Janes
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Sales Director, Defense Market - DoW
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Janes empowers military, government, and defense leaders to act with confidence in an increasingly complex world. Our trusted defense, 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 analyze threats, accelerate decisions, and stay ahead of emerging challenges.
Janes is the leading global provider of open-source intelligence and data, providing timely information to customers in the Intelligence Community (IC), the Department of War (DoW), and the aerospace, defense, and security (AD&S) industries. Janes unique offering is a recurring subscription data service including Data as a Service integrations, an online web-portal and offline solutions that enable customers to view, collate, analyze, connect and download the world’s largest collection of unclassified defense industry data, intelligence, and news.
Janes continues to expand in the US market, focusing on being the preferred choice of open-source foundational military intelligence. Janes has also developed a unique tradecraft capability which enables it to provide unparalleled insight for its customers. Janes has recently made technology investments to develop a knowledge graph that supports its new online experience and API providing customers with a powerful set of tools to integrate and connect Janes data with other data sources and advanced technology programs within national security environment.
Role purpose
To drive expansion in the US and Americas markets, Janes is seeking a high-caliber, driven professional comfortable with selling subscription-based products, enterprise-wide solutions, data content and services to elements of the Department of War (DoW).
Janes is searching for a highly capable Director of Sales, to be part of a strategic business growth initiative focusing on selling to the Office of the Secretary of War (OSW), Joint Staff (JS), and the offices and organizations in the DoW that aren’t aligned with a specific service branch. This role will have an account management responsibility while also collaborating and working with other sales directors currently selling capabilities to these strategic customers. 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 and Americas business.
Reporting into the Vice President of Sales, you will take responsibility for the assigned customer portfolio specifically focused on building a continuous pipeline and executing the capture of sales opportunities to grow your customer portfolio. Additional territory may be assigned as needed based on opportunities and demand signal. 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.
How you will contribute at Janes
- Identify and engage with key decision makers across the DoW, OSW, and JS developing strong relationships and leads for the business growth
- Own existing assigned business in territory, ensuring new business, renewals and targeted uplift for year-over-year growth
- Develop strategy for new business pursuits and shaping future opportunity
- 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 needs of the DoW - their missions and challenges, 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 a sales pipeline through disciplined sales and business development activity with a focus on revenue recognition to ensure both near (12-18 month) and long term (2+ year) growth within the DoW market segment
- Continuously manage and focus on accurate forecasting, pipeline and closure of opportunities
Requirements
- A proven track record of enterprise-wide selling in software solutions, technology data and/or services within the above identified customer segments.
- Demonstrable experience in interacting at a mid to senior level across the various Command components.
- Previous experience of building relationships within DoW, OSW, JS, and other defense organizations.
- Understanding their mission needs and how to connect the value of Janes offerings to their goals.
- Previous experience of interacting with Industry partners in the DoW community and understanding their business needs and pipeline/portfolios.
- Five to ten years of sales experience with a track record of closing large, complex deals - within the defense markets.
- Ability to work with a global team across business functions, including marketing, customer success, and product teams.
- 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).
- Travel: 25%
Preferred experience
- At least 5 years of sales experience selling to or operational experience in the OSW, JS, or DoW.
- Experience in using Salesforce to qualify leads, document opportunity progress to closure, and produce forecasts and progress reports.
- Experience working with and/or selling open-source data or complex software.
- Security Clearance is a plus.
Benefits
- 20 days vacation
- 9 days flexible time off
- 12 paid holidays
- Paid parental leave
- Health insurance (medical, dental and vision)
- 401k retirement plan with company match and immediate vesting
- Hybrid work schedule/flexibility
- Company paid life and disability insurance
- Healthy Half
- Volunteering time
- Weekly fresh fruit delivery (we just started this and people are liking it)!
- Learning & Development opportunities
Salary Range:
Base salary range: $110,000 – $170,000 per year.
Compensation at Janes is determined by factors such as job responsibilities, education, certifications, experience, skills, internal and external equity, clearance level (if applicable), market data, organizational requirements, applicable employment laws, and location. Additional compensation may include an annual bonus or monthly commission, subject to the terms of these plans.
Janes is an Equal Opportunity Employer-Veterans/Disabled. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
This position is classified as Exempt under the Fair Labor Standards Act (FLSA).
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
Ready to apply?
Apply to Janes
Student Customer Success Support Administrator (Part Time)
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Janes empowers military, government, and defense leaders to act with confidence in an increasingly complex world. Our trusted defense, 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 analyze threats, accelerate decisions, and stay ahead of emerging challenges.
Job purpose:
We are seeking a part‑time Student Customer Success Support Administrator to join our Customer Success (CS) team based in our Arlington, Virginia office. This role is specifically designed for master's or post‑graduate students who wish to gain structured, real‑world experience in Customer Success, customer enablement, and account support alongside their academic studies working with customers in the National Security, Military, Defense Industry and Academic sectors.
The role will focus on building and maintaining customer training materials, supporting the wider Customer Success team, and providing hands-on support to a portfolio of smaller or lower‑complexity customer accounts. The position offers practical exposure to Customer Success operations, customer engagement, and cross‑functional collaboration.
