[Hiring] Sales Director - DB Administration @Capita

Role Description

We are seeking a high-impact, commercially driven Sales Director to lead the origination and conversion of large Defined Benefit (DB) pensions outsourcing opportunities, with a particular focus on run-on schemes. This role is pivotal in building and converting a sustainable pipeline of high-value opportunities by developing deep, trusted relationships across the trustee ecosystem.

• Develop and execute a targeted sales strategy focused on large DB schemes pursuing a run-on strategy.
• Build a high-quality, sustainable pipeline of outsourcing opportunities across priority segments.
• Identify early-stage opportunities and position the business ahead of formal procurement processes.
• Establish and maintain deep relationships with:
  • Professional Trustee firms
  • Scheme Trustees and Chairs
  • Third Party Evaluators (TPEs) and independent advisers
  • Employee Benefit Consultants and wider intermediaries
• Act as a recognised and credible voice within the DB pensions market, leveraging network influence to create and shape opportunities.
• Represent the organisation at key industry forums, events, and thought leadership platforms.
• Lead complex, high-value sales processes from origination through to contract signature.
• Own the full sales lifecycle including:
  • Opportunity qualification
  • Bid strategy and positioning
  • Commercial structuring and negotiation
  • Final conversion and contract close
• Navigate long sales cycles with multiple stakeholders, maintaining momentum and strategic clarity throughout.
• Drive disciplined pipeline management, ensuring strong coverage against revenue targets.
• Maintain clear visibility of opportunity progression, risks, and conversion strategies.
• Implement structured qualification frameworks to prioritise winnable deals.
• Act as the central orchestrator for large deal pursuits, aligning:
  • Client Relationship teams
  • Proposition and Product specialists
  • Operations and delivery leads
  • Commercial, pricing and legal teams
• Build and lead high-performing bid teams to deliver compelling, differentiated proposals.
• Ensure alignment between client needs, commercial objectives, and operational deliverability.
• Contribute to the evolution of the organisation’s DB run-on proposition, ensuring it resonates with trustee priorities.
• Translate market insight into actionable sales strategies and messaging.
• Champion a client-centric approach, ensuring solutions are grounded in trustee and member outcomes.

Qualifications

• Proven track record of winning large, complex outsourcing or administration deals within the DB pensions market.
• DB scheme dynamics and run-on strategies.
• Trustee decision-making processes.
• The role and influence of TPEs and professional trustees.
• Demonstrable experience managing long, multi-stakeholder sales cycles with high deal values.

Requirements

• Strong, established network across:
  • Professional trustee community
  • TPEs and advisers
  • Key industry influencers
• Credibility to engage and influence at Board and Trustee level.
• Highly commercial mindset with a strong drive to win.
• Ability to shape and close deals in competitive environments.
• Skilled in negotiation, pricing strategy, and deal structuring.
• Exceptional stakeholder management and influencing skills.
• Ability to lead cross-functional teams in high-pressure bid environments.
• Strong communication and storytelling capability—able to clearly articulate value and differentiation.

Benefits

• 23 days’ holiday (rising to 27) with the opportunity to buy extra leave.
• Company matched pension, life assurance, a cycle2work scheme, 15 weeks’ fully paid maternity, adoption and shared parental leave, paternity pay of two weeks…and plenty more.
• Voluntary benefits designed to suit your lifestyle – from discounts on retail and socialising, to health & wellbeing, travel and technology.
• The opportunity to take a paid day out of the office, volunteering for our charity partners or a cause of your choice.
• Access to our Employee Network Groups, which represent every strand of diversity and allow colleagues to connect and learn from each other on an open, inclusive platform.