- 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 using MEDDIC/BANT principles
- 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
- Build value-based proposals and lead commercial negotiations
- Engage leadership and legal to accelerate deals
- Stay current on industry trends, competitive dynamics, and customer needs
- Feed market insights back to Product, Marketing, and GTM leadership
- Contribute to continuous improvement of sales processes and playbooks
- Report to the VP, Sales & Onboarding
- Measure success through new ARR, quota attainment, win rate, pipeline health, sales effectiveness, forecast reliability, CRM discipline, onboarding handoff quality, implementation readiness, and customer satisfaction

Requirements

- 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

Core Competencies

Demonstrates expertise in full-cycle B2B sales with a focus on industrial sectors, utilizing structured sales methodologies like MEDDIC and BANT. Capable of building multi-threaded relationships and delivering tailored product demonstrations while driving ROI-driven business cases.

Highest-signal resume keywords

- Full-Cycle B2B Sales Experience
- MEDDIC/BANT Sales Methodology
- ROI-Driven Business Case Development
- Industrial Sector Sales (Oil & Gas, Mining, Utilities, Manufacturing)
- Executive Presence and Multi-Threading

ATS Optimization Keywords

Hard Skills

- Quota Attainment
- Sales Effectiveness
- Pipeline Health Management
- Deal Qualification
- Commercial Negotiation

Soft Skills

- Hunter's Mindset
- Resilience in Long Sales Cycles
- Robust Business Acumen

Industry Keywords

- Compliance
- Risk Reduction
- Operational Efficiency
- Market Insights
- Sales Processes Improvement

Tools & Technologies

- CRM Discipline

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📌 Business Development Manager (Toronto)
🏢 Jobtailor
📍 Toronto