Senior Business Development Manager

Janes empowers military, government, and defence leaders to act with confidence in an increasingly complex world. Our trusted defence, security, and geopolitical information delivered through seamless digital platforms and system integrations—turns overwhelming data into clear, actionable intelligence and insight. By filling critical information gaps, Janes helps customers analyse threats, accelerate decisions, and stay ahead of emerging challenges. JOB PURPOSE An exciting role has arisen for a high calibre solution-focused Senior Business Development Manager to join the EU Sales Team driving expansion through existing accounts and new opportunities within the Netherlands. We are seeking a highly driven professional that will need to be comfortable selling data-centric intelligence products and services to new customers within Government, Defence and National Security sectors.  The incumbent will operate as a key component of the European Sales Team, identifying prospects, driving campaigns and new business plans and existing account plans to generate a substantive pipeline that delivers revenue growth (annual contract value) in line with or ahead of personal quotas. In addition to direct sales, the Senior Business Development Manager’s role will also include market expansion through close collaboration and leveraging opportunities within the partner ecosystem. HOW YOU WILL CONTRIBUTE AT JANES * You will report to the Senior France and Benelux Territory Lead, on a diverse and complex problem-set that requires analysis of multiple factors within a defined sales framework. * You will bring Defence digital or intelligence experience, a keen knowledge of Defence’s intelligence and/or digital operating model, an active network, business acumen and an understanding of solution selling. * You will possess the network to engage with key powerbrokers, influencers and stakeholders and be able to build trusted and enduring relationships across the territory. * Through the adoption of Janes Sales Methodology and Processes, you will proactively manage your sales pipeline to produce accurate forecasting and, ultimately, new business growth. * You will work alongside European Business Development colleagues, Customer Success Managers, Product, Marketing and Demand Generation co-workers to create and manage lead-generation and customer outreach action plans within defined segments to identify and deliver new business and growth both near term (12-18 months) and long term (2+ years). * You will provide insight to customer decision-making through the articulation of Janes Value Proposition. * You will value the need to take the time to understand the client's individual needs and to tailor solutions to their requirements. * Travel required within Territory  THE IDEAL SKILLS AND EXPERIENCE FOR THIS ROLE ARE * Proven sales/business development experience within Defence Industry and National Security environments. * High level of subject knowledge, expertise and networks within the European Defence Industry and/or National Security sectors. * Previous experience of interacting with industry partners in the defence community and understanding of their business needs and pipeline/portfolios. * An understanding of the generic challenges faced by analysts within Defence and National Security sectors. * Knowledgeable on Defence procurement processes. * Strong oral and written communication skills. Well organised, flexible, resilient and a positive self- starter mind-set. * Capability to develop and articulate an understanding of Janes Group UK Limited value proposition. * Relevant university degree or equivalent combination of education and experience. * Security Clearance a distinct advantage. * Fluent in both Dutch and English (additional languages advantageous) * Location – Netherlands (remote) BENEFITS * 27 days of annual leave    * Healthy half (0.5 day leave every 6 months for wellbeing)  * Leave – study / volunteer / reserve forces / sick  * Monthly medical allowance  * Pension scheme (16% employer contribution)  * Learning & Development opportunities (LinkedIn Learning, Mentoring, Internal courses etc.)  Due to the nature of this role, the successful candidate must be eligible to obtain and maintain a Dutch government security clearance.   ----------------------------------------------------------------------------------------------------------------------------------   LIFE AT JANES We believe Janes is truly a great place to work. Our values and leadership code drive everything we do, and we understand that the right behaviours and culture will always result in the best outcomes for our customers, our colleagues, our shareholders, and our business. We provide a supportive, stretching, and dynamic environment with the ability for you to grow rapidly, both personally and professionally. Janes is an inclusive and equal opportunities employer and encourages applications regardless of age, race, disability, religion / belief, sexual orientation, gender reassignment, marriage or civil partnership, pregnancy/maternity, or gender. Although this role is advertised as full time, Janes believed that flexibility at work can provide many significant benefits both to our colleagues and the business. We already work in a hybrid style across all offices and regions and can support different ways of working and offer different flexible working arrangements. So, if you are interested and have any requirements or needs in the way you would like to work, please apply, and speak to us about this.  We will always consider part time or flexible applications Job Applicants - Privacy Policy Know your rights document

