• Identify, develop, and manage new business opportunities within the Canadian defense sector, with a focus on UAV technology and government procurement. • Lead the preparation and submission of bids, proposals, and tenders, ensuring compliance with industry and regulatory standards. • Develop and execute go-to-market strategies to position Destinus solutions effectively within the defense ecosystem. • Analyze market trends, competitive landscape, and procurement frameworks to identify potential business opportunities. • Collaborate with internal teams (engineering, legal, and finance) to ensure alignment with business objectives. • Negotiate and manage contracts, securing favorable terms and ensuring successful project execution.

• Hunting & Outbounding - Account mapping into large enterprise or commercial companies while prospecting and generating meetings with all levels of employees from C-Level to data analysts. • Outbound prospecting into Named accounts: This person should have experience prospecting into Enterprise or Commercial customers, identifying key decision makers, understanding their challenges and securing sales qualified opportunities. • They should be well versed with selling into the Fortune 100. • Experienced in VP- and IC-level pitches. • Demonstrate a deep interest in our Enterprise and Commercial customers' data challenges and pain points while being able to give an intro of what Fivetran does at an enterprise and commercial level with the ultimate goal of setting up valuable engagements with our account executives. • Collaborate cross-functionally with Enterprise or Commercial Account Executives, Marketing and Alliances to drive pipeline generation and exceed revenue goals. • Following predesigned sales strategies (and sometimes developing and implementing their own) to grow the business and hit account acquisition targets (the how). • Master the Fivetran consultative, Command of the Message and Challenger sales process. Using pre-created cadences based on Industry, Persona, Use Case and adding personalization to it. • Creating personalized cadences specific to the account and use case. Following specific plays created for the team (Snowflake Customer, SAP or HVR use cases). • Organize, log activity, and categorize sales lead information into Salesforce.com. • As part of our commitment to setting new hires up for success, all new sales team members attend a one-week, in-person Revenue Bootcamp during their second week at Fivetran. This bootcamp, held at one of our designated company locations, requires travel and is a mandatory part of the onboarding process.

Role Description We are seeking a results-driven Business Development Manager to lead Travelier’s supply growth strategy across a defined region or operator portfolio. In this high-impact role, you’ll be responsible for driving revenue, optimizing performance, and building lasting partnerships that position Travelier as a leader in ground transportation. You’ll manage the full business development cycle—from market research and lead generation to contract negotiations and ongoing partner optimization—while collaborating cross-functionally to ensure supplier success. - Supply Growth & Strategy: Identify and pursue new partnership opportunities, expanding our supply network across key markets and increasing volume with existing partners. - End-to-End Ownership: Lead all stages of the partner lifecycle, including outreach, negotiation, onboarding, and ongoing relationship management. - Commercial & Contractual Execution: Drive pricing and terms discussions, manage contract execution, and support operational setup. - Market Analysis: Monitor industry trends, competitor activity, and local dynamics to inform business strategy and drive informed decisions. - Performance Monitoring: Track and analyze partner metrics such as availability, rates, and coverage to ensure strong market representation and performance. - Cross-Team Collaboration: Work closely with internal teams (Operations, Content, Finance, Marketing, Product) to ensure seamless execution and aligned go-to-market strategies. Qualifications - 3+ years of experience in business development, partnerships, or sales (preferably in travel tech, OTAs, or e-commerce) - Native or professional proficiency in Visayan (Cebuano/Bisaya) is mandatory - Strong commercial acumen and negotiation skills - Proven ability to grow and maintain long-term partner relationships - Data-driven with excellent analytical and strategic thinking skills - Proactive, self-starter with the ability to work independently - Full professional English proficiency; additional languages are an advantage - Willingness to travel when needed to develop relationships and explore new opportunities - Familiarity with the travel industry and/or ground transportation ecosystem is a plus Benefits - Engaging work on a product that enables millions of travelers to book their trips daily - Fully remote working - Development opportunities (budget for self-paced learning, global training workshops, online English language classes, e-learning platforms) - Internal growth and internal mobility opportunities - Competitive annual leave, sick leave, and public holidays - Annual company offsite in Thailand

• Nieuwe commerciële mogelijkheden creëren voor Gallagher binnen Nederland en Duitsland. • Markten ontwikkelen, strategische partnernetwerken bouwen en kansen vertalen naar schaalbare groei. • Commerciële kansen in “white areas” binnen Nederland en Duitsland verkennen. • Nieuwe distributie- en partnernetwerken ontwikkelen. • Pilotprojecten en early sales-initiatieven opzetten. • Gallagher-oplossingen positioneren binnen tender-, subsidie- en beleidskaders. • Marktinzichten verzamelen en delen met product- en innovatieteams. • Markten voorbereiden op opschaling en overdracht naar sales.