Enterprise BD Manager

Role & Responsibilities

• Lead the development and execution of regional enterprise commercial multi-year growth strategies for global strategic accounts.
• Drive retention and expansion of high-value enterprise contracts while identifying opportunities to extend RightShip’s solutions across the customer organization.
• Drive the acquisition of new enterprise accounts through proactive prospecting and engagement with large global organizations.
• Lead complex deal cycles involving multi-product solutions and multi-region stakeholders.
• Identify and develop enterprise opportunities particularly within Ports and Terminals, including oil & gas and dry bulk terminals, where digital maritime solutions can improve safety, sustainability and operational risk management.
• Oversee the strategic management of high-value enterprise opportunities and contracts critical to RightShip’s commercial growth.

Executive Relationship Management

• Build trusted advisor relationships with Directors, Vice Presidents and C-suite leaders within enterprise organizations.
• Establish and maintain executive-level engagement across strategic accounts and new prospects.
• Navigate complex buying committees, governance structures and procurement environments typical of large global organizations.
• Collaborate internally with senior RightShip leadership including the Chief Commercial Officer and Chief Executive Officer when engaging strategic enterprise opportunities.

Complex Solution Structuring

• Lead the development of integrated commercial proposals across RightShip product lines aligned to enterprise customer needs.
• Structure multi-year enterprise agreements and scalable commercial models that support long-term customer value.
• Provide strategic guidance on commercial negotiations and contract structures within established governance frameworks.

Cross-Functional Leadership

• Cookordination Legal, Product, Customer Success, Data and Finance teams throughout enterprise pursuits and contract negotiations.
• Provide enterprise insights to influence product roadmap priorities and future solution development.

Industry & Market Positioning

• Represent RightShip at global maritime and industry conferences and events.
• Maintain strong awareness of competitor positioning, market developments and emerging ESG regulations impacting maritime customers.
• Maintain industry awareness across key maritime sectors including Ports & Terminals, oil & gas and dry bulk logistics ecosystems.

Qualifications, Skills & Attributes

• Bachelor’s degree in Business, Maritime Studies, Marketing or related discipline.
• 8–12+ years enterprise B2B sales experience, including demonstrated success developing new enterprise accounts and expanding existing strategic customers.
• Strong maritime industry knowledge, with experience working with or selling into Ports & Terminals, particularly oil & gas or dry bulk terminal operators, considered highly advantageous.
• Proven success in closing complex, high-value enterprise deals involving multiple stakeholders.
• Executive presence and strong negotiation capability.
• Experience selling subscription-based, SaaS, data or digital platform solutions.
• Ability to engage effectively with senior decision-makers in global organizations.