Business Development Manager
At a glance
Mid-level Business Development role at senstar. Ottawa · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Find, contact, and qualify prospects across assigned vertical markets through a structured outreach process
- Build relationships with end users, system integrators, consultants, and partners
- Lead discovery conversations that surface risks, operational limits, business needs, and buying signals
- Turn customer problems into suitable opportunities, then hand qualified deals to Sales
- Keep pipeline data current in Salesforce, including activities, notes, stages, and forecasts
What you bring
- A record of creating pipeline and winning new B2B or solution-selling business
- Working knowledge of security, surveillance, perimeter detection, access control, video, sensors, or integrated systems
- Evidence that you can earn trust with stakeholders at different organizational levels
- Strong organization, communication, presentation, reporting, and target-management skills
- Experience with Salesforce or a comparable customer relationship management platform
Who this fits
You’ll suit a new-business role centered on opening accounts, developing early conversations, and expanding dormant relationships. The job is based in Ottawa and requires travel across Canada, with occasional international travel as needed. Experience in utilities, data centers, transportation, energy, logistics, or related technical markets will help, while English/French bilingual ability is an asset.
From the employer
About the Role
As we expand our footprint in Canada, we’re looking for a Business Development Manager (BDM) to accelerate growth across one or more of our core vertical markets (e.g., Critical Infrastructure, Utilities, Data Centers, Logistics, Transportation, Oil & Gas, and related sectors).
This role is primarily focused on new business development—opening doors, creating demand, and converting early-stage conversations into qualified opportunities. A secondary focus is to re-engage dormant or underpenetrated accounts. You’ll work closely with our Senior Sales Director and/other internal stakeholders to ensure a smooth handoff once opportunities mature.
What You’ll Do…
- Execute a planned, structured, and methodical approach to identify, contact, and qualify new opportunities within assigned vertical markets
- Prospect and build relationships with End Users, System Integrators, Consultants, and Partners
- Conduct 1:1 discovery meetings with pre-qualified targets to uncover business drivers, risk concerns, operational constraints, and buying triggers
- Map customer organizations (stakeholders, decision structures, procurement pathways) and maintain accurate account intelligence
- Translate customer challenges into solution-fit opportunities and clear next steps
- Partner with Sales to transition qualified opportunities and maintain momentum through the sales cycle
- Build, manage, and maintain a healthy pipeline and a continuously expanding qualified customer database
- Deliver professional product/solution overviews and presentations tailored to vertical use-cases
- Provide market feedback on competitive activity, customer trends, and forces impacting strategy or tactical investment
- Maintain disciplined CRM hygiene (e.g., Salesforce) with accurate activity tracking, meeting notes, pipeline stages, and forecasts
- Review progress regularly with Sales Leadership to ensure alignment to targets, KPIs, and priorities
What You Bring…
- Proven success generating pipeline and new business in B2B / solution-based selling, ideally within security, critical infrastructure, energy environments, or adjacent technical domains
- Familiarity with security/surveillance technologies, perimeter intrusion detection, access control, video, sensors, or integrated solutions
- Demonstrated ability to open doors, build credibility, and develop relationships across multiple stakeholder levels
- Strong business acumen and a track record of meeting activity and pipeline targets
- Highly organized, with the ability to manage multiple pursuits while keeping commitments
- Excellent communication, presentation, and reporting skills
- Experience using Salesforce or a comparable CRM platform
- Willingness and ability to travel within Canada (and occasionally internationally as needed)
Nice to Have…
- Experience selling into one or more of: Utilities, Data Centers, Transportation, Energy, Logistics
- Established network within target verticals (end users, integrators, consultants)
- Bilingual (English/French) is an asset
What We Offer…
- A chance to grow business in high-impact, mission-critical environments
- A collaborative, globally dispersed team that shares knowledge and supports execution
- A culture of continuous improvement where innovation in products and processes is core
- Competitive total rewards (salary, benefits, time off, and retirement savings programs—details shared during the process)
Inclusion & Accessibility
At Senstar, we are committed to fostering an inclusive, accessible workplace that values a wide range of backgrounds, perspectives, and skills. We believe that diversity and inclusion make us stronger, more innovative, and more competitive. If you require an accommodation at any stage of the recruitment or hiring process, please let us know.
AI
We may use technology, including AI-based tools, to support our recruitment process (for example, to compare applications against job requirements or to summarize interview notes). All hiring decisions are made by our hiring teams, not by automated systems.
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