Defence Sales Manager Canada
alta-ares
About Alta Ares
Alta Ares is an air defense Neoprime. We build AI-guided interceptors to counter drones and cruise missiles, along with the software platform that powers them.
Our customers are NATO-aligned militaries and defense institutions, and our systems are regularly deployed during live exercises and operational demonstrations across Europe, the Middle East, and Asia.
Founded in 2024, we have grown to 90 people, raised over $60M, and increased revenue 40× this year. We are now entering a new phase of international expansion, industrial scaling, fundraising, and product development.
Role & Mission
As Defence Sales Manager Canada, you will own Alta Ares' commercial development within Canada's defence industrial ecosystem — building strategic relationships with Canadian primes and integrators, and positioning Alta Ares as the AI-enabled partner of choice for Canada's next generation of defence platforms and programmes.
Ottawa is the right base: at the intersection of Canada's defence procurement apparatus (DND, PSPC, ISED) and its industrial base. You will be close to the decisions that matter while building deep relationships with CAE, MDA, L3Harris Canada, General Dynamics Canada, Rheinmetall Canada, and their peers.
Canada is accelerating its defence spending commitments under NATO pressure, investing heavily in NORAD modernisation, Arctic surveillance, and C-UAS — all squarely aligned with Alta Ares' capabilities. You will be on the ground at exactly the right moment.
1. Industrial Business Development & Account Management
Identify, qualify, and develop strategic partnership and sales opportunities with Canada's leading defence primes and systems integrators: CAE, MDA Space, L3Harris Canada, General Dynamics Canada, Rheinmetall Canada, Kongsberg Canada, and equivalent
Build deep, multi-level relationships within each account — across business development, engineering, programme management, and procurement teams
Structure and negotiate teaming agreements, MoUs, subcontracting arrangements, and co-development frameworks
Identify joint bid opportunities on Canadian and NATO programmes where Alta Ares and a Canadian prime can combine capabilities
Manage the full account lifecycle from first contact to signed contract, with accurate pipeline reporting to leadership
2. Market Intelligence & Opportunity Mapping
Map Canada's defence industrial landscape: prime contractor ecosystem, upcoming major programmes, DND procurement priorities, and Industrial and Technological Benefits (ITB) policy requirements
Track NORAD modernisation investments, Arctic surveillance programmes, and Canadian C-UAS and ISR capability gaps — the core demand drivers for Alta Ares in Canada
Monitor Canadian defence policy developments: NATO 2% GDP commitment, Canada's defence review, and bilateral Five Eyes and AUKUS-adjacent cooperation frameworks
Identify Canadian innovation programmes and funding mechanisms: IDEaS (Innovation for Defence Excellence and Security), DRDC, and NRC industrial partnerships
Provide regular market intelligence and strategic recommendations to the GM North America and top management
3. Institutional Engagement & Partner Ecosystem
Develop working relationships with DND, PSPC, and ISED programme officers to understand upcoming procurement requirements and shape specifications in favour of Alta Ares' solutions
Engage with Canadian defence innovation bodies: IDEaS programme office, DRDC (Defence Research and Development Canada), and relevant industry associations (CADSI)
Represent Alta Ares at key Canadian defence events: CANSEC, Ottawa Defence and Security, and bilateral NATO industry forums
Support the development of Canadian-specific partnership structures that satisfy ITB policy and Canadian content requirements
4. Cross-functional Coordination
Work closely with Engineering and Product in Paris to align demo schedules, technical proposals, and delivery commitments with Canadian industrial partner requirements
Prepare and deliver tailored capability briefings, product demonstrations, and technical presentations for Canadian industrial audiences
Coordinate with the GM North America on US-Canada cross-border programme opportunities, particularly NORAD and Five Eyes-aligned initiatives
Support export compliance: French AECA, Canadian export controls (EIPA), and ITAR end-user requirements for Canadian transactions
Brief leadership regularly on pipeline status, account developments, and strategic risks
Candidate Profile
Experience
4–7 years of experience in defence business development, account management, or industrial partnerships in the Canadian market — mandatory
Proven track record building and managing relationships with Canadian defence primes or DND/PSPC procurement teams
Experience navigating Canadian defence industrial policy: ITB requirements, Canadian content frameworks, and ISED engagement
Familiarity with major Canadian defence programmes: NORAD modernisation, Arctic and Offshore Patrol Ships, RCAF platform upgrades, or equivalent
Background in C-UAS, ISR, AI autonomy, UAS, or adjacent technologies is a strong plus
Prior experience in a neoprime or advanced defence tech company is a significant advantage
Skills & Qualities
English fluency — mandatory
French proficiency is a strong plus — bilingualism is a meaningful differentiator in Ottawa's defence community and essential for direct communication with Paris HQ
Deep understanding of Canada's defence industrial culture: relationship-driven, process-conscious, and sensitive to sovereignty and Canadian content considerations
Commercial drive combined with patience — Canadian defence procurement cycles are long and relationship-dependent
Organised and rigorous: able to manage complex multi-stakeholder accounts, track pipeline accurately, and report clearly to a remote HQ
Entrepreneurial and autonomous — you build from scratch and operate lean
High integrity and discretion — you operate in a security-sensitive industrial and government environment
Comfortable working across Canadian and European cultural and operational contexts simultaneously
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