Job Details

Sales Director - DB Administration

Capita Pension Solutions Ltd (CPSL) as part of the Capita Experience Division strives to deliver better outcomes for clients, members, and colleagues. We have grown year on year for the last five years through new logo sales but predominantly organic on account sales, and we are not stopping there. We are targeting aggressive growth over the next five years and have digital, operational, and structural plans in place to support it. We are seeking a high-impact, commercially driven Sales Director to lead the origination and conversion of large Defined Benefit (DB) pensions outsourcing opportunities, with a particular focus on run-on schemes.

This role is pivotal in building and converting a sustainable pipeline of high-value opportunities by developing deep, trusted relationships across the trustee ecosystem. You will operate at the most senior levels of the market—partnering with professional trustees, influencing third-party evaluators (TPEs), and shaping client strategy—to secure long-term outsourcing mandates. Success in this role will be defined not just by revenue, but by your ability to create demand, influence outcomes, and consistently win in a competitive and relationship-led market.

Key Responsibilities

• Develop and execute a targeted sales strategy focused on large DB schemes pursuing a run-on strategy.
• Build a high-quality, sustainable pipeline of outsourcing opportunities across priority segments.
• Identify early-stage opportunities and position the business ahead of formal procurement processes

Industry Network & Relationship Development

• Establish and maintain deep relationships with:
• Professional Trustee firms
• Scheme Trustees and Chairs
• Third Party Evaluators (TPEs) and independent advisers
• Employee Benefit Consultants and wider intermediaries
• Act as a recognized and credible voice within the DB pensions market, leveraging network influence to create and shape opportunities.
• Represent the organization at key industry forums, events, and thought leadership platforms.

Deal Leadership & Conversion

• Lead complex, high-value sales processes from origination through to contract signature.
• Own the full sales lifecycle including:
• Opportunity qualification
• Bid strategy and positioning
• Commercial structuring and negotiation
• Final conversion and contract close
• Navigate long sales cycles with multiple stakeholders, maintaining momentum and strategic clarity throughout

Pipeline Growth & Management

• Drive disciplined pipeline management, ensuring strong coverage against revenue targets.
• Maintain clear visibility of opportunity progression, risks, and conversion strategies.
• Implement structured qualification frameworks to prioritize winnable deals

Internal Stakeholder Leadership

• Act as the central orchestrator for large deal pursuits, aligning:
• Client Relationship teams
• Proposition and Product specialists
• Operations and delivery leads
• Commercial, pricing, and legal teams
• Build and lead high-performing bid teams to deliver compelling, differentiated proposals.
• Ensure alignment between client needs, commercial objectives, and operational deliverability

Strategic Positioning & Thought Leadership

• Contribute to the evolution of the organization's DB run-on proposition, ensuring it resonates with trustee priorities.
• Translate market insight into actionable sales strategies and messaging.
• Champion a client-centric approach, ensuring solutions are grounded in trustee and member outcomes.

What are we looking for

• Proven track record of winning large, complex outsourcing or administration deals within the DB pensions market.
• DB scheme dynamics and run-on strategies
• Trustee decision-making processes
• The role and influence of TPEs and professional trustees
• Demonstrable experience managing long, multi-stakeholder sales cycles with high deal values.

Relationships & Network

• Strong, established network across:
• Professional trustee community
• TPEs and advisers
• Key industry influencers
• Credibility to engage and influence at Board and Trustee level

Commercial & Sales Leadership

• Highly commercial mindset with a strong drive to win.
• Ability to shape and close deals in competitive environments.
• Skilled in negotiation, pricing strategy, and deal structuring.
• Exceptional stakeholder management and influencing skills.
• Ability to lead cross-functional teams in high-pressure bid environments.
• Strong communication and storytelling capability—able to clearly articulate value and differentiation

Personal Attributes

• Relentless in pursuing opportunities and converting them into wins.
• Strategic thinker with strong execution discipline.
• Resilient and comfortable operating in long-cycle, high-stakes environments.
• Passionate about improving outcomes for schemes and their members

About Capita Pension Solutions

At Capita Pension Solutions (CPS) we continue to grow and evolve our Strategy & Product function. We are at another exciting point in that evolution, defining and executing CPS's strategic goals as well as developing the next generation of market leading Products and Services. We have ambitious objectives and plans for 2026 and beyond.

What's in it for you?

• 23 days' holiday (rising to 27) with the opportunity to buy extra leave
• Company matched pension, life assurance, a cycle2work scheme, 15 weeks' fully paid maternity, adoption and shared parental leave, paternity pay of two weeks…and plenty more
• Voluntary benefits designed to suit your lifestyle – from discounts on retail and socialising, to health & wellbeing, travel and technology
• The opportunity to take a paid day out of the office, volunteering for our charity partners or a cause of your choice
• Access to our Employee Network Groups, which represent every strand of diversity and allow colleagues to connect and learn from each other on an open, inclusive platform

Location: Home-Based - GBR, United Kingdom

Time Type: Full time

Contract Type: Permanent