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 recognised and credible voice within the DB pensions market, leveraging network influence to create and shape opportunities.
Represent the organisation 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 prioritise 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 organisation'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
Benefits
Vision insurance
Additional Information
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 5 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.
Job title:
Sales Director - DB Administration
Job Description:
Capita · Home-based -, UK