Job description

Our team at Blackline Safety is growing! As a people-driven technology company, with a mission to make sure every worker returns home safely, we drive innovation, practice resiliency, demonstrate leadership, go the extra mile for our customers, and empower our people to be their best. The Business Development Director identifies and creates new business opportunities as well as achieve all sales and profit targets. The role involves developing relationships with key end-user customers through networking, meetings, and presentations to corporate contacts, field-level users, and C-suite executives. This position requires deep solution-selling expertise, technical acumen, and a consultative approach to position our hardware and connected safety services as essential components of clients’ operational strategies. Key Responsibilities • Develop and execute a growth strategy for hardware and service offerings in enterprise markets, aligned with corporate objectives and revenue targets. • Identify, qualify, and secure new enterprise accounts, building multi-stakeholder relationships across technical, operational, and procurement teams. • Integrate new business into existing customer structures, ensuring seamless adoption, service alignment, and customer success. • Analyze market trends, customer needs, and competitor activity to refine go-to-market approaches and inform product/service evolution. • Lead complex enterprise sales cycles from prospecting to close, including solution design, proposal development, negotiation, and contract execution. • Partner with Product, Client Success, and Operations to ensure that solutions are configured, delivered, and supported to meet customer expectations. • Build and maintain strong executive relationships within assigned accounts, acting as a trusted advisor and strategic partner. • Develop account expansion plans that leverage cross-selling and upselling opportunities across hardware, software, and service portfolios. • Represent the voice of the customer in internal planning and development initiatives. • Achieve or exceed annual revenue, margin, and pipeline development targets. • Maintain accurate forecasts and reporting within CRM systems, ensuring visibility into account health and pipeline performance. • Support development of pricing strategies and commercial models that balance competitiveness with profitability. • Lead the execution of client acquisition of multi-location/region/state accounts. • Target lead qualifications to closing deals; building and fostering relationships, consultative selling and client management. • Lead or develop solutions and promote the Company's service value proposition to differentiate Blackline from competitors and provide increased value to clients. • Drive each element of the services sales cycle, including prospecting initiatives, proposals, RFP responses, and closing sales. • Develop effective, creative, and customized proposals and presentations to bundle service offerings that effectively convey the Company's capabilities. • Meet or exceed all quarterly and annual sales targets. • Partner with internal stakeholders to successfully transition from client sales to implementation. About You • Bachelor’s degree in business, engineering, or related field (MBA or advanced degree preferred). • Minimum 7 years of experience in enterprise sales or business development, ideally within industrial, technology, or hardware-enabled service sectors. • Proven track-record in successful B2B (business to business) sales. • Strong business acumen and expert negotiation skills. • Ability to establish contacts and credibility with executive level management decision makers. • Expert ability to lead and drive results via virtual meeting environments (preference with Teams). • Self-motivated, results focused critical thinker with a proven ability to execute strategic sales plans. • Excellent interpersonal skills and ability to develop strong relationships quickly. • Demonstrated network of clients which can lead to immediate opportunities. • Strong background of strategic account pursuit with experience selling complex business solutions. • Experience with providing enterprise sales solutions. • Sales training with Sandler, Miller Heiman, Ray Leon, Brooks or other industry leading training is an asset. • Excellent capabilities using productivity tools (e.g. Excel, PowerPoint, Word, etc.) and CRM. Total Rewards At Blackline Safety, we offer more than just a job—we offer a career with purpose. Our Total Rewards offerings are designed to support the diverse needs of our global workforce and vary based on employment type and location. They may include: • Competitive base salary and annual compensation review • Comprehensive health and dental benefits* • Mental health and wellness support • Flexible work arrangements and hybrid work model for eligible positions • Paid vacation, personal and sick days* • Professional development opportunities • Education funding • A collaborative, inclusive, and mission-driven culture • Exclusive access to perks and discounts • A flexible ‘Dress for Your Day’ environment *Eligibility and coverage vary by employment type and region. Diversity, Equity & Inclusion Blackline Safety is powered by the diversity of our talented employees. We are an equal opportunity employer. We consider all applicants, regardless of age, religion, race, color, ancestry, gender, gender identity or expression, disability, national origin, race, or sexual orientation. We enthusiastically encourage all individuals to apply for positions that fit their passions. If you require accommodation during the recruitment process, please contact us at careers@blacklinesafety.com. We are committed to ensuring an accessible and equitable experience for all candidates. Join Us If you’re passionate about technology, safety, and making a difference, we’d love to hear from you. Apply today and help us build a safer, more connected world. Unauthorized Recruitment Communication Alert We are aware of the instances in which individuals are receiving fraudulent job offers or interview requests that are fraudulently alleged to be from Blackline Safety. Blackline Safety does not request payment or personal financial information at any stage of the recruitment process. Please exercise caution, and do not respond to emails or other communications that are not from a Blackline Safety email address.

Requirements

Must-haves

Develop and execute a growth strategy for hardware and service offerings in enterprise markets, aligned with corporate objectives and revenue targets.
Identify, qualify, and secure new enterprise accounts, building multi-stakeholder relationships across technical, operational, and procurement teams.
Integrate new business into existing customer structures, ensuring seamless adoption, service alignment, and customer success.
Analyze market trends, customer needs, and competitor activity to refine go-to-market approaches and inform product/service evolution.
Lead complex enterprise sales cycles from prospecting to close, including solution design, proposal development, negotiation, and contract execution.
Partner with Product, Client Success, and Operations to ensure that solutions are configured, delivered, and supported to meet customer expectations.
Build and maintain strong executive relationships within assigned accounts, acting as a trusted advisor and strategic partner.
Develop account expansion plans that leverage cross-selling and upselling opportunities across hardware, software, and service portfolios.
Represent the voice of the customer in internal planning and development initiatives.
Achieve or exceed annual revenue, margin, and pipeline development targets.
Maintain accurate forecasts and reporting within CRM systems, ensuring visibility into account health and pipeline performance.
Support development of pricing strategies and commercial models that balance competitiveness with profitability.
Lead the execution of client acquisition of multi-location/region/state accounts.
Target lead qualifications to closing deals; building and fostering relationships, consultative selling and client management.
Lead or develop solutions and promote the Company's service value proposition to differentiate Blackline from competitors and provide increased value to clients.
Drive each element of the services sales cycle, including prospecting initiatives, proposals, RFP responses, and closing sales.
Develop effective, creative, and customized proposals and presentations to bundle service offerings that effectively convey the Company's capabilities.
Meet or exceed all quarterly and annual sales targets.
Partner with internal stakeholders to successfully transition from client sales to implementation.
Minimum 7 years of experience in enterprise sales or business development, ideally within industrial, technology, or hardware-enabled service sectors.
Proven track-record in successful B2B (business to business) sales.
Strong business acumen and expert negotiation skills.
Ability to establish contacts and credibility with executive level management decision makers.

Nice-to-haves

Bachelor’s degree in business, engineering, or related field (MBA or advanced degree preferred).

Application prep

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Keywords to mirror

Platform: workable
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Wellness

Professional Development