Defence Sales Manager Canada

Job summary

Lead commercial development within Canada's defence ecosystem by building strategic relationships with primes, integrators, and government bodies. Manage the full account lifecycle and map market opportunities for AI-enabled ISR and C-UAS solutions.

Job details

About Alta Ares Alta Ares is an air defense Neoprime. We build AI-guided interceptors to counter drones and cruise missiles, along with the software platform that powers them. Our customers are NATO-aligned militaries and defense institutions, and our systems are regularly deployed during live exercises and operational demonstrations across Europe, the Middle East, and Asia. Founded in 2024, we have grown to 90 people, raised over $60M, and increased revenue 40× this year. We are now entering a new phase of international expansion, industrial scaling, fundraising, and product development. Role & Mission As Defence Sales Manager Canada, you will own Alta Ares' commercial development within Canada's defence industrial ecosystem — building strategic relationships with Canadian primes and integrators, and positioning Alta Ares as the AI-enabled partner of choice for Canada's next generation of defence platforms and programmes. Ottawa is the right base: at the intersection of Canada's defence procurement apparatus (DND, PSPC, ISED) and its industrial base. You will be close to the decisions that matter while building deep relationships with CAE, MDA, L3Harris Canada, General Dynamics Canada, Rheinmetall Canada, and their peers. Canada is accelerating its defence spending commitments under NATO pressure, investing heavily in NORAD modernisation, Arctic surveillance, and C-UAS — all squarely aligned with Alta Ares' capabilities. You will be on the ground at exactly the right moment. 1. Industrial Business Development & Account Management Identify, qualify, and develop strategic partnership and sales opportunities with Canada's leading defence primes and systems integrators: CAE, MDA Space, L3Harris Canada, General Dynamics Canada, Rheinmetall Canada, Kongsberg Canada, and equivalent Build deep, multi-level relationships within each account — across business development, engineering, programme management, and procurement teams Structure and negotiate teaming agreements, MoUs, subcontracting arrangements, and co-development frameworks Identify joint bid opportunities on Canadian and NATO programmes where Alta Ares and a Canadian prime can combine capabilities Manage the full account lifecycle from first contact to signed contract, with accurate pipeline reporting to leadership 2. Market Intelligence & Opportunity Mapping Map Canada's defence industrial landscape: prime contractor ecosystem, upcoming major programmes, DND procurement priorities, and Industrial and Technological Benefits (ITB) policy requirements Track NORAD modernisation investments, Arctic surveillance programmes, and Canadian C-UAS and ISR capability gaps — the core demand drivers for Alta Ares in Canada Monitor Canadian defence policy developments: NATO 2% GDP commitment, Canada's defence review, and bilateral Five Eyes and AUKUS-adjacent cooperation frameworks Identify Canadian innovation programmes and funding mechanisms: IDEaS (Innovation for Defence Excellence and Security), DRDC, and NRC industrial partnerships Provide regular market intelligence and strategic recommendations to the GM North America and top management 3. Institutional Engagement & Partner Ecosystem Develop working relationships with DND, PSPC, and ISED programme officers to understand upcoming procurement requirements and shape specifications in favour of Alta Ares' solutions Engage with Canadian defence innovation bodies: IDEaS programme office, DRDC (Defence Research and Development Canada), and relevant industry associations (CADSI) Represent Alta Ares at key Canadian defence events: CANSEC, Ottawa Defence and Security, and bilateral NATO industry forums Support the development of Canadian-specific partnership structures that satisfy ITB policy and Canadian content requirements 4. Cross-functional Coordination Work closely with Engineering and Product in Paris to align demo schedules, technical proposals, and delivery commitments with Canadian industrial partner requirements Prepare and deliver tailored capability briefings, product demonstrations, and technical presentations for Canadian industrial audiences Coordinate with the GM North America on US-Canada cross-border programme opportunities, particularly NORAD and Five Eyes-aligned initiatives Support export compliance: French AECA, Canadian export controls (EIPA), and ITAR end-user requirements for Canadian transactions Brief leadership regularly on pipeline status, account developments, and strategic risks Candidate Profile Experience 4–7 years of experience in defence business development, account management, or industrial partnerships in the Canadian market — mandatory Proven track record building and managing relationships with Canadian defence primes or DND/PSPC procurement teams Experience navigating Canadian defence industrial policy: ITB requirements, Canadian content frameworks, and ISED engagement Familiarity with major Canadian defence programmes: NORAD modernisation, Arctic and Offshore Patrol Ships, RCAF platform upgrades, or equivalent Background in C-UAS, ISR, AI autonomy, UAS, or adjacent technologies is a strong plus Prior experience in a neoprime or advanced defence tech company is a significant advantage Skills & Qualities English fluency — mandatory French proficiency is a strong plus — bilingualism is a meaningful differentiator in Ottawa's defence community and essential for direct communication with Paris HQ Deep understanding of Canada's defence industrial culture: relationship-driven, process-conscious, and sensitive to sovereignty and Canadian content considerations Commercial drive combined with patience — Canadian defence procurement cycles are long and relationship-dependent Organised and rigorous: able to manage complex multi-stakeholder accounts, track pipeline accurately, and report clearly to a remote HQ Entrepreneurial and autonomous — you build from scratch and operate lean High integrity and discretion — you operate in a security-sensitive industrial and government environment Comfortable working across Canadian and European cultural and operational contexts simultaneously

What you’ll do

Lead commercial development within Canada's defence ecosystem by building strategic relationships with primes, integrators, and government bodies. Manage the full account lifecycle and map market opportunities for AI-enabled ISR and C-UAS solutions.

Requirements

Requires 4-7 years of experience in Canadian defence business development with a proven track record of managing relationships with DND/PSPC and defence primes. Must be fluent in English and possess deep knowledge of Canadian industrial policy and procurement frameworks.

Listed skills

• French · Preferred
• Technical · Preferred
• Leadership · Preferred
• Account Management · Preferred
• Teams · Preferred
• management · Preferred
• Sales · Preferred
• Pipeline · Preferred
• Development · Preferred
• Procurement · Preferred
• Business development · Preferred
• English · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Defence Business Development
• Account Management
• Industrial Partnerships
• Canadian Defence Procurement
• Strategic Relationship Building
• Contract Negotiation
• Market Intelligence
• Opportunity Mapping
• Institutional Engagement
• Export Compliance
• C-UAS
• ISR
• AI Autonomy
• English Fluency
• French Proficiency
• Pipeline Management

Job areas

• Sales
• Management & Leadership
• Government & Public Sector
• Security & Safety
• Technology