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Added 14 mins ago
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Applied HVAC Outside Sales Representative – Calgary

Octasic

Sales Manager, Canadian Armed Forces (CAF)

Montreal, QC, Canada

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Job details

Posting language: English
Posted: Oct 27, 2026

Original job description

We are currently looking for a:

Sales Manager, Canadian Armed Forces (CAF)

Reporting to the Director Sales CAN and EMEA; Sales Manager, Canadian Armed Forces (CAF), is responsible for developing and executing Octasic's growth strategy across the Canadian defense market, with a primary focus on the Department of National Defence (DND), the Canadian Armed Forces, Defence Research and Development Canada (DRDC), and key defense industry partners. This is a sales-led role accountable for identifying, qualifying, shaping, capturing, and closing product, development, and integration opportunities in electronic warfare (EW), signals intelligence (SIGINT), cyber, and cyber and electromagnetic activities (CEMA), aligned with customer mission requirements and the Annual Operating Plan (AOP).

This position serves as a front-line representative for Octasic Inc. and requires a mission-focused, technically credible sales leader who understands military operations, Canadian defense procurement, and the defense industrial base. The Sales Manager will work closely with Product Management to connect market demand, operational concepts, product capabilities, and roadmap priorities, while retaining clear ownership of account strategy, pipeline development, capture execution, customer relationships, and revenue growth. The role will coordinate cross-functional pursuit teams across Sales, Programs, Field Applications Engineering, Product Line Management, Engineering, Operations, Contracts, and executive leadership.

The preferred candidate will be based in Ottawa, or the surrounding area to maintain close engagement with CAF stakeholders, DND organizations, and defense industry partners. Regular travel within Canada and occasional international travel will be required.

WHAT YOU’LL DO

Develop and execute a multi-year growth plan and account strategy for DND and the CAF that translates Octasic’s strategic priorities and AOP targets into measurable pipeline, bookings, and revenue.
Own assigned sales targets and commercial outcomes, including opportunity progression, forecast accuracy, pricing strategy, negotiation, and closure plans.
Build, qualify, and advance a balanced opportunity pipeline spanning product sales, funded research and development, evaluations, demonstrations, platform integrations, sustainment, and long-term programs.
Establish trusted, senior-level relationships across CAF operational commands, capability development organizations, program offices, procurement authorities, DRDC, prime contractors, systems integrators, and channel partners to shape demand and accelerate buying decisions.
Use military and defense industry insight to identify operational gaps, procurement priorities, funding pathways, and competitive dynamics early enough to influence requirements and position Octasic for success.
Create customer-specific sales campaigns for EW, SIGINT, cyber, and multi-domain CEMA opportunities, with clear entry points, stakeholder engagement plans, funded evaluation pathways, and transition-to-program strategies.
Lead end-to-end capture execution for priority opportunities, including qualification, win strategy, stakeholder mapping, competitive positioning, teaming, pricing inputs, proposal direction, risk reviews, and executive decision gates.
Position Octasic’s EW, SIGINT, cyber, CEMA/EMSO, software-defined radio, spectrum operations, geolocation, cellular, and RF-enabled mission solutions across air, land, maritime, and unmanned platforms.
Translate complex operational and technical requirements into differentiated value propositions, commercially viable solution strategies, and compelling business cases for operational, engineering, procurement, and executive audiences.
Convert demonstrations, evaluations, field exercises, technical workshops, and industry events into defined customer commitments, qualified follow-on opportunities, and funded program pathways in coordination with Field Applications Engineering, Programs, Product Line Management, and Engineering.
Develop routes to market and expand addressable opportunities by building targeted relationships with Canadian and international prime contractors, platform providers, systems integrators, and technology partners.
Direct bid and proposal strategy for requests for information, statements of capability, requests for proposal, and partner submissions, ensuring each response clearly communicates Octasic’s differentiation, customer value, and path to award.
Maintain disciplined CRM, account planning, opportunity management, forecasting, and executive reporting practices that provide clear visibility into pipeline health, risks, next actions, and expected revenue.
Partner with Product Management to convert market, mission, customer, and competitive insight into stronger product positioning, roadmap priorities, sales enablement, and qualified opportunities.
Coordinate with Contracts, Finance, Operations, and Programs to structure pursuits that are compliant, executable, properly resourced, and positioned for profitable growth.
Represent Octasic at CAF and DND locations, customer sites, trade shows, conferences, and defense industry engagements to strengthen market presence, generate demand, and advance active pursuits.

