Surpass Assessment successfully supplies some of the largest and most prestigious certification and examination organizations in the UK and North America with its onscreen testing solution, Surpass, which enables the creation and delivery of millions of exams each year.

Role Purpose The Director, Business Development - Canada is responsible for generating new revenue by identifying,

developing and closing opportunities for Surpass Assessment within an established Canadian market plan.

The role will focus on proactive prospecting, consultative selling, pipeline management and the development of selected key accounts.

The role will execute agreed go-to-market priorities, provide market and customer insight to sales leadership, and collaborate with internal specialists to progress opportunities.

The role requires travel across Canada and, where appropriate, the US and internationally for prospect meetings and relevant industry events. The role reports to the VP, Business Development - Canada or other designated commercial leaders.

Key Accountabilities The person will:

- Achieve agreed annual new business, revenue and pipeline targets for the assigned territory and sectors.
- Build and maintain a qualified personal pipeline through outbound prospecting, marketing- generated leads, referrals, industry networking and target account development.
- Qualify opportunities against agreed criteria, clearly documenting customer needs, stakeholders, budget, timelines, procurement requirements and next steps in the CRM.
- Manage opportunities through the full sales cycle, from initial contact and discovery through demonstrations, proposal, commercial negotiation, contracting and handover.
- Conduct consultative discovery meetings and position the Surpass product portfolio in relation to each prospect’s assessment requirements and business outcomes.
- Coordinate product demonstrations and solution discussions with internal subject-matter experts.
- Work with bid colleagues to prepare accurate, compelling proposals and responses to Requests for Proposal, Invitations to Tender and related procurement exercises.
- Develop and maintain productive relationships with prospects, customers,



partners and relevant industry contacts through phone, email, video meetings and face-to-face engagement.
- Maintain accurate and timely CRM records, forecasts, activity plans and opportunity updates; provide regular reporting to sales leadership.
- Develop strong working knowledge of Surpass products, services, roadmap, implementation approach and customer value propositions.
- Maintain practical awareness of the Canadian assessment and credentialing market, competitor activity and customer trends, sharing relevant insight with leadership and marketing.
- Execute agreed campaigns, sector plans and product or partnership launches within the territory, providing feedback on market response.
- Attend relevant conferences, seminars, workshops and sales meetings in Canada, the US and potentially Europe.
- Support Surpass methods, values and culture in all customer and colleague interactions.
- Undertake other duties reasonably commensurate with the scope and level of the role.

PERSON SPECIFICATION

Personal Qualities

- Commercial Awareness – ability to develop commercial experience in the assessment market; ability to develop new business opportunities as well as cultivate existing clients; excellent client-facing skills; ability to systematically build accounts with a view to the long-term as well as generating short-term business opportunities; ability to interact and sell at director and senior management levels within the public and private sector; feed information to senior management for higher level financial negotiations.
- Sales Focus – motivated by targets and skilled at creating momentum, maintaining pipeline discipline and progressing opportunities to a clear outcome.




- Quality Focus – a commitment to meticulous accuracy; dedicated to meeting client requirements and deadlines; intelligent and articulate with great attention to detail especially when producing complex proposals.
- Determination – drive to deliver agreed outcomes and raise standards of performance; ability to work independently.
- Works Collaboratively – a desire and ability to work collaboratively with colleagues; a team player with excellent interpersonal skills.
- Problem Solving – self-starter, who uses their own initiative; desire and ability to develop and put forward new and better ways of doing things.
- Flexibility and Adaptability – flexible approach to work; can adapt to changing demands.
- Planning and Organizing – monitors progress of work, and prioritizes tasks to be carried out; organizes efficient use of resources.
- Communication – excellent customer facing skills; excellent presentation skills; an ability to convey information in a clear, concise manner; good written and oral communication skills.
- Learning Ability – ability and desire to keep up-to-date with new technologies and industry standards; seeks self-development and welcomes opportunity to progress and learn current skills.

Technical Capability / Qualifications

- Knowledge of professional certification, credentialing or computer-based testing is desirable, but equivalent relevant market experience will be considered.
- A proven track record of consistently meeting or exceeding annual sales targets.
- A demonstrable track record of meeting or exceeding individual sales targets and closing new business.
- Experience managing a multi-stage sales pipeline and maintaining accurate forecasts in a CRM system.
- Experience conducting discovery, coordinating product demonstrations, preparing proposals and supporting commercial negotiations.
- Ability to engage credibly with a range of stakeholders, including operational leaders, procurement teams and senior decision-makers.
- Experience with formal procurement, RFP or tender processes is desirable.

Special Conditions

- Willingness to work outside normal working hours, including weekends and evenings
- Must be prepared to travel within Canada, the US and abroad
- Must be prepared to work from the US office as required (likely to be once a quarter).

📌 Director Business Development, Canada
🏢 Surpass Assessment
📍 Canada