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
Develop and execute multi-channel outreach tactics (email, LinkedIn, phone) tailored to manufacturing personas
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 knowledge or experience selling to operations/engineering teams
Familiarity with OEE, maintenance management, or operational excellence concepts
Experience with AI-driven sales tools or sales automation platforms
Spanish or French proficiency
What We Offer
Competitive base salary aligned with experience, market benchmarks, and territory potential.
OTE (On-Target Earnings) combines base salary + variable commission for achieving 100% quota.
Uncapped commission plan tied directly to bookings and recognized revenue.
Accelerators activated after 100% quota attainment to reward overperformance.
Quarterly performance bonuses for exceeding targets or milestone achievements.
High-growth earnings potential for top performers through multiplier incentives on incremental wins.
Tools & Resources
Best-in-class sales tech stack: Amplemarket, LinkedIn Sales Navigator, ZoomInfo, modern CRM
Comprehensive product training and ongoing support from technical team
Direct access to General Manager for deal support and strategic guidance
Marketing-qualified leads to supplement your prospecting efforts
Industry event participation opportunities
Work Environment
Hybrid position with flexible schedule. Our office is in Brossard, you will be expected to occasionally work from the office for collaborative activities such as onboarding, demo prep, building custom pitches, pipeline review, etc. Daily sales motions can be done remotely or from the office, based on your preferences.
High autonomy - manage your own time and approach
Collaborative partnership with leadership (not micromanagement)
Fast-moving environment where your ideas and feedback matter
Opportunity to shape sales processes and strategy as we scale
Growth Potential
Ground-floor opportunity with a company positioned for exponential growth
Clear path to Account Executive or Sales Leadership roles as we expand
Direct exposure to all aspects of SaaS sales, from prospecting to closing
Build deep expertise in manufacturing operations technology - a growing market
Our Ideal Candidate
You're someone who:
Gets energized by the hunt - you love prospecting and don't shy away from cold outreach
Takes ownership of your results and doesn't make excuses
Sees rejection as data, not personal failure
Thrives with autonomy but knows when to ask for help
Wants to build a career in B2B SaaS sales and sees this as a launching pad
Brings structure and discipline to an unstructured environment
LIFE @ POWER FACTORS
We are an agile software development company – big enough to make an impact, but small enough to move quickly and execute in a growing industry. We are a team of bold and ingenious talents driven by results. We are passionate about making the world a better place. We seek fierce and humble people to help us achieve our ambitious plan.
WHY JOIN US
By joining the Power Factors team, you’ll be part of a dynamic group of innovative and driven individuals dedicated to making a positive impact. Every day, your work will directly contribute to advancing clean energy solutions and supporting global sustainability initiatives. Our culture runs deep and shows up in how we work together - committed, conscientious and collaborative. With many opportunities for professional growth, Power Factors is here to support your development as we lead the charge in transforming the energy industry.
WE ARE AN EQUAL OPPORTUNITY EMPLOYER
Power Factors is an Equal Opportunity Employer committed to engaging a diverse workforce and sustaining an inclusive culture. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
