Defence Sales Manager Canada

About Alta Ares

Alta Ares is a deeptech startup founded in 2024, building real-time AI for defense operations - ISR, C-UAS, and autonomous systems. Our clients are NATO-aligned militaries and defence institutions, with regular deployments during live exercises and operational demonstrations. We raised €2M seed in May 2025, 50M in June 2026, and are expanding fast.

Our product suite includes:

Real-time AI ISR module deployable on drones and tactical platforms

Counter-UAS solution enabling autonomous drone takeover in GNSS-denied environments

Full-stack MLOps platform for training & deploying military-grade AI models

Data fusion and trajectory prediction

Role & Mission

As Defence Sales Manager Canada, you will own Alta Ares' commercial development within Canada's defence industrial ecosystem - building strategic relationships with Canadian primes and integrators, and positioning Alta Ares as the AI-enabled partner of choice for Canada's next generation of defence platforms and programmes.

Ottawa is the right base: at the intersection of Canada's defence procurement apparatus (DND, PSPC, ISED) and its industrial base. You will be close to the decisions that matter while building deep relationships with CAE, MDA, L3Harris Canada, General Dynamics Canada, Rheinmetall Canada, and their peers.

Canada is accelerating its defence spending commitments under NATO pressure, investing heavily in NORAD modernisation, Arctic surveillance, and C-UAS - all squarely aligned with Alta Ares' capabilities. You will be on the ground at exactly the right moment.

1. Industrial Business Development & Account Management

Identify, qualify, and develop strategic partnership and sales opportunities with Canada's leading defence primes and systems integrators: CAE, MDA Space, L3Harris Canada, General Dynamics Canada, Rheinmetall Canada, Kongsberg Canada, and equivalent

Build deep, multi-level relationships within each account - across business development, engineering, programme management, and procurement teams

Structure and negotiate teaming agreements, MoUs, subcontracting arrangements, and co-development frameworks

Identify joint bid opportunities on Canadian and NATO programmes where Alta Ares and a Canadian prime can combine capabilities

Manage the full account lifecycle from first contact to signed contract, with accurate pipeline reporting to leadership

2. Market Intelligence & Opportunity Mapping

Map Canada's defence industrial landscape: prime contractor ecosystem, upcoming major programmes, DND procurement priorities, and Industrial and Technological Benefits (ITB) policy requirements

Track NORAD modernisation investments, Arctic surveillance programmes, and Canadian C-UAS and ISR capability gaps - the core demand drivers for Alta Ares in Canada

Monitor Canadian defence policy developments: NATO 2% GDP commitment, Canada's defence review, and bilateral Five Eyes and AUKUS-adjacent cooperation frameworks

Identify Canadian innovation programmes and funding mechanisms: IDEaS (Innovation for Defence Excellence and Security), DRDC, and NRC industrial partnerships

Provide regular market intelligence and strategic recommendations to the GM North America and top management

3. Institutional Engagement & Partner Ecosystem

Develop working relationships with DND, PSPC, and ISED programme officers to understand upcoming procurement requirements and shape specifications in favour of Alta Ares' solutions

Engage with Canadian defence innovation bodies: IDEaS programme office, DRDC (Defence Research and Development Canada), and relevant industry associations (CADSI)

Represent Alta Ares at key Canadian defence events: CANSEC, Ottawa Defence and Security, and bilateral NATO industry forums

Support the development of Canadian-specific partnership structures that satisfy ITB policy and Canadian content requirements

4. Cross-functional Coordination

Work closely with Engineering and Product in Paris to align demo schedules, technical proposals, and delivery commitments with Canadian industrial partner requirements

Prepare and deliver tailored capability briefings, product demonstrations, and technical presentations for Canadian industrial audiences

Coordinate with the GM North America on US-Canada cross-border programme opportunities, particularly NORAD and Five Eyes-aligned initiatives

Support export compliance: French AECA, Canadian export controls (EIPA), and ITAR end-user requirements for Canadian transactions

Brief leadership regularly on pipeline status, account developments, and strategic risks

Candidate Profile

Experience

4–7 years of experience in defence business development, account management, or industrial partnerships in the Canadian market - mandatory

Proven track record building and managing relationships with Canadian defence primes or DND/PSPC procurement teams

Experience navigating Canadian defence industrial policy: ITB requirements, Canadian content frameworks, and ISED engagement

Familiarity with major Canadian defence programmes: NORAD modernisation, Arctic and Offshore Patrol Ships, RCAF platform upgrades, or equivalent

Background in C-UAS, ISR, AI autonomy, UAS, or adjacent technologies is a strong plus

Prior experience in a neoprime or advanced defence tech company is a significant advantage

Skills & Qualities

English fluency - mandatory

French proficiency is a strong plus - bilingualism is a meaningful differentiator in Ottawa's defence community and essential for direct communication with Paris HQ

Deep understanding of Canada's defence industrial culture: relationship-driven, process-conscious, and sensitive to sovereignty and Canadian content considerations

Commercial drive combined with patience - Canadian defence procurement cycles are long and relationship-dependent

Organised and rigorous: able to manage complex multi-stakeholder accounts, track pipeline accurately, and report clearly to a remote HQ

Entrepreneurial and autonomous - you build from scratch and operate lean

High integrity and discretion - you operate in a security-sensitive industrial and government environment

Comfortable working across Canadian and European cultural and operational contexts simultaneously