Senior Director Corporate Development

Job Summary

The Sr. Director, Corporate Development is a responsible for identifying, developing, and executing new revenue opportunities and driving enterprise value creation through strategic partnerships, market expansion, mergers & acquisitions, and transportation adjacent platforms. This role will focus on strengthening existing customer relationships, identifying new commercial opportunities, and supporting long-term growth initiatives, including technology driven customer solutions, enhanced service offerings, and repair services expansion. The Sr Director, Corporate Development will understand and communicate emerging industry trends, expansion opportunities, competitive threats, the viability of outside business partners, and sources of capital. This role will require strong financial acumen, advanced analytical capability, and a proven ability to identify and capitalize on sales and growth opportunities.

Primary Responsibilities:

• Utilize strategic modeling to build M&A models, construct deal-structuring scenarios, assess debt structures, credit metrics, covenants, and refinancing options, and analyze returns (IRR, cash-on-cash) for private-equity or strategic leverage cases.
• Develop full valuation frameworks for valuation and scenario modeling, including DCF modeling, and create base, downside, and upside scenarios to evaluate financial impact and strategic optionality.
• Develop the Business Case methodology – establish a standardized way for leadership to test new business initiatives or programs including but not limited to scorecard/benchmarking of initiatives, assessing project prioritization, and evaluating risk assessments.
• Lead various phases of the transaction process including analysis of inorganic strategy and markets, target identification and screening, structuring, valuation, due diligence, negotiation and closing.
• Develop a deep understanding of rail shipper needs, analyze market trends, and competitive activity to support growth strategy.
• Serve as a support to the Commercial team to identify an execute strategic revenue growth initiatives with the telematics strategy for AITX including adoption by internal and external users, collaboration with customers, and integration within the AITX customer portal.
• Evaluate and assess repair demand and growth opportunities to serve customers across North America.

Knowledge, Skills, and Attributes

• Strategic Thinking & Vision: Ability to define and execute long-term growth strategies that align with market trends, customer needs, and company objectives. Anticipates future industry shifts and positions the business for continued relevance and profitability.
• Executive Presence: Demonstrates confidence, credibility, and clarity in communication when interacting with executive teams, board members, and industry stakeholders.
• Financial Acumen: Strong command of financial concepts including ROI analysis, pricing strategies, capital deployment, and lease economics.
• Negotiation & Deal Structuring: Skilled in complex commercial negotiations involving leasing terms, fleet utilization, service agreements, and repair pricing. Balances customers’ needs with company profitability and risk tolerance.
• Market & Industry Insight: Deep understanding of the railcar leasing, repair, and transportation sectors, including regulatory frameworks, competitive dynamics, and emerging technologies. Uses insights to anticipate customer needs and craft differentiated solutions.
• Collaboration & Influence: Works cross-functionally to align commercial, operational, and financial priorities. Brings teams together to solve problems, champion new initiatives, and drive change across departments.Top of Form
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Qualifications

• Bachelor’s degree with a focus in Finance or Commerce; attainment of a MBA, CFA, CBV or CPA, or a combination of the preceding, is desirable
• 7 years of progressive experience in business development or commercial strategy in the rail, transportation, or industrial services sectors.
• Deep understanding of the North American railcar leasing and repair market, including fleet ownership, leasing structures, and repair regulatory requirements (AAR, FRA).
• Strong financial acumen, including experience with lease structuring, pricing models, and capital investment analysis.
• Experience in Railcar Telematics is preferred.
• Proficient in Microsoft Office Suite (Excel, PowerPoint, Word); able to build compelling financial models, executive-level presentations, and business case documents to support strategic initiatives and commercial sales opportunities.

This is a general description of the Duties, Responsibilities and Qualifications required for this position. Physical, mental, sensory, or environmental demands may be referenced to communicate the way this position traditionally is performed. Whenever necessary to provide individuals with disabilities an equal employment opportunity, AITX will consider reasonable accommodation that might involve varying job requirements and/or changing the way this job is performed, provided that such accommodation does not pose an undue hardship.