Client Overview
Our client is a European technology company delivering advanced Command and Control solutions into defence and security organisations across the UK and Europe. As part of their growth strategy, they were looking not just to hire a Sales Director, but to begin building a specialist commercial capability aligned to defence customers.
The Challenge
We were engaged on an exclusive basis to appoint a Sales Director capable of driving revenue across the UK and European MoD and NATO defence markets.
The requirement went beyond a typical sales hire. The client needed someone who could:
- Bring first hand operational defence experience
- Understand control room environments and mission critical decision making
- Translate that experience into commercial sales within the C2 space
- Leverage an existing network across defence organisations in the UK and Europe
The talent pool was highly niche, particularly for individuals combining ex military operational experience with proven commercial success.
Our Approach
We delivered a targeted executive search aligned with our consultative and data driven methodology
Following a detailed discovery, we defined a clear hiring strategy focused on ex military professionals who had transitioned into commercial roles within Command and Control, defence technology, and adjacent sectors.
We conducted market mapping across defence primes, C2 vendors, and individuals with control room backgrounds from the Royal Navy and other services. Using a multi channel outreach strategy and our network, we engaged passive candidates with the right blend of operational credibility and commercial capability.
This search also laid the groundwork for a broader talent strategy, identifying a pipeline of similar profiles to support future hires.
The Outcome
We successfully delivered a high quality shortlist and secured a Sales Director with a highly relevant and differentiated background.
The appointed candidate brought:
- Former Royal Navy experience with hands on control room operations
- Strong commercial track record selling Command and Control solutions
- Established relationships across defence stakeholders in the UK and Europe
- The ability to engage both operational users and senior procurement decision makers
Their profile aligned precisely with the client’s need to bridge operational understanding with commercial growth.
Results & Impact
- Immediate credibility within defence environments due to operational background
- Accelerated access to key stakeholders across UK and European markets
- Strengthened commercial capability within the C2 domain
- Creation of a mapped talent pipeline of ex military, control room, and defence commercial professionals
Building a Specialist Defence Capability
Beyond the hire itself, this engagement enabled the client to begin building a defence focused commercial team, centred around individuals with:
- Ex military backgrounds
- Control room or mission critical operational experience
- Commercial capability within defence technology markets
This approach ensures long term success by combining domain credibility with revenue driving capability, particularly in relationship led and trust driven environments.
Why Opus Resourcing
This search highlights our ability to deliver niche, high impact hires while also supporting longer term talent strategy. Our consultative, insight led approach allows us to identify and engage highly specialised profiles that are not accessible through traditional recruitment methods
We partner closely with clients to build teams, not just fill roles, particularly in complex and security sensitive markets.