This part-time role is 16 hours/week and work will be performed in Janes Arlington, VA office during business hours (8am to 5pm) Monday - Friday. Specific schedule can be flexible depending on student's academic commitments.
How you will contribute at Janes:
- Create, update, and maintain customer training materials, including:
- Slide decks and onboarding guides
- User documentation and FAQs
- Short how-to guides and reference materials
- Videos and other interactive media to support customers onboarding and training.
- Support preparation of training sessions, demonstrations, and workshops
- Ensure materials are clear, accurate, and aligned with customer needs and product capabilities.
- Work closely with the Product teams to ensure all new features and releases are reflected in customer facing documentation and training materials.
- Help track customer engagement activities and follow-ups and ensuring SF engagements are up to date.
- Support internal documentation and Customer Success processes
- Collaborate with team members to improve onboarding and overall customer experience
- Provide Customer Success support to a portfolio of smaller or lower complexity accounts, this includes outreach and invites to the webinar programmes.
- Maintain accurate records of customer interactions and outcomes
The ideal skills and experience for this role are:
- Current Master’s or postgraduate student
- Strong written and verbal communication skills
- Highly organized with strong attention to detail
- Comfortable working with documents, presentations, and basic data
- Interest in Customer Success, customer experience, or customer facing roles
- Interest in Defense, Geopolitics or adjacent markets.
- Advanced MS Office skills (Word, Excel, PowerPoint)
- Prior internship or work experience in customer facing, research, or support roles
- Familiarity with SaaS, data, research, or analytics driven products
Benefits
- 20 days vacation (pro-rated for part-time employees)
- 9 days flexible time off (pro-rated for part-time employees)
- 12 paid holidays (pro-rated for part-time employees)
- 401k retirement plan with company match and immediate vesting
- Weekly fresh fruit delivery
- Learning & Development opportunities (LinkedIn Learning, Mentoring)
Janes is an Equal Opportunity Employer-Veterans/Disabled. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
This position is classified as Exempt under the Fair Labor Standards Act (FLSA).
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
Ready to apply?
Apply to Janes
Product Manager - Head of Channels and Platforms
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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:
The purpose of the Head of Platforms and Channels Product Manager role is to define, own, and evolve Janes’ platform and distribution channel strategy and requirements to ensure our products are scalable, reliable, and consistently deliver value to customers across all touchpoints.
This role is accountable for the product vision and roadmap of core platforms and customer-facing channels, driving customer renewal rates, sales, and satisfaction.
The Head of Platforms and Channels Product Manager is a senior member of the Product team, reporting to the Chief Product Officer (CPO). The role works closely with Technology, Research, Sales, and Customer Success to align platform capabilities and channel experiences with business strategy, customer needs, and long-term growth objectives.
How you will contribute at Janes:
Success in the Head of Platforms and Channels Product Manager role includes:
- Using customer feedback, usage data, and business metrics to guide prioritisation and continuous improvement
- Defining and owning the vision and roadmap for Janes’ core platforms and customer channels, aligned with company strategy
- Leading discovery and prioritisation to ensure platform capabilities support multiple products, teams, and customers at scale
- Ensuring customer-facing channels (including online and offline delivery) deliver a consistent, reliable, and intuitive experience
- Partnering closely with Engineering to translate strategy into clear, actionable product requirements and delivery plans
- Establishing product standards, governance, and ways of working for platforms and channels across the Product organization
- Supporting Sales and Customer Success by ensuring platforms and channels enable commercial goals such as renewals, upsell, and retention
- Communicating platform and channel performance, progress, and risks clearly to the CPO and senior stakeholders
- Representing platform and channel strategy in leadership forums and contributing to Board-level product discussions as required
The ideal skills and experience for this role are:
- Significant experience (10+ years) in Product Management, including ownership of online and offline channels
- Proven experience defining and delivering product strategy and roadmaps for complex, multi-team environments
- Strong understanding of platform product management, including scalability, reuse, and internal customer needs
- Experience in customer migrations off technical debt and retiring platforms
- Experience working closely with Engineering teams, writing user stories and working with Engineering to implement.
- Strong stakeholder management skills, with the ability to influence at senior and executive level (including the CPO and CTO)
- Ability to use data, metrics, and customer insights to inform prioritisation and decision-making
- Excellent communication skills, including the ability to clearly articulate strategy and trade-offs
- High attention to detail combined with the ability to think strategically and long term
- Experience in B2B, data, intelligence, or SaaS products is highly desirable
Benefits
- 27 days of annual leave
- Healthy half (0.5 day leave every 6 months for wellbeing)
- Leave- study/ volunteer/ reserve forces
- Pension plan (6% employer contribution)
- Private medical insurance – BUPA
- Maternity (100% of basic salary for the first 26 weeks followed by Statutory Maternity Pay)
- Paternity (100% of basic salary for 6 weeks)
- Life cover
- Access to an on-site gym
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
Ready to apply?
Apply to Janes
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