Business Development Manager

Business Development Manager

Location: Montreal (Brossard)
Type: Hybrid
Employment Type: Full-time
Reports To: General Manager
Compensation: Base salary + commission

About Ekhosoft

Ekhosoft is transforming how process manufacturers optimize their operations. Our cloud-based SaaS solution, Ekho Klarity, helps manufacturers increase OEE (Overall Equipment Effectiveness), reduce unplanned downtime, and drive continuous improvement initiatives. With 20+ years of domain expertise and a best-in-class product, we're relaunching our go-to-market strategy to achieve exponential growth in the manufacturing intelligence space.

The Opportunity

We're seeking a self-motivated, full-cycle Business Development Manager who thrives in a high-autonomy environment. This is not a traditional BDR role where you simply book meetings for Account Executives. You'll own the entire sales cycle from prospecting through qualification, needs assessment, product demonstration, and proposal development. You'll be the primary pipeline driver for Ekhosoft, working directly with the General Manager to close high-value enterprise deals.

This role is ideal for someone who wants to build something, not just execute a playbook. You'll have the freedom to experiment with sales strategies, the tools to succeed, and direct access to leadership.

This role is hybrid in the Montreal area (Brossard) and will include occasional travel for trade shows and other sales activities.

What You'll Do

Lead Generation & Prospecting (40%)

- Generate 50+ raw (unqualified) leads per month using AI-driven sales acceleration tools (e.g. Amplemarket, LinkedIn Sales Navigator, and ZoomInfo) and industry events.
- Identify and target process engineering and maintenance & reliability professionals at manufacturing facilities, primarily in Canada and the US (may include LatAm and Europe on a case-by-case basis).
- Research target accounts to understand their operational challenges, pain points, and buying triggers
- Manage and nurture inbound marketing leads generated through our website and industry events

Qualification & Discovery (30%)

- Conduct initial discovery calls to understand prospect needs, challenges, and buying timeline
- Qualify leads using a consultative approach, focusing on operational pain points related to downtime tracking, OEE visibility, compliance management, and data fragmentation
- Assess prospect fit based on industry (food & beverage, pharmaceuticals, oil & gas, paper, chemicals, etc.), facility size, and technology maturity
- Document prospect information, pain points, and next steps in CRM with meticulous detail
- Determine which opportunities warrant investment of senior leadership time

Product Demonstration & Solution Positioning (20%)

- Deliver compelling product demonstrations using pre-built scripts for common use cases
- Adapt demonstrations to highlight features most relevant to prospect pain points
- Partner with technical consultants to develop custom demonstrations for complex or non-standard requirements
- Articulate Ekho Klarity's value proposition
- Address technical questions and objections with confidence and accuracy
- Position Ekho Klarity against competitive alternatives (SAP, Siemens, AVEVA, etc.)

Pipeline Management & Deal Progression (10%)

- Maintain a healthy pipeline of opportunities across all sales stages
- Conduct regular follow-ups to keep deals moving forward
- Prepare prospects for proposal stage by ensuring alignment on requirements, timeline, and decision-making process
- Collaborate with the General Manager to develop customized proposals for qualified opportunities
- Transition qualified opportunities to GM for final negotiations and closing
- Maintain accurate forecasting and pipeline reporting

Required Qualifications

Experience

- 2-4 years of B2B sales experience, preferably in SaaS, manufacturing technology, or industrial software
- Proven track record of meeting or exceeding lead generation and conversion targets
- Experience managing full sales cycles (not just appointment setting)
- Comfortable with 6-9-month sales cycles and enterprise buying processes

Skills & Competencies

- Self-starter mentality: You don't need to be managed daily; you create your own structure and momentum
- Consultative selling: You listen more than you talk and genuinely seek to understand customer problems
- Technical aptitude: You can quickly learn complex software and articulate technical value propositions
- Organization & discipline: You maintain meticulous CRM hygiene and follow systematic processes
- Communication: Excellent English written and verbal communication skills; comfortable presenting to engineering and operations leaders.
- Resilience: You handle rejection well and maintain optimism through long sales cycles
- Tool proficiency: Comfortable learning and leveraging sales tech stack (Amplemarket, LinkedIn Sales Navigator, ZoomInfo, CRM)

Preferred (Not Required)

- Manufacturing industry knowledg