QUALIFICATIONS

Bachelor's degree in Business, Engineering, Telecommunications, Computer Science, or a related field; equivalent military leadership, technical, or defense industry experience may be considered;
At least 8 years of sales, business development, capture, or customer-facing defense industry experience in technically complex markets, with demonstrated responsibility for pipeline development and revenue growth;
Military service or substantial direct experience supporting the CAF and DND is strongly preferred;
Demonstrated understanding of CAF operational environments, command structures, capability development, and customer decision-making processes;
Demonstrated sales discipline, including opportunity qualification, account planning, forecasting, negotiation, and closing complex defense opportunities;
Demonstrated success developing customer relationships and converting opportunities into funded evaluations, awards, contracts, or programs;
Experience working with Canadian defense procurement, government contracting, prime contractors, systems integrators, or partner channels;
Demonstrated experience in EW and SIGINT, with working knowledge of cyber, CEMA/EMSO, radar, RF communications, software-defined radio, spectrum operations, geolocation, cellular technologies, systems engineering, or mission-system integration;
Experience working with Product Management and technical teams to translate operational concepts, CONOPS/CONUSE, capability gaps, and product roadmaps into customer value propositions, demonstrations, proposals, and winning capture strategies;
Ability to communicate complex technical solutions to operational, technical, procurement, and executive audiences;
Strong written, verbal, presentation, negotiation, and interpersonal skills in English; proficiency in French is an asset;
Self-directed and capable of operating with limited supervision while leading cross-functional pursuit teams;
Proficiency with CRM systems and Microsoft Outlook, Word, Excel, and PowerPoint;
Ability to travel regularly within Canada, including customer sites, military locations, demonstrations, exercises, and industry events; occasional international travel may be required;
Ability to obtain and maintain the Government of Canada security clearances and access authorizations required for the role.

At Octasic, you will contribute to developing cutting-edge technologies that help Canada and its allies better understand, protect, and secure an ever-changing world. Join us!

#makewaves

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More about this job

Responsibilities

The Sales Manager is responsible for developing and executing growth strategies within the Canadian defense market, specifically targeting the Department of National Defence and the Canadian Armed Forces. This role involves managing the full sales lifecycle, from identifying and qualifying opportunities to closing complex defense contracts while coordinating cross-functional teams.

Requirements

Candidates must possess at least 8 years of experience in sales or business development within technically complex defense markets, with a strong preference for military or CAF-related experience. A bachelor's degree in a relevant field is required, along with the ability to obtain Government of Canada security clearances.

Skills

Sales management
Business development
Defense procurement
Electronic warfare
Signals intelligence
Cyber security
Account strategy
Pipeline development
Capture management
Stakeholder engagement
Technical sales
Proposal writing
CRM management
Strategic planning
Government contracting
Systems integration

Visa sponsorship

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Keywords

Sales Manager
Canadian Armed Forces
Department of National Defence
Electronic Warfare
SIGINT
Cyber
CEMA
EMSO
Software-defined radio
Spectrum operations
Geolocation
RF-enabled mission solutions
Capture management
Business development
Defense procurement
Government contracting
CRM
Account planning
Systems engineering
Proposal strategy
Strategic growth
Stakeholder management
Technical sales
Defense industry
Mission-focused
Cross-functional leadership
Pipeline management
Revenue growth
Contract negotiation
Security clearance

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