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Valarian is a Series A-funded dual-use technology company (backed by $50M from NEA) building AI infrastructure for secure government and enterprise use. The company provides control systems that enable frontier-class AI to operate safely within secure boundaries, supporting mission-critical workflows across government, healthcare, and regulated enterprise.
As Business Development Manager - Defence, you will lead Valarian's strategy and execution in the defence market, reporting directly to the Head of Delivery. This is a hands-on leadership role combining strategy, architecture, and execution across government, primes, integrators, and end users.
Key responsibilities include:
- Defining and executing Valarian's defence business development strategy
- Building and maturing the defence market posture, including security clearances and UK Government Security Classifications
- Designing and implementing a scalable go-to-market approach across government, primes, integrators, and end users
- Collaborating with Product and Engineering to ensure offerings are positioned and built for defence customers
- Developing BD playbooks, standards, and processes for defence sales
- Leading opportunity management, account mapping, and pipeline generation
- Owning bid and proposal development, capture management, and RFI/RFP responses
- Building and maintaining relationships with primes, system integrators, government stakeholders, and industry bodies
- Managing audits, certifications, and engagement with external assessors and procurement teams
- Setting metrics and reporting for pipeline, win rates, and market penetration
- Hiring, developing, and leading a small, high-performing defence BD team
The company operates on an office-first hybrid model with regular gatherings in the London office. Valarian was founded by veterans of the Ministry of Defence, British Forces, Darktrace, and elite engineering backgrounds, with a mission to safeguard western democracy through frontier AI infrastructure.
Requirements:
- Proven experience leading in BD, defence, government, or highly regulated B2G/B2B environments
- Deep knowledge of defence procurement and winning in it
- Hands-on experience with capture management, bid and proposal development
- Experience managing an ecosystem of primes, integrators, government stakeholders, and partners
- Practical experience with defence assurance and compliance, including UK Government Security Classifications and procurement frameworks
- Strong understanding of account mapping, stakeholder engagement, and long sales cycles
- Experience using CRM and pipeline management tools
- Track record of building go-to-market capability from scratch in high-growth environments
- Ability to balance compliance and security requirements with speed to market
- Excellent stakeholder management and communication across technical, commercial, and executive audiences
- Experience building or scaling BD/sales teams, or readiness to do so
- Security clearance preferable but not essential
- Background is secondary to mindset; the company seeks someone prepared to hustle, learn the defence landscape fast, and own outcomes
