance — all with minimal human footprint.
We are now hiring a VP Sales - Defence to join our growing Commercial Team. This is a unique opportunity to help shape the future of advanced uncrewed vessel technology in a collaborative and innovative environment.
Who you are:
- A commercially driven, strategically-minded sales leader with +7 years experience of closing deals across the defence and maritime security sectors
- A deal-maker who is laser-focussed on converting opportunities and driving profitability
- A disciplined operator who brings structure, forecasting rigour, and pipeline management to an early-growth environment
- Able to navigate long, complex sales cycles with multiple decision-makers and procurement pathways
- A clear understanding of export controls, compliance, and sensitive customer environments
- Able to work with teams of colleagues from diverse backgrounds, skills, knowledge, levels of experience and expertise. You build strong working relationships and communicate effectively with your colleagues across various functions.
- You balance commercial considerations with operational and technical principles in order to inform your decision making on pipeline prioritisation
What you’ll do:
- Own the revenue number, forecast accuracy, and pipeline conversion across defence and offshore markets
- Take BD-qualified opportunities and lead them through capture → bid → negotiation → contract award
- Lead all bid and proposal activity, ensuring competitive positioning, pricing strategy, and clear win themes
- Establish and enforce sales process discipline (CRM, gating, qualification criteria, probability weighting)
- Produce sales forecasts for allocated customers/market area
- Support customer retention by promoting alignment between customer and ACUA Ocean
- Continually assess the market for future opportunities and ensure that the strategic direction is still applicable.
- Monitor KPI’s for accounts in line with strategy.
- Lead commercial structuring and contract negotiation, including terms, pricing models, and risk allocation
- Work with BD and partnerships to convert consortium opportunities into executable bids and contracts
- Represent the company in down-selects, competitive dialogues, and final negotiations
- Build a scalable sales function over time (process, tooling, potentially team), not just individual deal closure
- Work with the Business Development Director to set goals and develop plans for business revenue growth.
- Generate leads through your existing network, events, marketing and cold-calling prospective clients.
- Support the proposal development process including the preparation of bids and tenders, and the negotiation for new contracts.
- Keep abreast of market trends, competitor activities, and customer needs to identify competitive advantages and growth opportunities.
- Regularly attend and present at industry, government and sector networking events.
What you’ll need:
- Proven track record of personally closing complex, high-value deals in defence and/or maritime security sectors
- Demonstrable experience leading end-to-end capture and bid processes, from qualified opportunity through to contract award
- Strong understanding of government and defence procurement, including RFIs, RFPs, competitive dialogue, and framework mechanisms
- Experience converting strategically positioned opportunities into revenue — not just originating early-stage conversations
- Credible track record in commercial negotiation, including pricing strategy, contract terms, and risk management
- Familiarity with prime contractor environments and supply chain dynamics, including subcontracting and teaming arrangements
- Experience implementing or operating within structured sales processes and CRM systems with accurate forecasting discipline
- International sales experience, with working knowledge of export controls, compliance, and cross-border contracting
- Background in maritime, autonomous systems, defence technology, or adjacent sectors (strongly desirable)
- Willing to travel internationally.
- Excellent communication and inter-personal skills.
- A flexible approach and a willingness to apply yourself across the whole spectrum of this growing business.
- UK drivers licence.
- Degree qualified, or equivalent experience
- A solid sense of humour, pragmatism, and flexibility
Benefits/Compensation:
- ~+£100K salary
- ~ Exceptional uncapped sales-based commission
- ~30 days annual leave plus bank holidays plus Christmas closure
- ~ Comprehensive benefits package from Vitality - access to full health insurance including dental coverage
- ~ Awesome perks such as discounted gym memberships, mental health cover and global health coverage
- ~ A hybrid work environment
- ~ Life insurance to 4x your annual salary
- ~ Payment of professional fees
VP Sales - Defence in London employer: ACUA Ocean
Contact Detail:
ACUA Ocean Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land VP Sales - Defence in London
✨Tip Number 1
Network like a pro! Get out there and connect with people in the defence and maritime security sectors. Attend industry events, join relevant online forums, and don’t be shy about reaching out to potential contacts on LinkedIn. You never know who might have the inside scoop on job openings!
✨Tip Number 2
Showcase your expertise! When you’re chatting with potential employers or networking, make sure to highlight your experience in closing complex deals and navigating long sales cycles. Share specific examples of how you've driven profitability and built strong relationships in previous roles.
✨Tip Number 3
Be proactive! Don’t just wait for job postings to appear. Reach out directly to companies you admire, like ACUA Ocean, and express your interest in contributing to their mission. Tailor your message to show how your skills align with their needs, especially in sales and bid processes.
✨Tip Number 4
Keep learning and adapting! Stay updated on market trends and competitor activities in the defence sector. This knowledge will not only help you in interviews but also position you as a valuable asset to any team. Plus, it shows you're genuinely interested in the field!
We think you need these skills to ace VP Sales - Defence in London
Some tips for your application 🫡
Tailor Your Application: Make sure to customise your CV and cover letter for the VP Sales - Defence role. Highlight your experience in closing deals within the defence and maritime security sectors, and don’t forget to mention any relevant achievements that showcase your strategic mindset.
Showcase Your Skills: We want to see your skills in action! Use specific examples to demonstrate your ability to navigate complex sales cycles and manage pipelines effectively. This is your chance to shine, so make it count!
Be Clear and Concise: Keep your application clear and to the point. We appreciate a well-structured application that’s easy to read. Avoid jargon unless it’s relevant to the role, and ensure your key points stand out.
Apply Through Our Website: Don’t forget to apply through our website! It’s the best way for us to receive your application directly. Plus, it shows you’re genuinely interested in joining our team at ACUA Ocean.
How to prepare for a job interview at ACUA Ocean
✨Know Your Market
Before the interview, dive deep into the defence and maritime security sectors. Understand current trends, key players, and potential challenges. This knowledge will not only impress your interviewers but also help you articulate how you can contribute to ACUA Ocean's growth.
✨Showcase Your Deal-Making Skills
Prepare specific examples of high-value deals you've closed in the past. Be ready to discuss your approach to navigating complex sales cycles and how you’ve successfully managed multiple stakeholders. This will demonstrate your capability as a deal-maker and your strategic mindset.
✨Highlight Your Process Discipline
ACUA Ocean values structure and forecasting rigour. Be prepared to discuss your experience with CRM systems and how you've implemented structured sales processes in previous roles. Share how this discipline has led to successful pipeline management and revenue growth.
✨Build Rapport with the Team
During the interview, focus on building a connection with your interviewers. Show that you can communicate effectively across diverse teams and highlight your ability to foster strong working relationships. A good cultural fit is just as important as your skills and experience.