Job Description

This role exists to move Xtend UK beyond its current single-customer base into the Royal Navy, RAF, Army HQ, Strategic Command, and selected private security channels. You own pipeline and revenue contribution. We are not looking for passive relationship management - we are looking for someone who builds pipeline, opens accounts, and converts opportunities into signed business.

Core responsibilities

• Build and execute the wider-MOD BD plan - Royal Navy, RAF, Army HQ, Strategic Command, DE&S, Front Line Commands. Open the doors that are currently closed.
• Stand up a parallel private-security and homeland channel (CORPS, Level Peaks, ETC, and other channels worth developing).
• Run the full BD cycle: identify, qualify, position, capture, and hand to bid for closure. Own pipeline health and forecasting with the discipline of a sales leader.
• Own revenue contribution. Numbers are the scoreboard - drive deals to signature.
• Represent Xtend UK at DSEI, Three Counties, and the events where the customer base concentrates - and convert presence into qualified opportunities.
• Work closely with VP BD, MD, and global engineering teams to align the product roadmap with what UK customers are actually buying.
• Open prime and sub-contractor relationships with UK defence primes where this accelerates win rate.

Requirements

• 8+ years BD and capture in UK defence, with a personal network across at least two of: Army, Navy, RAF, DE&S, primes.
• Demonstrable track record taking new accounts from initial engagement to signed contract, with references available on request.
• Hunter mentality. You measure success in qualified pipeline and closed revenue, not in meetings booked.
• Strong command of MOD procurement - DEFCON, Single Source, ITT, CP&F - and the political reality behind it.
• Credible in front of senior military officers, civil servants, and prime executives within the same week.
• Fluent English; right to work in the UK.
• Strong advantage: ex-military officer background (Maj / Lt Col / Sqn Ldr / Cdr level or equivalent), prior UAV / ISR / counter-UAS exposure, existing SC or DV clearance.

Environment and expectations

• Xtend UK is a fast-growing defence-tech company. Pace is high, structure is being built, and ownership is real.
• You will be expected to contribute beyond the formal scope of your role. Team members support each other to execute the mission successfully.
• Mission-first mentality. We are building capability that ends up in the hands of operators - that comes before process and hierarchy.
• This role is about commercial ownership and momentum creation - opening doors that did not exist for the company a week earlier.
• Operating with limited support infrastructure is part of the job. You bring the network, the discipline, and the closing instinct - we provide the product and the backing.
• Frequent travel and customer-facing presence are core to the role, not an exception to it.
• Execution speed matters. We operate with urgency, high ownership, and a strong bias toward action.