Business Development Representative

BUSINESS DEVELOPMENT REPRESENTATIVE Reports To: Chief Executive Officer (CEO) Department: Commercial Business Unit Location: Remote (Canada-based, with travel to HQ, customer sites and industry events) Employment Type: Full-Time Permanent Salary Range: $70,000.00 - $90,000.00 CAD base salary plus performance-based variable compensation Work Schedule: Monday to Friday, forty (40) hours per week. Scheduled start and end times may vary within regular hours of business. SUMMARY Sensor Technology Ltd. is a Canadian manufacturer of piezoelectric ceramics and underwater acoustic sensing systems, serving defence, marine science, medical, and scientific markets worldwide. We are adding a Business Development Representative focused on commercial and non-defense markets, including marine science and ocean technology, energy, medical devices, industrial sensing, contract manufacturing, and other applications where SensorTech capabilities are a strong fit. This is a new-logo role, but not a blank-sheet role. You will inherit a substantial pool of warm, dormant, and previously active leads from our CRM, past quotes, trade shows, technical inquiries, former customers, and historical outreach, while also building new relationships through targeted prospecting. Success in this role will come as much from effectively reactivating warm and dormant opportunities s from creating entirely new opportunities. You will prioritize the best opportunities, re-engage contacts with relevant context, qualify genuine demand, and move opportunities from first conversation to first order or a structured handoff. You will work alongside a defence-focused Business Development Representative and coordinate closely with Marketing, Account Management, technical subject-matter experts, and the CEO. Inbound lead ownership may sit with Inside Sales; this role must ensure clear routing, fast follow-up, and no duplication of effort. RESPONSIBILITIES New Logo Acquisition Research and engage prospects across non-defence markets, including marine science and ocean technology, energy, medical devices, industrial sensing, contract manufacturing, and adjacent technical markets. Build and maintain a prioritized target portfolio that combines hot, warm, dormant, and cold opportunities, including legacy leads located inside and outside the CRM. Systematically work through old quotes, trade-show contacts, technical-support inquiries, former customers, and past opportunities to determine the next action, reactivate viable leads, or document disqualification. Initiate outreach through phone, email, LinkedIn, conferences, trade shows, webinars, and customer visits. Develop measurable qualified pipeline and new-logo revenue against targets established during onboarding, with performance segmented by lead source and stage. Lead Triage, Qualification & Pipeline Management Prioritize leads based on fit, urgency, relationship warmth, commercial potential, and next-step clarity rather than treating every name as equal. Lead discovery conversations to understand the customer application, requirements, buying process, budget, and timing. Apply fit-for-stage qualification. Use MEDDPIC or an appropriate lighter qualification approach before significant internal resources are committed and complete the required qualification before a formal proposal or handoff. Maintain complete and accurate CRM records, including lead source, relationship history, qualification status, owner, next action, expected timing, and disqualification reason. Ensure every active opportunity has a clearly defined next step and owner. Participate in the weekly commercial rhythm with a concise review of outreach, stage movement, qualified opportunities, obstacles, learning, and next actions. Coordinate with Inside Sales or Marketing on inbound inquiries, routing, response expectations, and follow-up ownership. Opportunity Development & First-Order Conversion Identify when technical engagement is required and bring in the appropriate SensorTech subject-matter experts. Work with internal teams on feasibility, scope, pricing, delivery assumptions, and quote preparation without bypassing established review processes. Progress opportunities from initial contact through quotation, negotiation, and first-order conversion. Own commercial follow-up through the first order or through an agreed, warm handoff to an Account Manager. Reduce friction for prospective customers through responsive, clear, and honest communication. Trade Shows & Industry Events Represent SensorTech at relevant commercial, marine, energy, medical, manufacturing, and technical industry events. Execute pre-event targeting, booth engagement, and structured post-event follow-up within defined timelines. Convert event contacts into assigned CRM records with source, context, next step, and follow-up ownership documented. Share recurring customer needs, market signals, competitive observations, and messaging feedback with Marketing and commercial leadership. Product & Market Knowledge Complete structured onboarding on SensorTech product lines, manufacturing capabilities, and target markets. Develop sufficient technical fluency to have credible first conversations with engineers, procurement teams, scientists, and commercial decision-makers. Maintain awareness of industry trends, customer challenges, and competitor positioning. Document useful market and customer knowledge so it becomes part of SensorTech institutional knowledge rather than remaining in individual inboxes or memory. QUALIFICATIONS (Education, Skills, Assets) Required 3-7 years of experience in business development, inside sales, technical sales, or commercial account acquisition within a technical B2B environment. Demonstrated ability to open new accounts and reactivate dormant or stalled opportunities using prior relationship context. Strong outbound prospecting and relationship-building skills across phone, email, LinkedIn, trade shows, and customer meetings. Strong judgment in prioritizing a mixed lead pool and deciding where to invest time. Disciplined CRM usage and pipeline-management practices. Ability to manage a high volume of follow-up without sacrificing quality, ownership, or documentation. Excellent written and verbal communication skills. Comfort operating in a technical, consultative sales environment and coordinating cross-functional input. Assets Experience in marine technology, ocean science, sensors, electronics, manufacturing, energy, scientific instrumentation, medical devices, or industrial technology markets. Experience with MEDDPIC or a similar qualification-based sales methodology. Experience selling configurable, engineered, or custom technology products. An existing network within one or more target commercial sectors. Eligibility for Canadian Controlled Goods registration, depending on customer and program exposure. WHAT SUCCESS LOOKS LIKE New logos are won across non-defence markets, with first orders transitioned cleanly when ongoing account ownership is required. Warm and dormant leads are worked systematically, with clear outcomes instead of remaining unowned or invisible. Qualified pipeline grows through both reactivation and targeted new outreach. CRM records are complete enough that another team member can understand the history, current status, and next action without relying on individual memory. Prospects receive timely, technically credible, low-friction follow-up. Forecasts are based on current, well-qualified opportunity information. WHAT’S IN IT FOR YOU Exposure to complex, high-impact programs and innovative acoustic technologies. Competitive compensation with performance-based incentives. Comprehensive paid time off including vacation and personal days. Health, dental, and wellness benefits to support your well-being. Ongoing learning and development opportunities to help you grow your career. Direct interaction with global customers and industry leaders. A people-first culture , where collaboration, support, and inclusion matter. The Opportunity to help shape and scale SensorTech commercial growth. Sensor Technology is committed to a diverse and inclusive workplace. We are an equal opportunity employer and do not discriminate based on national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. We encourage you to contact us if you require accommodation in the recruitment process or need this job posting in an alternative format. We use AI-enabled tools to sort applicants based on job-related criteria. A human decides who moves forward. While we appreciate your interest in employment with Sensor Technology Ltd., only those candidates selected for an interview will be contacted. #J-18808-Ljbffr