About the RoleOur Aerospace & Defense market requires a fundamentally different prospecting approach. Success comes from identifying a small number of highly strategic opportunities and helping organizations navigate complex business priorities, industry initiatives, and government incentives. The goal isn’t to book as many meetings as possible. It’s to help create the next large strategic opportunity.In this role, you’ll work in lockstep with an Account Executive, operating as an extension of the account team rather than a standalone outbound rep. Together, you’ll build account plans, map stakeholders, uncover strategic business drivers, and contribute to executive‑level business cases that open doors into some of the world’s largest engineering organizations.This role is part researcher, part strategist, and part relationship builder. You’ll spend as much time understanding an account’s business priorities as you will prospecting into it.The average person might think this job sounds too hard. If that feels energizing rather than intimidating, you’ll probably thrive here.What You’ll DoIdentify and develop high‑value opportunities within Aerospace & Defense organizations across North AmericaResearch target accounts to understand strategic initiatives, procurement programs, innovation investments, and business priorities, then develop a clear point of view before initiating outreachBuild relationships across engineering, innovation, R&D;, business development, government affairs, and executive leadership teamsIdentify opportunities where government programs, industry incentives, and innovation initiatives create compelling business cases for CoLabExecute highly personalized outreach through LinkedIn, email, phone, industry events, and warm introductionsPartner closely with Account Executives on account planning, stakeholder mapping,



and opportunity developmentCreate multi‑threaded engagement strategies that establish credibility across large organizationsMaintain accurate account intelligence and engagement activity in Salesforce and other sales toolsContinuously improve your understanding of the Aerospace & Defense industry, procurement processes, and CoLab’s customersOur Ideal CandidateYou do not see prospecting as only a numbers game.You enjoy digging into annual reports, organizational structures, industry programs, and strategic initiatives to find opportunities others miss. You can connect dots between business objectives and customer challenges. You ask thoughtful questions, develop informed opinions, and communicate with confidence.You can hold your own in conversations with senior leaders while maintaining a low ego and high respect for others.You won’t thrive here if you’re looking for a highly structured playbook with clear answers. You will thrive if you’re energized by ambiguity, enjoy solving difficult problems, and are motivated by creating meaningful business outcomes.QualificationsExperience in Business Development, Sales Development, Account Development, or a related prospecting roleStrong research and account planning capabilitiesExcellent written and verbal communication skillsConfidence engaging with stakeholders at all levels,



including executivesDemonstrated curiosity and ability to learn complex industries and technical conceptsAbility to work independently while collaborating closely with Account Executives and cross‑functional teamsStrong organizational skills and attention to detailExperience with Salesforce or similar CRM platformsBonus PointsExperience selling into Aerospace & Defense organizationsFamiliarity with government procurement programs, Industrial and Technological Advantages (ITB), or defense contractingExperience in enterprise SaaS salesExperience selling to technical buyers such as engineers, product teams, or manufacturing organizationsWhat Success Looks LikeSuccess won’t be measured by how many calls you make or meetings you book.Instead, you’ll be evaluated on:Strategic pipeline value createdProgression of opportunities through the sales processDepth of account penetration across target organizationsQuality and quantity of multi‑threaded stakeholder relationshipsCreation of large, enterprise‑level opportunitiesInfluence on long‑term revenue outcomesA successful Aerospace & Defense BDR creates a small number of highly qualified opportunities with significant revenue potential rather than a large volume of early‑stage conversations.Extra DetailsThis is a full‑time, permanent position with an attractive compensation package range of $90,000‑$110,000 that also includes commission and stock optionsThis role offers an extended health and benefits package that includes unlimited paid vacation and RRSP matchingThis role is open to candidates located in Toronto, ON or St. John’s, NLThere will be opportunities for growth into senior Sales Development, Account Executive, and other revenue leadership rolesEquity NoteFrequently cited statistics show that people who identify with historically marginalized groups are likely to apply to jobs only if they meet 100% of the qualifications. We encourage you to help us break that statistic and apply even if you don’t meet every single qualification—you are valued, and your potential matters most to us.#J-18808-Ljbffr

📌 Strategic Business Development Specialist - $90,000 - $110,000 A Year (Winnipeg)
🏢 CoLab
📍 Winnipeg