Sales Manager

21 hours ago

Lincoln, Lincolnshire, United Kingdom Insignis Talent Full time

Location: Client head office (Lincoln) with regular travel to customer sites and trade shows.

Salary: Competitive + Bonus scheme

Type: Full-time (office based)

Client is a growing specialist in SIGINT and counter-drone (C-UAS) solutions for defence, aviation and critical national infrastructure. They design and deliver rugged, field-proven hardware and integrated services to commercial and public-sector customers. As we scale sales across the UK and international markets, looking for a commercial leader who can turn technical capability into repeatable revenue.

Role overview

Working into the Head of Sales and Marketing, a commercially driven Sales Manager to own and grow regional and vertical accounts, convert pipeline into wins, and develop partner channels for SIGINT and C-UAS solutions.

Key responsibilities

· Own sales for assigned territory / verticals (defence, airports, prisons, CNI), end-to-end:

o prospecting, qualification, quoting, negotiation and close.

· Manage a pipeline using CRM (Salesforce or similar); support delivery of accurate monthly forecasts.

· Lead tender responses and commercial input to capture plans (PQQs, ITTs, proposals).

· Build and manage strategic customer relationships (MOD, airport operators, integrators, prime contractors).

· Develop channel and reseller partnerships.

· Coordinate with engineering, product and delivery teams to ensure solution fit and smooth handover.

· Represent Metis at shows, demos and customer briefings; run product demonstrations.

· Meet and exceed quarterly sales targets and agreed KPIs.

Essential experience & skills

· Experience operating or selling C-UAS, radar, EO/IR, communications or ISR systems.

· B2B sales experience in defence, aerospace, security or critical infrastructure.

· Proven track record selling technical hardware + services (systems, sensors, integrated solutions).

· Strong tendering/proposal experience and commercial negotiation skills.

· Excellent stakeholder management – able to influence technical and procurement audiences.

· Comfortable presenting technical solutions to senior customers and at events.

· Competent with CRM tools and MS Office.

· Full UK driving licence; willingness to travel frequently (UK & occasional international travel).

· Right to work in the UK.

Desirable (would add value)

· Familiarity with MOD procurement routes, NPSA/CPNI guidance, and basic cyber/secure-by-design concepts (e.g., NIST frameworks).

· Existing relationships within airports, MOD units, security integrators or CNI operators.

· Security Clearance (SC) or eligibility to obtain.

What success looks like (KPIs)

· Achieve/exceed quarterly sales targets and hit annual revenue plan.

· Pipeline growth and pipeline-to-win conversion rate improvements.

· Number of strategic accounts activated, and number of partners onboarded.

· Accurate monthly forecasting and short sales cycles on defined opportunities.

What we offer

· Competitive base salary + commission structure.

· Private medical, pension contributions.

· 25 days annual leave (plus bank holidays).

· Training & development budget; opportunities for career progression.

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