Defence Sales Manager - Canada

ABOUT ALTA ARES Alta Ares is an air defense Neoprime. We build AI-guided interceptors to counter drones and cruise missiles, along with the software platform that powers them. Our customers are NATO-aligned militaries and defense institutions, and our systems are regularly deployed during live exercises and operational demonstrations across Europe, the Middle East, and Asia. Founded in 2024, we have grown to 90 people, raised over $60M, and increased revenue 40× this year. We are now entering a new phase of international expansion, industrial scaling, fundraising, and product development. ABOUT THE ROLE Alta Ares is building its Canadian presence, and this is the first senior commercial hire on the ground. You will own Alta Ares’ business in Canada. You will set the strategy, build partnerships with Canadian primes and integrators, and position Alta Ares as the partner of choice for AI-enabled defence capability in Canada. Ottawa sits at the centre of Canada’s defence procurement apparatus (DND, PSPC, ISED, the Defence Investment Agency) and its industrial base. Canada is significantly increasing defence investment. Its priorities include NORAD modernisation, Arctic surveillance, counter-UAS and ISR, all of which align directly with Alta Ares’ capabilities. This role is for someone who already has the network and credibility in this market, and who wants to build a business line from the ground up with the backing of a fast-growing European defence tech company. WHAT YOU’LL DO Strategy & leadership - Define and execute Alta Ares’ Canadian go-to-market strategy, including target programmes, partner priorities and annual revenue and pipeline objectives. - Recommend and help set up the right Canadian structure (partnerships, local entity, Canadian content approach) in coordination with leadership in Paris. - Act as Alta Ares’ senior representative in Canada with industry, government and the wider defence community. Industrial partnerships & sales - Develop strategic partnerships with Canadian primes and integrators such as CAE, MDA Space, L3Harris Canada, General Dynamics Land Systems–Canada, Rheinmetall Canada, Kongsberg Canada and others. - Lead negotiations on teaming agreements, MoUs, subcontracts and co-development frameworks, from first contact to signed contract. - Identify and lead joint bids on Canadian and NATO programmes. - Maintain accurate pipeline forecasting and report to the GM North America and executive leadership. Government & ecosystem engagement - Build relationships with DND, CAF capability sponsors, PSPC, ISED and the Defence Investment Agency to understand upcoming requirements. Engage through legitimate channels: RFIs, industry days and consultations. - Develop ITB and Value Proposition strategies with Canadian partners. - Pursue innovation and funding pathways, including IDEaS, DRDC, NRC IRAP and CANSOFCOM/CAF innovation challenges. - Represent Alta Ares within CADSI and at key events such as CANSEC and DEFSEC Atlantic. Cross-functional & compliance - Work with Engineering and Product in Paris to align demonstrations, technical proposals and delivery commitments with Canadian requirements. - Lead capability briefings and demonstrations for industrial and government audiences. - Coordinate with the GM North America on cross-border opportunities, particularly NORAD and Five Eyes initiatives. - Ensure compliance with Canadian export and controlled goods requirements (EIPA, Controlled Goods Program), the French export control regime (CIEEMG), ITAR where applicable, and the Lobbying Act. WHAT WE’RE LOOKING FOR Must-have - 5+ years in defence business development, capture or industrial partnerships in Canada, with a track record of closing partnerships or contracts. - An established network across Canadian primes and DND/PSPC. - Hands-on experience with ITB/Value Proposition requirements and Canadian procurement processes. - Experience negotiating teaming agreements, subcontracts or MoUs. - Professional fluency in English. - Legally eligible to work in Canada, and eligible to obtain and maintain a Government of Canada security clearance (Secret) and Controlled Goods Program assessment. Nice-to-have - French proficiency. It is a real asset in Ottawa and for day-to-day work with our Paris HQ. - A background in C-UAS, ISR, AI/autonomy, UAS or adjacent technologies. - Experience in a defence tech scale-up, or launching a foreign company’s presence in Canada. - Familiarity with NORAD modernisation, Arctic programmes or RCAF/RCN platform upgrades. - Military service or prior DND experience. How you work - You have commercial drive and patience for long, relationship-driven procurement cycles. - You build autonomously with lean resources and report clearly to a remote HQ. - You exercise discretion and integrity in a security-sensitive environment. - You work comfortably across Canadian and European business cultures.