Strategic Development Specialist

CoLab Software•Toronto, ON

6d•CA$90,000 - CA$110,000•Hybrid

About The Position

Our Aerospace & Defense market requires a fundamentally different prospecting approach. Success comes from identifying a small number of highly strategic opportunities and helping organizations navigate complex business priorities, industry initiatives, and government incentives. The goal isn't to book as many meetings as possible. It's to help create the next large strategic opportunity. In this role, you'll work in lockstep with an Account Executive, operating as an extension of the account team rather than a standalone outbound rep. Together, you'll build account plans, map stakeholders, uncover strategic business drivers, and contribute to executive-level business cases that open doors into some of the world's largest engineering organizations. This role is part researcher, part strategist, and part relationship builder. You'll spend as much time understanding an account's business priorities as you will prospecting into it. The average person might think this job sounds too hard. If that feels energizing rather than intimidating, you'll probably thrive here.

Requirements

Experience in Business Development, Sales Development, Account Development, or a related prospecting role
Strong research and account planning capabilities
Excellent written and verbal communication skills
Confidence engaging with stakeholders at all levels, including executives
Demonstrated curiosity and ability to learn complex industries and technical concepts
Ability to work independently while collaborating closely with Account Executives and cross-functional teams
Strong organizational skills and attention to detail
Experience with Salesforce or similar CRM platforms

Nice To Haves

Experience selling into Aerospace & Defense organizations
Familiarity with government procurement programs, Industrial and Technological Benefits (ITB), or defense contracting
Experience in enterprise SaaS sales
Experience selling to technical buyers such as engineers, product teams, or manufacturing organizations

Responsibilities

Identify and develop high-value opportunities within Aerospace & Defense organizations across North America
Research target accounts to understand strategic initiatives, procurement programs, innovation investments, and business priorities, then develop a clear point of view before initiating outreach.
Build relationships across engineering, innovation, R&D, business development, government affairs, and executive leadership teams
Identify opportunities where government programs, industry incentives, and innovation initiatives create compelling business cases for CoLab
Execute highly personalized outreach through LinkedIn, email, phone, industry events, and warm introductions
Partner closely with Account Executives on account planning, stakeholder mapping, and opportunity development
Create multi-threaded engagement strategies that establish credibility across large organizations
Maintain accurate account intelligence and engagement activity in Salesforce and other sales tools
Continuously improve your understanding of the Aerospace & Defense industry, procurement processes, and CoLab's customers