Sales Operations & Business Development Specialist

Armour Cyber; Toronto; Hybrid; CAD 65,000 - 95,000; Full time

Job summary

Armour Cyber in Toronto, Canada, seeks a Sales Operations & Business Development Specialist to optimize lead flow, manage opportunities, and align marketing with sales for cybersecurity services. You will drive inbound/outbound outreach, nurture prospects, and support collateral and process documentation.

You will collaborate across Business Development, Marketing, and Sales to improve conversion rates, deliver insights, and ensure accurate revenue forecasting while maintaining CRM data quality.

Responsibilities

• Monitor, capture, and organize inbound leads from marketing campaigns.
• Qualify leads based on criteria including cybersecurity for family offices and high-net-worth clients.
• Maintain CRM hygiene and accurate pipeline stage transitions.
• Ensure opportunities progress through the sales funnel with next steps and follow-ups.
• Coordinate lead nurturing and schedule introduction calls.
• Prepare high-potential leads for handoff to Sales with context and background.
• Track funnel performance and provide insights to Marketing and Sales leadership.
• Coordinate central sales collateral; update playbooks, SOPs and internal docs.
• Capture workflow steps and improvements across the revenue cycle.
• Support compliance and audit readiness documentation.
• Coordinate internal meetings and record action items and owners.
• Facilitate alignment between Business Development, Marketing, and Sales.
• Generate reports on pipeline health and campaign performance.
• Assist leadership dashboards and business review summaries.
• Lead generation and deal closure for cybersecurity consulting services.
• Conduct discovery calls to understand needs and position cybersecurity solutions.
• Manage the sales process from first contact to deal closure, including pricing discussions.

Job description

Sales Operations & Business Development Specialist

Responsibilities:

1. Lead & Opportunity Management Operations
   • Monitor, capture, and organize inbound leads generated from marketing campaigns (email, webinars, social, website forms, etc.).
   • Evaluate and qualify leads based on defined criteria (industry, intent, maturity), including opportunities related to cybersecurity for family office environments and high-net-worth client organizations.
   • Maintain accurate CRM hygiene, including contact details, engagement activity,
     and pipeline stage transitions.
   • Ensure that opportunities progress through the sales funnel by prompting next
     steps, coordinating follow-ups, and maintaining stage accuracy.
   • Support lead nurturing workflows by coordinating follow-ups, scheduling
     introduction calls, and sharing relevant content.
   • Prepare high-potential (warm) leads for seamless handoff to Sales, providing
     necessary context and prospect background.
   • Track funnel performance and provide insights to Marketing and Sales leadership
     on lead volume, conversion rates, and engagement trends.

1. Sales Collateral & Process Documentation
   • Serve as the central coordinator for all sales collateral, ensuring materials are organized, current, standardized, and easily accessible to the Sales team.
   • Maintain and update playbooks, SOPs, and internal documentation.
   • Capture workflow steps and improvement opportunities across the revenue cycle.
   • Support internal compliance and audit readiness documentation to ensure processes remain current and traceable.

1. Sales Operations Support
   • Coordinate internal meetings, assist with scheduling, and ensure clear recording of action items and owners.
   • Facilitate alignment and communication between Business Development, Marketing, and Sales functions.
   • Support administrative tasks as needed to ensure operational continuity and efficiency.

1. Reporting & Business Insights
   • Generate recurring and ad-hoc reports on pipeline health, campaign performance, and productivity metrics.
   • Assist in preparing leadership dashboards and business review summaries.
   • Highlight data trends and discrepancies to improve decision-making and operational accuracy.

1. Lead generation and Deal closure
   • Identify, research, and engage prospective clients through outbound and inbound channels to generate qualified sales opportunities for the company's cybersecurity consulting services based on the company's strategy.
   • Conduct discovery conversations to understand customer needs, validate fit, and position cybersecurity services and solutions aligned to business challenges.
   • Manage the sales process from first contact through deal closure for assigned opportunities, including pricing discussions and objections handling.
   • Collaborate closely with marketing and senior sales leadership to refine messaging, improve conversion rates, and exceed revenue targets.

1. Collaboration & Professional Development
   • Participate actively in team meetings, planning cycles, and training sessions.
   • Continuously learn about cybersecurity, sales operations best practices, and industry terminology.
   • Contribute to a positive, accountable, and performance-driven team environment.