RWS Group

Drive growth in aerospace and defense markets through customer engagement, pipeline development, and strategic expansion. | 2-4 years in B2B SaaS sales, experience with complex sales cycles, and strong communication skills. | Job Purpose 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. Job Overview 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. Life at RWS Life at RWS - If you like the idea of working with smart people who are passionate about growing the value of ideas, data and content by making sure organizations are understood, then you’ll love life at RWS. 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.

Drive revenue growth by qualifying and shaping customer opportunities, leading solution design, and collaborating with leadership to expand Contenta's market position in Aerospace & Defense. | 10+ years in solution consulting or enterprise sales in Aerospace & Defense, deep knowledge of technical-data management standards, strong commercial skills, and excellent communication abilities. | Job Purpose The Senior Sales Consultant plays a pivotal role in driving revenue growth and customer engagement across the Contenta Business, supporting adoption of Contenta Cloud S1000D, LiveContent (Anywhere and MultiSpec), and Contenta Connect. Serving as both a trusted advisor and commercial leader, this role combines deep solution expertise with strong business acumen. The Principal Sales Consultant works closely with the VP of Customer Success and the Divisional President & Commercial Leader to qualify and shape customer opportunities, ensuring alignment between customer requirements, solution design, and Contenta’s commercial objectives. About Contenta RWS Contenta is part of RWS’s content management platform focused on the Aerospace & Defence market. Contenta streamlines the content value chain to deliver the most accurate and up-to-date technical content possible. The Contenta suite is an industry-proven publishing solution for technical content creation, digital publishing and technical instruction viewing; all with optimized functionality for each step of the content publishing process and the S1000D document specification. For further information, please visit: https://www.rws.com/contenta/ Why Join us This is a senior, customer-facing role at the intersection of technology, strategy, and growth — an opportunity to shape how leading Aerospace & Defense organizations modernize their technical-data environments using RWS Contenta solutions. You’ll partner directly with the Commercial Leader and executive leadership to advance strategic opportunities, strengthen Contenta’s market position, and deliver measurable business impact. Job Overview Key Responsibilities Commercial & Revenue Accountability Hold a defined revenue contribution target for software and services bookings within the North American A&D market. Partner with the Commercial Leader to qualify and shape opportunities, ensuring alignment with customer priorities, technical feasibility, and Contenta’s value proposition. Develop and execute engagement plans that drive pipeline growth, accelerate deal closure, and expand relationships within existing accounts. Support renewal and expansion initiatives by positioning roadmap enhancements, upsell opportunities, and professional-services offerings. Customer Engagement & Solution Leadership Lead customer discovery and consultation sessions to uncover mission objectives, operational challenges, and data requirements. Deliver tailored demonstrations, proofs of concept, and value presentations that articulate Contenta’s business and technical advantages. Serve as a trusted advisor to customer stakeholders across technical-publications, engineering, logistics, and sustainment domains. Represent RWS at customer meetings, conferences, and industry events to enhance Contenta’s visibility and influence. Solution Design & Collaboration Define end-to-end solution architectures encompassing CSDB/CCMS, IETP/IETM, and enterprise integrations (PLM, ERP, digital thread). Collaborate with Professional Services to scope, estimate, and price implementation, integration, and migration projects. Provide structured market and customer feedback to Product Management to guide roadmap priorities and competitive differentiation. Skills & Experience 10 + years in solution consulting, pre-sales, or enterprise solution sales, ideally within Aerospace & Defense or government programs. Proven track record achieving or exceeding revenue or bookings targets. Deep knowledge of S1000D, ATA iSpec 2200, and related standards for technical-data management. Expertise designing and presenting CSDB/CCMS and IETP/IETM solutions within large enterprise environments. Strong financial and commercial literacy — able to build business cases, support pricing strategy, and quantify value realization. Excellent communication and presentation skills, with credibility across executive and technical stakeholders. Familiarity with technical publications solutions. Key Success Indicators Achievement of individual revenue contribution target. Improved opportunity qualification, shaping, and conversion rates. Strong alignment with the Commercial Leader and Customer Success leadership on pipeline execution. High levels of customer satisfaction and long-term account growth. Tangible contribution to expansion in strategic accounts and regional revenue. Personal Attributes Commercially astute, customer-obsessed, and results-driven. Strategic communicator who blends business insight with technical credibility. Collaborative across teams and geographies, operating effectively in a matrix environment. Self-directed, accountable, and comfortable influencing senior decision-makers. Benefits Amazing benefits! (Seriously!) Generous paid time off package, starting at 25 days per year (10 sick and 15 vacation), plus company holidays, birthday day off, paid volunteer time, and 100% paid parental leave. 401(k) Retirement plan with company match. Company-wide agile work policy with flexible work arrangements. Opportunities for training, professional development, and personal growth. Smart, engaged co-workers and a global culture of diversity, innovation, and opportunity. Base Pay $100,000 - $150,000 / year or up to $00. per hour (for hourly paid roles only) 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. Life at RWS Life at RWS - If you like the idea of working with smart people who are passionate about growing the value of ideas, data and content by making sure organizations are understood, then you’ll love life at RWS. 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. Covid Vaccination - All RWS employees hired for positions that require working on-site at RWS offices, customer offices, travel on behalf of RWS, and/or in-person meetings will be required to comply with the RWS USA COVID-19 Vaccination and Testing Policy. RWS complies with federal, state, and local laws regarding accommodations related to this policy. 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. #LI-JD1

