VP Sales - Defence
Hybrid (Plymouth or London and WFH)
No recruiters
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