Business Development

This is a fully remote position, open to applicants in Canada.

📋 Description

• Formulate and implement a business development strategy for the territories of California, Nevada, Arizona, Oregon, and Washington.

• Discover, target, and cultivate new enterprise and strategic-account prospects within designated industries.

• Establish and nurture relationships with end users, operational stakeholders, safety professionals, procurement teams, and C-suite decision-makers.

• Oversee the entire business development process from lead qualification and discovery to solution formulation, proposal, negotiation, and closing.

• Facilitate customer meetings, presentations, demonstrations, and business reviews.

• Create consultative sales strategies tailored for complex, multi-site, and multi-stakeholder scenarios.

• Collaborate with internal product, technical, customer success, and executive teams to design customized customer solutions and proposals.

• Ensure accurate records of accounts, contacts, and opportunities in HubSpot CRM.

• Engage in industry organizations, conferences, events, and networking opportunities.

• Track industry trends, customer requirements, and competitive activities within the assigned territory and relay pertinent market intelligence internally.

• Assist in opportunity planning, crafting value propositions, making bid/no-bid decisions, and delivering customer presentations for strategic initiatives.

• Maintain a comprehensive understanding of Blackline Safety's connected safety technology, including gas detection, lone worker protection, communications, monitoring, and analytics solutions.

⛳️ Requirements

• A minimum of 5 years of successful experience in business development, enterprise sales, or complex B2B sales.

• Significant direct experience selling to industrial markets such as oil and gas, utilities, petrochemical, refining, upstream/midstream energy, mining, emergency services, government, or related sectors.

• Proven track record of developing and securing enterprise opportunities involving both field-level and C-suite stakeholders.

• Established professional relationships and market insights within one or more targeted states in the Western U.S.

• Experience selling technology-enabled solutions, IIoT, SaaS, safety, or other complex business offerings is an advantage.

• Strong grasp of consultative and strategic selling methodologies, particularly for multi-stakeholder and multi-location opportunities.

• Familiarity with MSA and associated commercial contract terms.

• Strong CRM discipline, with experience in utilizing CRM data to oversee pipeline and opportunity management.

• Willingness and ability to travel approximately 50% of the time, including overnight stays across the assigned territory.

• A Bachelor's degree in Business or a related field is preferred.

• Highly motivated, entrepreneurial, and adept at working autonomously within a large territory.

• Excellent prospecting abilities and a proactive approach to generating opportunities, rather than relying solely on inbound inquiries.

• Exceptional communication, presentation, negotiation, and relationship-building skills.

• Commercially oriented, able to link customer challenges to tangible business and safety outcomes.

• Demonstrated capability to develop and implement strategic territory and account plans.

• Experience in selling complex solutions to large enterprise clients.

• Strong analytical, critical thinking, and problem-solving abilities.

• High proficiency with CRM and productivity tools such as Excel, PowerPoint, and Word.

• Professional credibility and confidence when engaging with technical users and senior executives.

• Prior sales training from organizations such as Sandler, Miller Heiman, Brooks Group, or similar is advantageous.

• Legally authorized to work in Canada.

• Willingness to frequently travel throughout the United States.

🏝️ Benefits

• Approximately 50% travel, including overnight stays.

• Opportunity to engage with Blackline Safety's connected safety technology.

• Emphasis on professional development through valued sales training (Sandler, Miller Heiman, Brooks Group, or similar).