Director, Government Solutions (EMEA)

At World Fuel, our employees are the key to our global success. We are industry leaders due to the innumerable talents of our approximately 5000 strong professional team. Our people thrive in an entrepreneurial and culturally-diverse environment, where innovative thinking, collaboration and efficient execution are highly valued. Our high-performance culture is what allows us to drive sustained growth. Stronger together, we promote an environment where individuals can thrive.
Director, Government Solutions (EMEA)
Location: London, UK (Canary Wharf)
Lead Strategic Defence & Government Growth Across Europe
World Fuel Government Solutions is seeking a commercially driven and strategically minded Director, Government Solutions (EMEA) to expand and strengthen our government and defence business across Europe.
This is a highly visible leadership role responsible for developing key customer relationships, growing strategic government accounts, identifying new opportunities, and leading complex pursuits across defence, military, NATO, and government organisations throughout the region.
The successful candidate will serve as a trusted partner to customers, helping shape long-term fuel, logistics, and operational support solutions while driving sustainable revenue growth and expanding World Fuel's presence within the government sector.
This role is ideal for someone who thrives in complex, relationship-driven environments and enjoys navigating large-scale government organisations, stakeholder groups, procurement processes, and long-term strategic programs.
Why This Role Matters
World Fuel supports some of the most complex government, military, and defence operations across Europe and globally.
As Director, Government Solutions (EMEA), you will play a critical role in expanding our presence across key government markets while strengthening relationships with existing customers and strategic partners.
You will help shape the future growth of our government solutions business while working directly with senior defence, procurement, logistics, and operational stakeholders.
What You'll DoDrive Strategic Growth Across EMEA
Develop and execute growth strategies across the European government and defence market.
Identify, qualify, and pursue new business opportunities.
Expand market share within key government and military sectors.
Build and maintain a robust pipeline of strategic opportunities.
Lead Key Customer Relationships
Serve as the senior commercial relationship lead for strategic government accounts.
Build trusted relationships with procurement, logistics, operations, and executive stakeholders.
Develop account strategies that drive long-term growth and customer success.
Act as the primary point of escalation and executive engagement for major customers.
Lead Complex Pursuits & Contracts
Support pursuit strategies for major government and defence opportunities.
Lead commercial negotiations and contract discussions.
Coordinate internal teams during capture, bid, proposal, and contract execution activities.
Support successful contract transitions and implementation efforts.
Influence Market Strategy
Monitor government procurement activity, defence spending priorities, competitor activity, and emerging market opportunities.
Identify trends that may impact future business growth.
Partner with leadership to shape regional market strategies.
Collaborate Across the Business
Work closely with Operations, Supply, Program Management, Finance, Legal, and Government Solutions teams.
Ensure customer commitments are successfully delivered.
Support customer retention and expansion initiatives.
Drive a culture of customer focus, execution, and accountability.
What We're Looking ForRequired Experience
10+ years of progressive business development, sales, account management, or government contracting experience.
Demonstrated experience selling complex solutions into government, military, defence, logistics, energy, transportation, or related sectors.
Proven track record of winning and growing strategic government accounts.
Experience navigating complex procurement and contracting environments.
Strong commercial negotiation and relationship management skills.
Experience working with senior stakeholders across operations, procurement, logistics, and executive leadership functions.
Highly Preferred
Experience supporting NATO, NSPA, UK Ministry of Defence, European defence agencies, or similar government organisations.
Knowledge of government contracting and procurement frameworks within Europe.
Experience within fuel, energy, logistics, aviation, transportation, defence support services, military sustainment, or adjacent sectors.
Existing government and defence industry network across Europe.
Leadership Profile
We're looking for someone who:
Builds trust quickly with senior stakeholders.
Thrives in complex, relationship-driven environments.
Balances strategic thinking with commercial execution.
Is proactive, resilient, and highly accountable.
Can influence without direct authority.
Enjoys solving customer problems and creating long-term partnerships.
Is comfortable operating autonomously across a diverse geographic region.
Why Join World Fuel Government Solutions?
Lead growth across one of the most strategically important sectors in our business.
Work directly with defence, government, and military customers throughout Europe.
Play a significant role in shaping regional strategy and long-term business development efforts.
Join a collaborative, high-performing team supporting mission-critical operations worldwide.
Gain exposure to complex international programs, strategic pursuits, and executive-level customer engagement.
This is an opportunity to directly influence the future growth of World Fuel's Government Solutions business across Europe while building meaningful relationships with some of the region's most important government and defence organisations.
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World Fuel Services Europe, Ltd.