Senior Business Development Manager - Contenta

RWS is seeking a high-impact Business Development Manager (BDM) to drive growth across our Contenta portfolio in the United States—covering Aerospace, Defense, Government agencies, and key commercial aviation programs.

This role replaces a long-tenured BDM and represents a strategic opportunity to bring modern energy, discipline, and customer empathy into our US growth engine. You will work directly with senior leadership (Divisional President & GM, Product, Marketing, and Services leads), focusing on expanding our footprint with new programs, new defense platforms, and organizations modernizing their technical publications and sustainment ecosystems.

This includes both modern S1000D Cloud deployments and legacy-specification programs through Contenta MultiSpec, our toolkit for ATA, MIL-SPEC, and early S1000D support—critical for customers with legacy fleets, mixed environments, or replace-as-is system upgrades. 

About Contenta
 

Our publishing suite for S1000D is an industry-proven publishing solution for technical content writing, digital publishing solutions and technical documents templates, all with functionality optimized for each step of your content publishing process.

Key Responsibilities

Business Development & Pipeline Growth

• Own and grow a pipeline across US Aerospace & Defense, Government, and commercial aviation accounts.
• Identify and qualify opportunities for:
• Contenta Cloud S1000D (modern CSDB)
• Contenta MultiSpec (ATA, MIL-SPEC, early S1000D, toolkit-based workflows)
• LiveContent Anywhere (IETP/IETM modernization)
• XPP Publisher, Supplier Hub, Contenta Connect
• Target programs undergoing documentation modernization, sustainment transformation, or legacy system replacement.

Customer Engagement & Trusted Advisor

• Elevate conversations beyond tech pubs—engage program managers, sustainment engineering, logistics, and leadership.
• Help customers understand modernization pathways, including:
• migration from legacy specifications to S1000D
• replace-as-is system transitions using Contenta MultiSpec
• viewer modernization across legacy and S1000D families.
• Work closely with Solutions Consulting to tailor demos and modernization roadmaps.

Sales Execution

• Act as a trusted advisor, guiding customers through modernization strategies while coordinating with Solutions Consulting, Product and Leadership teams – focused on long-term outcomes, not transactional sales.

• Drive disciplined opportunity management: clear next steps, CRM hygiene, and forecasting accuracy.
• Coordinate pre-sales and services teams across complex evaluations and migrations.
• Lead commercial structuring aligned to customer procurement modes (term license, PS-based builds, legacy system replacement).
• Own RFPs, proposals, and negotiations with support from Product and Legal.

Strategic Expansion

• • Build account influence maps and expand stakeholder reach within:
    • USAF, US Navy, Army, DoD/DoW integrators
    • Commercial Aviation (Boeing, Bombardier, Gulfstream), MROs
    • Major primes adopting S1000D or modernizing legacy fleets
  • Promote Contenta MultiSpec as a modernization bridge for ATA/MIL-SPEC-heavy operators and legacy system replacement.

Skills & Experience

• 2-4 years of experience in B2B SaaS sales
• Proven ability to support sales cycles involving multiple stakeholders and complex requirements
• Familiarity with enterprise procurement processes and buying journeys
• Experience contributing to deals with longer sales cycles and cross-functional decision-makers
• Strong communication and interpersonal skills with a consultative approach to customer engagement
• Self-motivated and comfortable working in a hybrid or remote-first team environment
• Bachelor’s degree preferred

What success looks like

• Demonstrated command of complex accounts (programs, influence networks, buying paths).
• Strong, predictable pipeline creation across both new S1000D and legacy-spec opportunities.
• Trusted advisor status with defense and aviation customers.
• Turning evaluations into structured procurement processes.

Base Pay

$100,000 - $150,000 / year

Actual rate of pay may vary based on factors including, but not limited to: position offered, location, education, training, and/or experience. Total compensation may also include variable incentives, bonuses, benefits, and/or other perks, as outlined in any formal offer made. 

Our purpose is to unlock global understanding. This means our work fundamentally recognizes the value of every language and culture. So, we celebrate difference, we are inclusive and believe that diversity makes us strong. We want every employee to grow as an individual and excel in their career. 

In return, we expect all our people to live by the values that unite us: to partner, putting clients fist and winning together, to pioneer, innovating fearlessly and leading with vision and courage, to progress, aiming high and growing through actions and to deliver, owning the outcome and building trust with our colleagues and clients.

RWS embraces DEI and promotes equal opportunity, we are an Equal Opportunity Employer and prohibit discrimination and harassment of any kind. RWS is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RWS are based on business needs, job requirements and individual qualifications, without regard to race, religion, nationality, ethnicity, sex, age, disability, or sexual orientation. RWS will not tolerate discrimination based on any of these characteristics. 

RWS Values 

Get the 3Ps right – Partner, Pioneer, Progress – and we´ll Deliver together as RWS.

Recruitment Agencies: RWS Holdings PLC does not accept agency resumes.  Please do not forward any unsolicited resumes to any RWS employees.  Any unsolicited resume received will be treated as the property of RWS and Terms & Conditions associated with the use of such resume will be considered null and void.