Job Description
The Director, Business Development – Defence is responsible for leading growth across Serco Canada's Defence portfolio by identifying, shaping, capturing, and winning new business opportunities within the Canadian defence and federal government sectors, with a strong emphasis on the Department of National Defence (DND), Canadian Armed Forces (CAF), and other national security organizations.

As the senior Business Development leader for the Defence portfolio, this individual will be responsible for portfolio growth, customer engagement, prospect capture, and strategic market development. The successful candidate will operate as both a strategic leader and a hands‑on business developer, partnering closely with Program Management, Government Relations, Operations, and Executive Leadership to drive opportunities from identification through contract award.

This role requires an individual who is comfortable balancing high-level growth strategy with direct execution, including personally driving pursuits, coordinating cross‑functional teams, contributing to capture and proposal activities, and helping scale the Defence business as the portfolio continues to grow.

Skills and Requirements
Strategy and Market Development

Serve as the Business Development lead for Serco's Canadian Defence portfolio, responsible for pipeline growth, customer engagement, and new business acquisition.

Develop and execute Defence portfolio growth strategies aligned with corporate objectives.

Build and maintain strategic relationships with defence customers, government stakeholders, industry partners, and key decision‑makers.

Monitor Canadian political, economic, procurement, and defence environments to identify emerging opportunities and assess market impacts.

Partner with Program Management, Government Relations, Operations, and Executive Leadership to identify and pursue strategic growth opportunities across existing and emerging defence markets.

Portfolio Leadership

Establish, manage, and maintain a healthy pipeline of qualified opportunities across the Defence portfolio.

Prioritize pursuit activities to maximize portfolio growth, revenue generation, and long‑term business value.

Collaborate with Defence program leaders to identify expansion opportunities,



follow‑on work, and customer growth strategies.

Support the continued evolution of Serco's Defence growth organization through improvements to account planning, capture management, and business development processes.

Prospect Identification and Capture

Identify, qualify, pursue, and capture defence opportunities ranging from strategic growth initiatives to large‑scale defence programs.

Lead opportunity pursuits and maintain accountability for progression throughout the business development lifecycle.

Develop and execute capture plans, win strategies, account plans, and customer engagement plans.

Conduct customer research, competitive intelligence, stakeholder mapping, and partner assessments.

Coordinate internal teams and external partners to ensure successful pursuit execution.

Take a hands‑on role in developing capture materials, customer presentations, strategic messaging, and business development artifacts.

Proposal and Commercial Leadership

Lead or support proposal development efforts depending on opportunity size and complexity.

Work closely with operations, pricing, contracts, and technical teams to ensure cohesive solution development.

Contribute directly to proposal reviews, executive summaries, compliance strategies, and customer value propositions.

Evaluate opportunity financials, risk profiles, and long‑term strategic value.

Growth Operations and Business DevelopmentAdministration

Maintain responsibility for pipeline management, pursuit tracking, forecasting accuracy, and reporting.

Manage pursuit budgets and resource planning activities.

Ensure timely and accurate updates within CRM and business development systems.

Prepare executive briefings, account reviews, forecast updates, and business cases.

Establish and maintain scalable business development processes and best practices.





Leadership and Collaboration

Build strong working relationships across Business Development, Program Management, Government Relations, and Operations teams.

Foster alignment and collaboration among stakeholders involved in pursuit activities.

Support mentorship, knowledge sharing, and career development across the broader growth organization.

Contribute to the continued maturation of Serco's Defence growth capability.

Experience Requirements

Demonstrated experience leading growth within a defence, aerospace, government services, or national security portfolio.

Proven ability to develop, manage, and grow a portfolio‑level pipeline while simultaneously executing individual pursuit strategies.

Experience working cross‑functionally with Program Management, Operations, Government Relations, and Executive Leadership teams.

Highly Desired Characteristics;

Comfortable operating in environments with lean support structures and broad responsibilities.

Hands‑on leader who is willing to personally execute work rather than primarily delegate.

Demonstrated ability to build processes, improve operational effectiveness, and scale growth organizations.

Strong sense of ownership, accountability, and follow‑through.

Ability to balance strategic relationship development with day‑to‑day opportunity execution.

We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal employment opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment without regard to race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to [email protected].

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📌 Business Development Director - Defence (Quebec City)
🏢 Insight Global
📍 Quebec City