Insights · Defence

Hiring a head of export control in the defence industry — what the search has to get right

The head of export control helps decide whether a defence company is allowed to deliver at all. A plain explanation for owners, managing directors and HR leaders: how to define the role, where the candidates are and why security clearance has to be planned from the first day.

By David Ertler · 7 November 2026 · 5 min read

Why this role is hard to fill

Every export of defence goods, dual-use items and related technology needs a licence or a documented decision. The head of export control is accountable for that process: classification of products, licence applications, end-use documentation and the dialogue with the authorities. A mistake can stop a delivery, trigger penalties or cost the company the trust of customers and governments. Candidates who have done this at a defence manufacturer are few, they are rarely visible on professional networks, and most of them are employed and content.

Define the role before you search

The title hides very different jobs. In a mid-sized supplier the role may be a hands-on specialist who classifies products and prepares licence applications. In a prime contractor or a group it is a leader who builds a compliance organisation, represents the company towards the authorities and advises the management board on market entry decisions. Decide which of the two you need, how many people report to the role and whether it sits in legal, in supply chain or directly with the managing director.

Where the candidates are

Candidates come from three places: other defence and dual-use manufacturers, large industrial groups with a strong trade compliance function, and authorities or advisory firms that work on export control. Each source brings a different strength — licensing routine, organisational experience or regulatory depth — and a different risk, for example a lack of commercial pragmatism. A good search maps all three and approaches the candidates discreetly, with an anonymised brief until they confirm interest.

Plan the security clearance from the first day

Many positions in the defence industry require a personal security clearance or access to classified projects. The procedure runs through the authorities, needs the support of the employer and can take months. A candidate who already holds a valid clearance is worth more than a slightly better profile without one. Ask the question in the first interview, not after the offer.

How we work at Ertler Executive Search

We take mandates exclusively on a retained basis and only from the level of head of division or function upwards. Every mandate has a written briefing, a defined timeline and a named partner who conducts the search personally. Two of our partners are former career officers and know the sector from the inside. First qualified profiles are presented within 14 days of the confirmed briefing; a placement typically takes three to four months.

Frequently asked questions

Is export control a legal or a commercial function?

Both. Companies place it differently — in legal, in supply chain or with the managing director. What matters is that the head of export control has direct access to the management and the authority to stop a shipment.

Do candidates need a security clearance?

Not always, but often for projects with classified content. If the position requires one, say so in the briefing — it narrows the pool of candidates and extends the time to start.

Can the role be filled on an interim basis?

Yes, for a limited time, for example during a backlog of licences or while the permanent search is running. We place interim managers and run the permanent search in parallel.

Confidential first conversation