Lead and manage complex linguistic validation projects, serve as primary client contact and escalation point, coordinate resources and vendors, and mentor team members to ensure timely, budget-compliant delivery. | Four-year degree, minimum 4 years project management and customer service experience in translation/localization industry, leadership experience, proficiency with Microsoft Office, CRM, CAT tools, and strong communication skills. | Job Purpose: Under the general supervision of the LV Project Management Supervisor or Department Manager, the LV Project Management Client Team Lead serves as a primary client contact and first-level escalation point. This role oversees daily project operations, ensuring objectives, budgets, and KPIs are met. It involves analyzing trends, resolving system issues, recommending improvements, and contributing to client-focused initiatives. The Team Lead manages the delivery of linguistically validated Patient Reported Outcomes instruments and leads multiple complex projects independently. Additionally, the role includes team management responsibilities such as job assignment, mentoring, and coordination, while supporting departmental operations to ensure timely, accurate, and budget-compliant project completion. About Linguistic Validation Linguistic Validation (LV) is a specialized business unit within RWS Regulated Industries that focuses on the translation, validation, licensing, and electronic implementation of Clinical Outcome Assessments (COAs). COAs are questionnaires completed during clinical trials which allow sponsors to collect data about treatment effectiveness, side effects, and health status directly from patients and caregivers. The LV Team is over 20 years of experience in the COA field, positioning us as the industry leader. Our team performs a wide variety of functions in addition to translation, including recruitment and interviewing of patients around the world, development of novel research for presentation and publication, expertise in licensing and copyrights, and management of electronic implementation of COAs (eCOA) in over 80 languages. For more information, visit: RWS Job Overview: Key Responsibilities Client Service • Builds strong client relationships, identifies process improvement opportunities, and implements effective solutions. • Participates in client meetings to provide updates and ensure needs are met. • Analyzes trends and leads client-focused improvement initiatives. • Acts as first-level escalation for Project Managers, offering guidance and support. • Independently resolves issues through root cause analysis and effective problem-solving. Project Management • Leads and manages complex projects, ensuring timely and accurate delivery. • Maintains regular client communication to provide updates and address needs. • Coordinates cross-functional efforts to ensure efficient workflows and accurate estimates. • Keeps project documentation current for tracking and reference. • Collaborates with Finance for timely invoicing and payment processing. • Manages electronic file transfers and recommends process improvements. • Adheres to Quality Management System standards and supports root cause analysis. Resource Coordination • Partners with Vendor Management to plan and fulfill resource needs. • Trains vendors and communicates complex instructions clearly. • Evaluates vendor performance and provides feedback for improvement. Teamwork • * Assists in scheduling, assigning tasks, and adjusting workloads to meet goals. • Supports performance evaluations and staff development. • Addresses team questions, resolves issues, and escalates when needed. • Coaches and mentors team members. • May assist in hiring new staff. Additional Duties: • Performs other related duties, as assigned, for the purpose of ensuring the efficient and effective functioning of the department or other company goals and objectives. Skills & Experience Any combination of education and experience providing the required skill and knowledge for successful performance would be qualifying. Typical qualifications would be equivalent to: • Four-year college degree or equivalent in Business, English, Foreign Language, Social or Applied Science, or other related field. • Minimum four years successful project management experience within the translation/localization industry with preference for background working with linguistic validation projects. • Successful customer service/account management experience, generally a minimum of four years, including at least three years’ experience within the translation industry. • Successful leadership or mentoring experience. Prior supervisory experience preferred. • PMP Certification a plus. • Multi-language reading comprehension and written proficiency a plus. • Strong leadership and decision-making skills with the ability to guide teams respectfully and effectively through change. • Excellent communication skills, both written and verbal, with fluency in English. • Skilled in prioritizing tasks and managing competing demands in a fast-paced, deadline-driven environment. • Proficient in Microsoft Office Suite, Adobe Acrobat, CAT tools, Office 365, CRM systems, and other relevant software. • Collaborative team player with the ability to build and maintain cooperative working relationships. • Maintains confidentiality and exercises sound judgment with minimal supervision. • Detail-oriented with a strong focus on quality and root cause analysis. • Capable of resolving customer service issues professionally and efficiently. • Understands interdepartmental functions and contributes to cross-functional collaboration. Base Pay $80,000 - $100,000 / 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. • Candidates must reside in State advertised to be considered: Federal, Arizona, California, Colorado, Connecticut, Florida, Georgia, Iowa, Illinois, Kansas, Massachusetts, Maryland, Maine, Michigan, Missouri, North Carolina, New Jersey, Ohio, Oregon, Pennsylvania, Rhode Island, South Carolina, Tennessee, Texas, Virginia, Washington, Wisconsin. Life at RWS: Life at RWS - If you like the idea of working with smart people who are passionate about growing the value of ideas, data and content by making sure organizations are understood, then you’ll love life at RWS. 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.