Business Development Manager

Cognibox; Toronto; On-site; CAD 100,000 - 140,000; Full time

Benefits offered by this job

Mental health support

3+ weeks vacation

Wellness days

Medical & dental coverage

Year-end shutdown

Learning license

Job summary

Veriforce is seeking a Business Development Manager to own a geographic territory in the Greater Toronto Area, driving new business growth across Oil & Gas, Mining, Utilities, and Manufacturing sectors.

You will manage full-cycle sales from prospecting to close, building ROI-driven cases and tailoring demonstrations to client needs. A structured MEDDIC/BANT approach and CRM discipline are essential for success.

Qualifications

• 3+ years of full-cycle B2B sales experience.
• Experience selling into Oil & Gas, Mining, Utilities or Manufacturing.
• Structured sales methodology knowledge (MEDDIC, BANT, Challenger) and CRM discipline.

Responsibilities

• Build and manage a healthy pipeline with quota coverage.
• Lead discovery to map ROI and drive the deal forward.
• Deliver product demonstrations and develop ROI-based business cases.

Skills

Full-cycle B2B sales

Industrial sector sales

Job description

Business Development Manager

Department: Sales

Employment Type: Permanent

Location: Greater Toronto Area, Canada

Reporting To: VP, Sales & Onboarding

Compensation: CA$100,000 - CA$140,000 / year

Description

Veriforce is a leader in contractor compliance and supply chain risk management, helping the world's most safety-conscious organizations protect their workers, their reputation, and their operations. As Business Development Manager, you will own a defined geographic territory and drive new business growth across one or two of the key industries; including Oil & Gas, Mining, Utilities, and Manufacturing.

This is a full-cycle, new-logo sales role. You will take opportunities from prospecting and qualification through solution positioning, demonstration, negotiation, and close articulating clear business value and driving adoption of Veriforce solutions with the organizations that need them most.

What that means day-to-day:

1. Build Pipeline & Prospect Relentlessly

• Build and maintain a healthy pipeline of qualified opportunities with strong coverage against quota
• Execute outbound and account-based prospecting strategies in close partnership with BDRs
• Prioritize and systematically engage ICP accounts across your territory

2. Qualify with Rigor (MEDDIC / BANT)

• Lead structured discovery to uncover business drivers, urgency, and decision dynamics
• Validate ICP fit and apply deal qualification rigor early — and revisit it throughout the cycle
• Build multi-threaded relationships across economic buyers, champions, and influencers

3. Sell on Value

• Map customer challenges to Veriforce solutions across compliance, risk reduction, and operational efficiency
• Own and deliver product demonstrations tailored to each customer's use case
• Develop ROI-driven business cases that give champions the tools to sell internally

4. Negotiate & Close

• Build compelling, value-based proposals aligned with customer objectives and internal pricing frameworks
• Lead commercial negotiations with a structured, disciplined approach
• Engage leadership and legal at the right moments to accelerate — not slow — the deal

5. Bring the Market Inside

• Stay current on industry trends, competitive dynamics, and evolving customer needs
• Feed insights back to Product, Marketing, and GTM leadership

How Success Is Measured

• Revenue performance: New ARR closed vs. quota, win rate on qualified opportunities, average deal size, and sales cycle length
• Pipeline health: Pipeline coverage ratio, qualified opportunities created, and depth of ICP account engagement
• Sales effectiveness: Stage-to-stage conversion rates, proposal-to-close ratio, and the share of deals with a documented business case and full qualification
• Forecast reliability: Forecast vs. actual variance and CRM discipline
• Customer outcomes: Quality of onboarding handoff, implementation readiness at close, and customer satisfaction in the first 90 days

What you'll need to be successful:

• 3+ years of full-cycle B2B sales experience, with a proven record of exceeding new-business quota
• Experience selling into industrial sectors — Oil & Gas, Mining, Utilities, or Manufacturing required
• Command of a structured sales methodology (MEDDIC, BANT, Challenger, or similar) and disciplined CRM habits
• A hunter's mindset: comfortable with outbound, resilient in long cycles, and energized by opening new doors
• Executive presence and the ability to multi-thread across operations, HSE, procurement, and the C-suite
• Strong business acumen: you can build an ROI case and defend it in a negotiation
• Willingness to travel within territory as required

What you'll get in return:

We want you to be able to do your best work here. We emphasize providing many ways to support our team to do their best work, and believe that if you look after your people, they look after everything else!

Personal Health & Wellbeing

• Integrated mental health & wellbeing support
• Vacation – starting at 3 weeks
• Wellness Days & Annual Giving Day – an extra to give back to yourself or your community
• Comprehensive medical and dental coverage
• End of the year, company-wide shut down for you to relax and recharge

Future Planning

• LinkedIn Learning License for upskilling & development

Bring Your Whole Self to Work.

We are proudly an equal-opportunity employer. We are committed to ensuring that no candidate is discriminated against because of gender identity and expression, race, disability, ethnicity, sexual orientation, age, colour, region, creed, national origin, or sex. We are dedicated to growing a diverse team while continuing to create an inclusive environment where everyone feels safe and empowered to be themselves.

What you can expect if you apply:

• A response to your application within 15 working days
• An interview process consisting of:
• An initial discovery call with the recruiter
• A first stage interview via Microsoft Teams
• Additional interview with the stakeholders you'll be working with closely in the role

We're keen to ensure our hiring process allows you to be at your best, so if you need us to make any adjustments, please just let us know.