Business Development Director, Government Channels, US

Telesat (NASDAQ and TSX: TSAT) is a leading global satellite operator, providing reliable and secure satellite-delivered communications solutions worldwide to broadcast, telecommunications, corporate and government customers for over 50 years.  Backed by a legacy of engineering excellence, reliability and industry-leading customer service, Telesat has grown to be one of the largest and most successful global satellite operators.

Telesat Lightspeed, our revolutionary Low Earth Orbit (LEO) satellite network, scheduled to begin service in 2027, will revolutionize global broadband connectivity for enterprise users by delivering a combination of high capacity, security, resiliency and affordability with ultra-low latency and fiber-like speeds. Telesat is headquartered in Ottawa, Canada, and has offices and facilities around the world.

The company’s state-of-the-art fleet consists of 14 GEO satellites, the Canadian payload on ViaSat-1 and one LEO 3 demonstration satellite.  For more information, follow Telesat on X and LinkedIn or visit www.telesat.com

We’re looking for a dynamic and disciplined Business Development Director who can provide leadership, direction, and support to Telesat’ s Lightspeed’s US business.

The Business Development Director, USA will develop and execute the Business Development and Sales Strategy for Telesat Lightspeed LEO services in the US, with a special focus on the channels for the government & defense market.  The position is based in Bethesda, MD.

This position reports to the Regional Sales Vice President, US and is responsible for aligning Telesat Lightspeed business development objectives with the company’s US business strategy and business plan. 

• Develop and execute Regional Sales and Business Development Strategy for Telesat Lightspeed LEO Services and Solutions in the US. Emphasis on Service Providers and integrators who sell connectivity services to US and international government and defense organizations.
• Evangelize Telesat Lightspeed in the market, create interest at decision making level (C-suite, technology/planning heads), influence long-term network strategy and connectivity requirements of prospects.
• Build sales and distribution channel partnerships for Telesat Lightspeed in the US. Support Distribution channels throughout their sales cycle with their key end users.
• Develop and execute account and opportunity plans for prospects in the US. Negotiate and close agreements and pre-commitments with customers for future services.
• Achieve and exceed a set of contractual objectives.
• Direct the activities of Customer Focused Teams (multi-functional teams) to address customer needs, develop customer specific offers, discuss and analyze customer and industry trends and opportunities, and resolve issues.
• Prepare comprehensive and timely proposals in response to customer inquiries and proactive discussions; participate with customers in identifying user terminals, applications and strategic business solutions.
• Utilize CRM systems to track and process customer information, interactions, opportunities and contracts.
• Provide reports to management on customer and industry activity.

• Solid knowledge of the government & defense market in the US a must. Experience partnering with Proliferated LEO awardees a plus.
• 10+ years Business Development and/or Strategic/consultative Sales experience. Hunter mindset.
• Good knowledge of customers and trends in the US government market. Knowledge of satellite communications a plus.
• Ability to extensively travel to attend customer meetings and events, mostly in North America.
• Comfortable operating at a senior/board level.
• Must be a self-starter, energetic, commercially astute and a strong team player. Ability to perform in a VUCA (volatile, uncertain, complex, ambiguous), dynamic, high-growth startup environment.
• Bachelor’s Degree in Engineering or Business Administration.
• Track record of complete Business Development skills, from development of relationships and qualified funnel to negotiation and closing of partnerships and complex sales, having consistently exceeded objectives.

At Telesat, we take pride in being an equal opportunity employer that values equality in the workplace.   We are committed to providing the best candidate experience possible including any required accommodations at every stage of our interview process.   All qualified applicants that have been selected for an interview that require accommodations, are advised to inform the Telesat Talent team accordingly.  We will work with you to meet your needs.   All accommodation information provided will be treated as confidential.