Director of Business Development

Director of Business Development – Physical Security

Location: Toronto, Ontario, Canada
Department: Corporate Operations
Compensation: Approximately $150,000 base salary + 20% performance bonus
Reports To: Vice President of Sales
Version Date: February 2026

Position Summary

A leading provider of security services is seeking a Director of Business Development – Physical Security to lead and grow physical security guarding sales across Ontario and Western Canada.

This role is responsible for driving revenue growth, developing new client relationships, and leading a team of business development professionals. Target sectors include major infrastructure and commercial industries such as office towers, post-secondary institutions, retail, oil and gas, industrial operations, mining, transportation, government, and other critical infrastructure environments.

The ideal candidate will have experience building and scaling high-performing sales teams within the security services or corporate security management sector. This individual should bring a strong entrepreneurial mindset, data-driven decision-making skills, and experience leading teams through growth and change while fostering a collaborative and results-oriented culture.

Key responsibilities include managing the existing sales team, collaborating with operations on large RFP opportunities, generating new business opportunities, strengthening relationships with key clients, and ensuring the delivery of high-quality service through close partnership with operational leadership.

Key Responsibilities

• Conduct regional market analysis and travel throughout the territory to identify strategic markets and target clients.

• Develop and execute a regional sales strategy that supports revenue growth and profitability goals.

• Recruit, train, develop, and manage a team of approximately 5–8 Business Development Managers.

• Oversee prospecting activities including cold outreach, lead generation, and new customer acquisition initiatives.

• Ensure team members meet or exceed performance standards related to prospecting, pipeline development, proposals, and closed sales.

• Maintain accurate opportunity tracking and reporting within the CRM system.

• Provide regular coaching, mentoring, and performance evaluations to strengthen team capabilities and motivation.

• Apply consultative selling methodologies and strategic account management practices to develop tailored client proposals.

• Deliver or support high-level sales presentations and negotiations with senior decision-makers.

• Maintain awareness of competitive offerings, market pricing, and discounting strategies.

• Collaborate with internal departments to ensure optimal outcomes for clients and the organization.

• Provide accurate sales forecasts, pipeline reporting, and performance updates.

• Participate in industry associations, networking events, and thought leadership opportunities within the security sector.

• Support strategic initiatives including process improvements, operational alignment, and long-term planning.

Qualifications

• Bachelor’s degree preferred.

• Professional security designation (e.g., CPP or similar) is considered an asset.

• Proven experience presenting security solutions and proposals to senior executive stakeholders.

• Experience designing or implementing complex security programs is an advantage.

• Minimum 8 years of experience in security services sales, preferably within the guard services industry.

• Minimum 5 years of sales leadership or management experience.

• Strong financial and commercial acumen, including experience developing pricing strategies and proposals.

• Excellent communication and relationship-building skills with the ability to engage stakeholders at all organizational levels.

Working Conditions

• Combination of office-based work and field visits with prospective and existing clients.

• Travel required: Approximately 10–20%, including occasional overnight trips.

• Occasional evening attendance at client meetings, networking events, or industry functions.

About the Opportunity

This position offers the chance to join a growing organization in the physical security services industry and play a key leadership role in expanding regional market presence while building a high-performing sales organization.

This posting is for a position that is currently vacant within one of our client organizations or within our own.