Business Development Manager

Business Development Manager

Department: Sales

Employment Type: Permanent

Location: Calgary, Canada

Reporting To: VP, Sales & Onboarding

Veriforce is a leader in contractor compliance and supply chain risk management, helping the world's most safety-conscious organizations protect their workers, their reputation, and their operations. As Business Development Manager, you will own a defined geographic territory and drive new business growth across one or two of the key industries; including Oil & Gas
, Mining
, Utilities, and Manufacturing.

This is a full-cycle, new-logo sales role. You will take opportunities from prospecting and qualification through solution positioning, demonstration, negotiation, and close articulating clear business value and driving adoption of Veriforce solutions with the organizations that need them most.

• Build and maintain a healthy pipeline of qualified opportunities with strong coverage against quota
• Execute outbound and account-based prospecting strategies in close partnership with BDRs
• Prioritize and systematically engage ICP accounts across your territory

• Lead structured discovery to uncover business drivers, urgency, and decision dynamics
• Validate ICP fit and apply deal qualification rigor early — and revisit it throughout the cycle
• Build multi-threaded relationships across economic buyers, champions, and influencers

• Map customer challenges to Veriforce solutions across compliance, risk reduction, and operational efficiency
• Own and deliver product demonstrations tailored to each customer's use case
• Develop ROI-driven business cases that give champions the tools to sell internally

• Build compelling, value-based proposals aligned with customer objectives and internal pricing frameworks
• Lead commercial negotiations with a structured, disciplined approach
• Engage leadership and legal at the right moments to accelerate — not slow — the deal

• Stay current on industry trends, competitive dynamics, and evolving customer needs
• Feed insights back to Product, Marketing, and GTM leadership
• Contribute to the continuous improvement of sales processes and playbooks

• Revenue performance:
  New ARR closed vs. quota, win rate on qualified opportunities, average deal size, and sales cycle length
• Pipeline health:
  Pipeline coverage ratio, qualified opportunities created, and depth of ICP account engagement
• Sales effectiveness:
  Stage-to-stage conversion rates, proposal-to-close ratio, and the share of deals with a documented business case and full qualification
• Forecast reliability:
  Forecast vs. actual variance and CRM discipline
• Customer outcomes:
  Quality of onboarding handoff, implementation readiness at close, and customer satisfaction in the first 90 days

• 3+ years of full-cycle B2B sales experience, with a proven record of exceeding new-business quota
• Experience selling into industrial sectors — Oil & Gas, Mining, Utilities, or Manufacturing required
• Command of a structured sales methodology (MEDDIC, BANT, Challenger, or similar) and disciplined CRM habits
• A hunter's mindset: comfortable with outbound, resilient in long cycles, and energized by opening new doors
• Executive presence and the ability to multi-thread across operations, HSE, procurement, and the C-suite
• Strong business acumen: you can build an ROI case and defend it in a negotiation
• Willingness to travel within territory as required

We want you to be able to do your best work here. We emphasize providing many ways to support our team to do their best work, and believe that if you look after…