Regional Account Manager growing premium surfacing - material sales through A&D relationships across Toronto and the GTA. Conducting client visits, presentations, and industry events as a brand ambassador.
About the role
- Strategy and partnerships lead building Arondite’s defence AI software business in Canada. Developing government, defence, and technology partnerships from an Ottawa base.
Responsibilities
- Lead Arondite’s early business development and strategic engagement activity in Canada
- Build and maintain relationships with stakeholders across DND, DRDC, IDEaS, federal innovation programs and adjacent public-sector organisations
- Develop relationships with Canadian primes, technology partners and other organisations that can accelerate market access
- Identify, qualify and progress commercial opportunities relevant to Cobalt and Arondite’s wider offering
- Run structured customer discovery to test demand, refine positioning and surface priority use cases
- Translate market signals into product insight, roadmap input and go-to-market recommendations with internal teams
- Support partnership structuring, pricing discussions, proposal development and commercial negotiations
- Represent Arondite in meetings, events and external conversations with senior decision-makers, including as a spokesperson for media and governmental affairs
- Help shape Arondite’s long-term Canadian presence, including hiring insights, ecosystem mapping and local growth priorities
- Work closely with product and engineering teams to translate customer needs into product insight
- Attend in-person engagements with DND, DRDC, IDEaS, relevant federal agencies and Canadian prime contractors
- Travel to customer sites as needed
Requirements
- Experience winning enterprise software, defence technology or complex public-sector deals in the Canadian defence or national security environment
- Strong understanding of how Canadian defence procurement, innovation funding and stakeholder engagement work in practice
- Experience building and managing senior relationships across government, defence, industry or technology organisations
- Track record of structuring and advancing partnerships in defence, public sector or other highly regulated environments
- Strong commercial judgement, including business case development, pricing awareness, communication and presentation skills
- Ability to work effectively in a fast-moving, high-growth company alongside engineers and technical teams
- Confidence engaging with technical subject matter and explaining complex products to a wide range of audiences
- Ability to operate with high ownership and autonomy from day one
- Understanding of considerations involved in deploying AI solutions in defence contexts
- Experience selling AI or machine learning solutions in regulated environments
- Familiarity with responsible AI, defence AI ethics or assurance frameworks
- Knowledge of Canadian content considerations, industrial participation expectations or related contracting requirements
- Awareness of export controls, security requirements and information-handling constraints relevant to defence work
- Existing Right to Work in Canada at the time of application
- Likely requirement to hold a clearance or be willing to undergo Canadian security screening
- Continuous residency in Canada for at least 5 years for Reliability Status, and 10 years for Secret
Benefits
- Generous equity scheme in Arondite so you have a stake in the company’s growth
- 7% employer pension contribution
- Free meals
- Private health and dental insurance
- Any resources, equipment and training that you need to do your job in a world-class way
- Competitive compensation
- Tools and support needed to do your job well
Job title
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Experience level
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Degree requirement
No Education Requirement
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