Own end-to-end pipeline creation across C-suite outbound, field events, and partner ecosystems
Execute account-based, highly personalized outbound strategies into enterprise accounts
Engage executives using business cases and operational value narratives, not product-led messaging
Drive pre-event meeting strategy and booking
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.

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.

Business Development Manager

Key skills