Case StudyOpening the door to the US Government market

The US Government is one of the world's largest technology buyers, but one of its hardest customers to reach. Success depends on commercial leaders with trusted relationships, procurement expertise, and credibility built over years within the defence and intelligence community.

That's why multiple space and defence businesses have partnered with Wenham Carter to build leadership teams for this uniquely specialised market.

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Business ContextOne of the world’s hardest markets to enter

For many space and defence businesses, the US Government represents one of the world’s largest and most strategically important customer groups. Unlike traditional enterprise sales, success depends on navigating complex procurement processes, long buying cycles, security requirements, and highly relationship-driven customer environments.

For organisations entering the market for the first time, commercial leadership is often one of the biggest determinants of how quickly they can establish credibility, develop pipeline, and compete for strategically important programmes.
The talent pool is exceptionally small, making these appointments some of the most challenging in the sector.

The Government ChallengeFinding leaders trusted by the defence and intelligence community

The people best equipped to sell into the US Government rarely come from conventional technology sales backgrounds.

The strongest candidates have built careers across the defence and intelligence ecosystem. They understand procurement from the inside, hold established relationships across organisations such as the National Reconnaissance Office (NRO), National Geospatial-Intelligence Agency (NGA), US Space Force, and the wider defence community, and many also possess active security clearances or the ability to obtain them.

For organisations entering or expanding within the US Government market, these appointments often determine how quickly they can establish trust, compete for major programmes, and build long-term commercial success.

Winning business with the US Government begins with leaders who understand the market from the inside.

Our ApproachAccessing talent conventional searches don't reach

Wenham Carter has built long-standing relationships with commercial leaders operating at the intersection of defence, intelligence, government, and commercial space.

Because we understand both the market and the organisations operating within it, we have supported businesses at different stages of growth, from international space companies entering the US Government market for the first time to established defence organisations strengthening their federal sales capability.

Recent appointments include leadership roles for:

BlackSky – Senior Director, Business Development (NRO & US Space Force)
Digantara – Head of US Government
OroraTech – Head of Government Solutions
Pixxel – Director, Government Programs
Satellogic – President, Federal
AccelerComm – VP, US Government Business Development

Business OutcomeBuilding credibility where it matters most

Across every engagement, the objective has remained the same: helping organisations establish the credibility, relationships, and commercial capability needed to compete successfully within one of the world’s most specialised customer markets.

Many of these appointments have gone on to create the leadership foundation for broader expansion across defence and intelligence, enabling clients to strengthen government relationships, compete for strategically important programmes, and accelerate long-term growth within the US Government ecosystem.

The appointments established the credibility needed to compete in one of the world's most specialised defence markets.

People The Right People

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