[Hiring] Business Development Manager @Ocean Software

Role Description

The Business Development Manager – Europe is responsible for driving Ocean Software’s new business growth and market expansion across Europe. This role is focused on the development of new business primarily within the EMEA region and is accountable for pipeline creation, qualification, and conversion of net-new revenue opportunities.

This role will lead market engagement across European and UK defence forces, NATO agencies, defence primes and system integrators to position the Ocean Platform (FlightPro®, SmartBase®, TAMS®) as the Operational Readiness layer supporting personnel-readiness, training, and force availability at squadron level through to joint-domain and coalition C2 environments.

Operating within a global sales model, the BDM will work in close alignment with the Head of Sales (HQ, Australia) to deliver against global new business revenue strategy, while partnering with and reporting to the GM EMEA to ensure strong regional execution, market prioritisation, and stakeholder access.

The BDM will combine deep defence ecosystem knowledge, multinational relationship-building, and strategic capture capability to secure new business opportunities, shape requirements, and influence partner nations. Success in this role will be measured by qualified pipeline growth, new customer acquisition, and conversion of strategic opportunities into contracted revenue within EMEA.

Qualifications

• Minimum 10 years of proven experience in business development or sales roles within Defence or mission-critical software markets.
• Demonstrated success in net-new business acquisition within EMEA.
• Proven success in winning large-scale enterprise contracts with Defence industry prime contractors, government or defence agencies.
• Experience working within a global sales structure, collaborating across HQ and regional leadership.
• Demonstrated experience in capture planning, bid preparation, and tender submissions.
• Demonstrated ability to articulate value propositions and lead strategic solution sales.
• Strong commercial acumen, including pipeline management, forecasting, and revenue ownership.
• Strong relationships & network of contacts within European Defence industry.
• Experience using CRM systems to manage opportunities, pipeline, and forecasting with high integrity.
• Understanding of ISO, ITAR, or equivalent compliance and security frameworks relevant to Defence.
• Excellent presentation, negotiation, and written communication skills.
• Ability to adapt to multi-national, cross-cultural environments.
• Willingness to travel as required.
• Familiarity with enterprise software delivery models.
• Experience selling enterprise SaaS or platform-based solutions.
• Tertiary qualifications in Business, Sales, Aviation, Engineering, or related fields.

Requirements

• Minimum 10 years of proven experience in business development or sales roles within Defence or mission-critical software markets.
• Demonstrated success in net-new business acquisition within EMEA.
• Proven success in winning large-scale enterprise contracts with Defence industry prime contractors, government or defence agencies.
• Experience working within a global sales structure, collaborating across HQ and regional leadership.
• Demonstrated experience in capture planning, bid preparation, and tender submissions.
• Demonstrated ability to articulate value propositions and lead strategic solution sales.
• Strong commercial acumen, including pipeline management, forecasting, and revenue ownership.
• Strong relationships & network of contacts within European Defence industry.
• Experience using CRM systems to manage opportunities, pipeline, and forecasting with high integrity.
• Understanding of ISO, ITAR, or equivalent compliance and security frameworks relevant to Defence.
• Excellent presentation, negotiation, and written communication skills.
• Ability to adapt to multi-national, cross-cultural environments.
• Willingness to travel as required.
• Familiarity with enterprise software delivery models.
• Experience selling enterprise SaaS or platform-based solutions.
• Tertiary qualifications in Business, Sales, Aviation, Engineering, or related fields.

Company Description