Business Development Director

XTEND


Date: 2 weeks ago
City: Swindon
Contract type: Full time
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.

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