Director of Sales- DIA

  • Janes
  • Arlington County, Arlington, VA, USA
  • 22 May, 2023
Full time Sales

Job Description

Janes is the leading global provider of open-source intelligence and data, providing timely information to customers in the Intelligence Community, the Department of Defense, and the aerospace, defense, and security (AD&S) industries. Janes unique offering is a recurring subscription data service including both an online web-portal and offline solutions that enable customers to view, collate, analyze, connect and download the world’s largest collection of industry data, intelligence, and news.

Janes continues to expand in the US market, focusing on being the preferred choice of open source defense intelligence. Janes has also developed a unique tradecraft capability which enables it to provide unparalleled insight for its customers. Janes has recently developed a new product called Intara, using Artificial Intelligence and Machine Learning capabilities through cloud-based technology providing customers with a powerful tool to integrate and connect Janes data with other data sources and advanced technology programs within national security.

To drive this US expansion Janes is seeking high calibre, driven professionals comfortable with selling enterprise wide software solutions, data and services, and with experience working with or for the IC, DoD, and the supporting industries.

Janes is searching for a highly capable Director of Sales, to be part of a strategic business growth initiative focusing on the Defense Intelligence Agency (DIA) and its supported customers across North America and overseas. This is a key role allowing the successful candidate to implement a clear go-to-market strategy, delivering huge value to our customers, and therefore driving growth in our US Federal business.

Reporting into the Vice President of Sales, you will take responsibility for the Defense Intelligence Agency customers, building a continuous pipeline and leading in the capture of sales opportunities. This is a highly visible role providing great freedom, challenge and accountability, within a growing and dynamic team, focusing on the growth of our key market and strategic main effort for our business.


  • Identify and engage with key decision makers in the Defense Intelligence Agency and the defense intelligence community developing strong initial leads for the business
  • Build strong customer relationships which deliver year on year value for the business
  • Build strong internal relationships to ensure customers receive maximum value from Janes
  • Couple your knowledge of Janes products and propositions along with your strong understanding of the DIA mission and the needs of the Agency’s end users, to continuously position Janes at the forefront of customer decision making processes
  • Collaborate with the wider Sales team to relentlessly focus on strong lead generation, building value for the business
  • Build your sales pipeline through disciplined sales and business development activity with a focus on revenue recognition
  • Continuously manage and focus on accurate forecasting, pipeline and closure of opportunities


Required experience:

  • A proven track record of enterprise wide selling in software solutions, technology data and/or services.
  • Demonstrable experience of interacting at mid to senior levels within DIA and the warfighting elements it supports
  • Previous experience of interacting with the Intelligence Community and the Defense Intelligence Agency in understanding their mission and supporting their needs.
  • 5-10 years sales experience with a track record of closing large and complex deals.
  • Demonstrable experience of leveraging product, service and operational capabilities and insights for competitive advantage.
  • Outstanding oral and written communication skills
  • Proficiency with MS applications required (Excel, Word and PowerPoint).

Preferred experience:

  • 5 years sales experience, in information and insight solution sales into the Defense Intelligence Agency, national security and/or defense customers.
  • Experience with DIA’s programs such as MARS, MIDB, and MEPED
  • Experience of using Salesforce to maintain leads, tracks progress to closure, and produce progress reports.
  • TS Security Clearance is a plus.