Business Development Manager, Drone Solutions

VTRAC Consulting Corporation (WBE); Toronto; Hybrid; CAD 120,000 - 190,000; Full time

Job summary

VTRAC Consulting Corporation (WBE) is actively seeking a Business Development Manager, Drone Solutions, to drive the growth of drone-based surveillance, inspection, and security offerings across Canada from a GTA-ON hybrid base.

The role focuses on developing strategic accounts in critical infrastructure, utilities, energy, emergency services, public safety, defense, and government, leveraging a consultative, value-driven approach.

Qualifications

• Ten years of business development experience.
• Five years of successful B2B sales or business development involving complex technology solutions.
• Demonstrated experience selling into critical infrastructure, utilities, energy, emergency services, public safety, defense, or government.

Responsibilities

• Develop and execute a strategic sales plan to grow drone and UAS solution sales across Canada.
• Identify opportunities within critical infrastructure, utilities, energy, emergency services, public safety, defense, and government.
• Position drone solutions for surveillance, security, asset inspection, and infrastructure monitoring.
• Build relationships with senior executives, operational leaders, security professionals, technical stakeholders, procurement teams, and government decision-makers.
• Lead the complete sales lifecycle from prospecting through to contract award and account development.
• Conduct consultative, value-based discussions focusing on operational effectiveness, safety, risk reduction, ROI, and TCO.
• Understand customer requirements and work with engineering teams to tailor UAS configurations.
• Navigate procurement processes, RFP/RFQ requirements, security, and multi-level decision-making.
• Develop new strategic accounts and expand existing relationships.
• Maintain a disciplined CRM pipeline with accurate 6–12 month forecasts.
• Represent the organization at demonstrations, conferences, trade shows, and government meetings.

Skills

Strategic sales

Executive relationships

Consultative selling

Complex technology solutions

Opportunity development

CRM pipeline management

RFP/procurement experience

Stakeholder management

Negotiation

Government/public sector sales

Tools

CRM software

Job description

Position: Business Development Manager, Drone Solutions

Position Type: Permanent

No. of Positions: 2

Location: GTA, ON (hybrid)

Description

Are you ready to take flight in one of the fastest-growing frontiers of technology?

As a seasoned Business Development Manager, you will drive the adoption of advanced drone and UAS solutions across mission-critical industries. The focus is on providing drone-based surveillance, inspection, monitoring, security, and operational solutions to organizations responsible for critical assets, infrastructure, and public safety.

You will develop new business and strategic accounts across critical infrastructure, utilities, energy, emergency services, public safety, defense, and government.

The ideal candidate brings a strong track record selling surveillance systems, integrated hardware and software solutions, security technologies, aerospace/defense systems, robotics, industrial technology, or UAS/drone solutions into these markets.

Direct drone sales experience is an asset, but more important is your ability to understand complex customer environments, sell technology-driven solutions, and develop relationships with senior decision-makers.

This is a strategic, consultative sales role involving complex solutions, multiple stakeholders, technical teams, procurement organizations, and extended sales cycles. The position offers a significant Canadian market opportunity, competitive compensation, and uncapped commission potential.

Responsibilities:

• Develop and execute a strategic sales plan to grow drone and UAS solution sales across Canada.
• Identify and develop opportunities within critical infrastructure, utilities, energy, emergency services, public safety, defense, and government.
• Position drone solutions for applications such as surveillance, security, asset inspection, infrastructure monitoring, emergency response, situational awareness, and mission-critical operations.
• Build relationships with senior executives, operational leaders, security professionals, technical stakeholders, procurement teams, and government decision-makers.
• Lead the complete sales lifecycle - from prospecting, discovery and qualification through demonstrations, solution development, proposals, RFPs, negotiations, contract award, and account development.
• Conduct consultative, value-based sales discussions focused on operational effectiveness, safety, security, risk reduction, ROI, and total cost of ownership.
• Understand customer operational requirements and work with technical and engineering teams to develop appropriate UAS hardware, software, payload, surveillance, and integrated solution configurations.
• Navigate complex procurement processes, RFP/RFQ requirements, regulatory considerations, security requirements, and multi-level decision-making environments.
• Develop new strategic accounts while identifying expansion opportunities within existing customer relationships.
• Maintain a disciplined CRM pipeline and provide accurate forecasting across typical 6-12-month complex sales cycles.
• Represent the organization at customer demonstrations, industry conferences, trade shows, government meetings, and strategic partner engagements.

Qualifications:

• Ten years of business development experience.
• Five years of successful B2B sales or business development experience involving complex technology solutions.
• Strong preference for candidates who have sold surveillance technology, integrated hardware and software, security systems, sensors, aerospace or defense technology, robotics, industrial technology, autonomous systems, or drones/UAS.
• Demonstrated experience selling into one or more of the following markets: critical infrastructure, utilities, energy, emergency services, public safety/security, defense, or government.
• Proven track record developing and closing complex, high-value enterprise or government opportunities.
• Experience managing longer sales cycles involving multiple technical, operational, procurement, and executive stakeholders.
• Experience with government procurement, tenders, RFPs/RFQs, regulated customers, or public-sector sales is highly desirable.
• Ability to understand technical products and translate drone/UAS capabilities into clear operational and business value.
• Proven ability to qualify and prioritize opportunities using structured sales methodologies such as MEDDIC or similar frameworks.
• Strong commercial discipline with demonstrated ability to negotiate effectively, protect margins, and manage pricing pressure.
• Existing relationships within Canadian utilities, energy, critical infrastructure, public safety, defense, or government organizations would be a significant asset.
• Knowledge of Canadian drone regulations, Transport Canada requirements, security considerations, and data/privacy requirements is an asset.
• Excellent executive communication, presentation, negotiation, and relationship-building skills.

We thank all candidates in advance. Only selected candidates for interviews will be contacted. For other exciting opportunities, please visit us at www.vtrac.com.

VTRAC is an equal opportunity employer.