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.

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 Sensor Tech 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.

• 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, Linked In, 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.

• 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.

• Identify when technical engagement is required and bring in the appropriate Sensor Tech 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.