Business Development / Sales Manager - Major Programmes in Bristol

We’re building the UK's next generation engineering powerhouse, providing critical technology that strengthens national security and resilience. At Rowden, we design and integrate advanced mission systems that sense, connect, and protect data in environments where fast, informed decision‑making is vital. Our goal is to deliver mission advantage to those working to safeguard national security, public safety, and critical infrastructure.

As Capture Lead, you'll be responsible for leading and delivering complex captures in regulated procurement environments. This is a senior role with dual focus: leading from the front on major government sales (across defence, national security, CNI and emergency response), whilst amplifying the impact of the wider sales team. This role will suit a professional with strong first‑principles analytical ability and genuine creativity—someone who can deconstruct complex problems, generate original approaches and shape competitive strategy from the ground up, rather than simply replicating processes learned elsewhere. This is an ideal role for someone who has experience leading high‑value (£10m+) complex captures looking for their next challenge as part of a dynamic, high‑growth business.

Compensation

We are offering a competitive base salary with performance‑linked OTE (details to be discussed during the process). We welcome candidates at different stages of their careers, and the salary will reflect the skills and experience you bring to the role. Due to the sensitivities of work involved, candidates must be willing to obtain UK National Security Vetting clearance, with SC required and DV desirable.

Key areas of responsibility

• Converting qualified sales opportunities into contracted work in our order book.
• Working across sales, engineering and delivery to shape bids, structure arguments and drive submissions.
• Leading enterprise‑scale sales opportunities (typically £10M+) from origination to closure, ensuring momentum across qualification, capture, bid, negotiation and contracting.
• Developing clear win strategies, including competitor analysis, differentiation and risk mitigation.
• Identifying, evaluating and securing strategic industry partners to form bid‑winning teams.

Leadership

• Using your experience to raise the standard of capture across the business – coaching colleagues, sharing judgement and helping others think more clearly about how we pursue and win work.
• Role modelling the behaviours and habits of a high‑performing sales organisation – energising the team, reinforcing customer‑centricity and fostering accountability and ownership.
• Guiding and coaching the wider team to develop capture strategies across key verticals: defence, national security, emergency response and Critical National Infrastructure (CNI).
• Serving as a coach and mentor: encouraging creative thinking and helping team members overcome technical, commercial or political blockers.

Key skills, experience and behaviours

• A consistent track record of converting opportunities into won work is essential.
• Strong track record of closing complex enterprise sales (ideally £10M+ deals) within the public sector.
• Deep knowledge of UK public sector procurement regulations, routes to market and multi‑year contracting.
• Proven ability to guide opportunity strategy – incorporating capture planning, stakeholder mapping, bid development and win themes.
• Experience engaging both technical and non‑technical stakeholders, with the ability to bridge engineering depth and executive‑level messaging.

Mindset & Behaviours

• Mission‑focused: You care deeply about the end‑user and the impact of your work on public safety and national security.
• Creative and tenacious: You bring original thinking to how we win business and aren’t deterred by complex or ambiguous routes to market.
• Technically fluent: While not necessarily an engineer, you’re able to grasp technical concepts and translate them into compelling customer narratives.
• Hands‑on leader: You get stuck in with proposals, negotiations and strategic discussions.
• Trusted advisor: You can build trust and influence at C‑suite level across customers and partners.

Working at Rowden

We are committed to building a flexible, inclusive and enabling company. Our aim is to create a diverse team of talented people with unique skills, experience and backgrounds, so please apply and come as you are! We also recognise the importance of flexible working and support this wherever we can. We typically operate a flexible, hybrid‑working model, with an average 3 days in the office each week (dependent on the role). We welcome the opportunity to discuss flexibility, part‑time working requirements and/or workplace adjustments with all our applicants. Rowden is a Disability Confident & Committed company, and we actively encourage people with disabilities and health conditions to apply for our roles. Please let us know your requirements early on so that we can make sure you have everything you need up front to help make the recruitment process and experience as easy as possible.

Finally, if you feel that you don’t meet all the criteria included above but have transferable skills and relevant experience, we’d still love to hear from you!