Business Development Manager

About the role

This is not a traditional SDR role. As a Business Development Manager (Emerging Enterprise Account Executive), you will operate at the front line of enterprise deal creation—owning pipeline generation and engaging C-suite stakeholders through value-led, outcome-driven conversations tied to EBITDA impact, cost reduction, and operational performance (OEE, throughput, reliability).

Success in this role is measured by pipeline quality and executive engagement—not activity volume.

You will function as a future Enterprise Account Executive in development, with direct exposure to strategic deals and executive buyers, and a clear path to transition into a full-cycle AE role within 12–24 months.

Responsibilities

• Enterprise Pipeline Creation ($): Build and influence qualified pipeline across C-suite outbound, field events, and partner channels
• Executive Engagement: Open and progress conversations with VP, SVP, and C-level stakeholders
• Value-Led Positioning: Lead with business outcomes (EBITDA, cost takeout, OEE improvement)
• Event ROI: Convert events into executive meetings and measurable pipeline ($)
• SQL (Sales Qualified Leads) Quality & Conversion: Deliver opportunities that progress into discovery meetings completed and qualified pipeline
• Lead in-event executive conversations and real-time qualification
• Convert engagement into high-quality SQLs with clear business value and next steps
• Lead internal pre-discovery meetings huddle with AE (Account Executives) and SC (Solution Consultant) prior to each Discovery Meeting with the prospective customer
• Ensure strong Mutual Interest Identified → Discovery Meetings Completed → SQLs (Sales Qualified Leads) → Pipeline Progression
• Partner with AEs to shape deal narratives pre-discovery (Value360 alignment)
• Collaborate with AWS, Accenture, and other partners as necessary to generate partner-driven pipeline
• Leverage and refine Economic Value Hypotheses (EVH) to anchor executive conversations
• Provide field insights to improve messaging, targeting, and campaign effectiveness
• Perform other duties as assigned.

Requirements

• 5+ years in enterprise sales development, business development, or early-stage enterprise selling
• 2 years of experience in asset-intensive industries (Oil & Gas, Energy, Utilities, Chemicals, Mining, Manufacturing)
• Proven ability to own pipeline creation ($), not just activity metrics
• Experience engaging Director → C-suite stakeholders
• Strong business and financial acumen (EBITDA, cost, productivity)
• Track record of:
• High-quality outbound execution
• Event-driven pipeline generation
• Mutual Interest → Discovery Meetings → SQLs → Pipeline Conversion
• Strong executive presence and consultative communication
• Experience selling or delivering digital transformation, reliability, or operational excellence programs is preferred.
• Exposure to APM, reliability engineering, or maintenance excellence frameworks is preferred.

Career Path

Top performers will transition into a full-cycle Enterprise Account Executive (Value360 Seller) role within 24 months, based on:

• Pipeline creation and revenue contribution
• Ability to engage and influence executive stakeholders
• Demonstrated deal ownership mindset

Benefits

A competitive compensation package including base salary, bonus, stock options, 401k, medical, etc.

Schedule

Full-time; Salaried