The company Small businesses move fast. Opportunities often don’t wait, and cash flow pressures can appear overnight. To keep going, and growing, SMEs need finance that’s as flexible and responsive as they are. That's why we built iwoca. Our smart technology, data science and five-star customer service ensures business owners can act with the speed, confidence and control they need, exactly when it's needed. We’ve already cleared the way for 100,000 businesses with more than £4 billion in funding. Our passionate team is driven to help even more SMEs succeed, through access to better finance and other services that make running a business easier. Our ultimate mission is to support one million SMEs in their defining moments, creating lasting impact for the communities and economies they drive. We’re looking for a Senior Business Development Manager in iwocaPay (Hybrid role) We are seeking an experienced, strategic, and results-driven person to join our team. Building on the core BDM responsibilities of identifying, engaging, and onboarding mid market UK B2B suppliers. The Senior BDM operates at an elevated level - driving strategic direction, mentoring junior team members, and shaping the overall sales function. The ideal candidate will have a proven track record in senior-level business development, deep expertise in the e-commerce and fintech landscape, and the ability to lead from the front. The team iwocaPay works with sellers to offer innovative Trade Credit and BNPL solutions for business customers. Those merchants are essential to our success as we need them to offer iwocaPay to their customers who in turn use us to spread the cost of their purchase. The role * Seller Acquisition & Strategy: Lead and evolve the approach to identifying and prospecting mid market UK B2B suppliers * Relationship Building: Build and maintain strong, senior-level relationships with key stakeholders in e-commerce businesses, including Managing Directors, and C-suite contacts, by creating urgency and trust. * Consultative Selling: Speak with skill, passion, and effectiveness across different buyer personas, frequently adapting the pitch to demonstrate a genuine understanding of prospects’ needs, including complex or uncertain scenarios. * Onboarding and Support: Guide sellers through the onboarding process with precision and adaptability, ensuring a smooth integration with iwocaPay. Facilitate seamless handoffs from sales to key account managers, so sellers progress through launch activities and activate without friction or delays. * MEDDIC Framework: Demonstrate a strong grasp of the MEDDIC framework, consistently applying it to inform decisions on prospect engagement and coaching the team on how to better leverage the method. * Team Development: Participate in and host sales call listening sessions to help train and develop junior team members. Lead from the front in identifying operational gaps and assembling the appropriate training resources and solutions. The requirements * At least 3-5 years in sales roles (ideally in the fintech space), selling complex products and services to senior stakeholders * Have the ability to multi-thread effectively - building deep product knowledge across multiple buying personas and navigating complex organisational structures to engage the right stakeholders at the right time * Be comfortable working within a defined ICP framework - able to quickly qualify and prioritise the right opportunities, ensuring time and energy is focused on accounts most likely to convert and deliver long term value * Demonstrate a strong track record of not only meeting, but consistently exceeding KPIs and inspiring the wider team to do the same * Demonstrates curiosity to use and learn more about AI tools. You'll already be comfortable using AI tools in practical ways - for example, researching prospects, drafting communications, or synthesising market information - showing good judgement about when to use them and the ability to explain the reasoning behind that use. * Be smart, perceptive, nimble, and proactive - you pay attention to detail and always start with the question "Why?" * Be humble - willing to help others, a team player, responsible, and critical of yourself, not just others * Be motivated, enthusiastic, and highly committed, with an entrepreneurial spirit that thrives in a dynamic, ever-changing environment * Be resilient - you stand tall even in the toughest times * Have a growth mindset - you strive for continuous improvement and always push yourself and your team to be better The salary We expect to pay from £55,000—£65,000 + monthly performance related bonus for this role. But, we’re open-minded, so definitely include your salary goals with your application. We routinely benchmark salaries against market rates, and run quarterly performance and salary reviews. The culture At iwoca, the best idea wins. We model our culture on independent thinking, challenging untested logic, and evidence-based decisions. We prioritise learning and growth, and give people the autonomy to develop in the direction that makes them most effective. We're a tech company and believe in the power of AI to help us work faster and better. We provide the infrastructure where every iwocan always has access to the best models and where those models have access to all of our data. We will help our people to learn how to use and grow with the new tools available to them. The offices We put a lot of effort into making iwoca a great place to work: * Offices in London, Leeds, Berlin, and Frankfurt with plenty of drinks and snacks. * Events and community-led groups, including running groups, padel, and monthly ping-pong and pool competitions. The benefits * Flexible working hours. * Medical insurance from Vitality, including discounted gym membership. * A private GP service (separate from Vitality) for you, your partner, and your dependents. * 25 days’ holiday per year, an extra day off for your birthday, the option to buy or sell an additional five days of annual leave, and unlimited unpaid leave. * A one-month, fully paid sabbatical after four years. * Instant access to external counselling and therapy sessions for team members that need emotional or mental health support. * 3% Pension contributions on total earnings. * An employee equity incentive scheme. * Generous parental leave and a nursery tax benefit scheme to help you save money. * Electric car scheme and cycle to work scheme. * Two company retreats a year: we’ve been to France, Italy, Spain, and further afield. And to make sure we all keep learning, we offer: * A learning and development budget for everyone. * Company-wide talks with internal and external speakers. * Access to learning platforms like Treehouse. Useful links: * iwoca benefits & policies