Principal Business Development Executive – Strategic Sales, Multi-Market

Thoughtworks

. Drive growth for Thoughtworks across the Americas by opening C-suite relationships and shaping strategic enterprise engagements .

Posted 11/3/2026full-timeRemote • United StatesLead💰 $242,000 - $466,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in consultative selling and relationship-building with C-suite executives, focusing on custom software applications and digital transformations. Proven ability to manage complex negotiations and maintain a robust sales pipeline to drive significant revenue growth.

Highest-signal resume keywords

Consultative SellingC-Suite Relationship ManagementCustom Software ApplicationsComplex NegotiationsSales Pipeline Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Custom Software ApplicationsDigital TransformationCloud ArchitectureMSA NegotiationSOW NegotiationCommercial AgreementsSales StrategyRevenue GrowthHigh-TCV OpportunitiesAI/Data Positioning

Soft Skills

Emotional IntelligenceActive ListeningPersuasionCollaborationGrit

Tools & Technologies

AWSMicrosoft AzureGoogle Cloud

Industry Keywords

IT ServicesDigital EngineeringEnterprise EngagementMarket TrendsBusiness Vision Alignment

Tech Stack

Tools & technologies

AWSAzureCloud

About the role

Key responsibilities & impact

Drive growth for Thoughtworks across the Americas by opening C-suite relationships and shaping strategic enterprise engagements
Hunt, shape, and secure high-TCV opportunities across new logos and existing enterprise accounts
Build relationships and leads with business and IT executives through networks, partnerships, creative networking, and outbound selling
Position Thoughtworks' full portfolio, including product design, custom software, data, managed services, and global delivery capabilities
Consultatively sell and shape longer-term opportunities exceeding $10M in total contract value
Own the customer sales narrative and orchestrate deal pursuits from prospecting through negotiation and close
Manage and coordinate MSA, SOW, rate card negotiations, and complex consulting and software development agreements
Build and sustain an approximately 3x qualified sales pipeline to meet revenue and margin goals
Expand initial wins into sustainable, multi-year client accounts and identify follow-on opportunities
Monitor industry trends, emerging technologies, and market shifts to advise senior client executives
Collaborate with delivery teams, solution architects, marketing, alliances, and ecosystem partners
Drive joint sales opportunities with AWS, Microsoft, and Google Cloud

Requirements

What you’ll need

Proven track record of consultative selling within premier IT services or digital engineering consultancies
Demonstrated expertise selling custom software applications, modern cloud architecture, and large-scale digital transformations
Expansive executive network and ability to engage C-level decision-makers across diverse business domains
Ability to align business vision with technical reality and translate client friction points into high-value commercial agreements
Ability to cultivate relationships with C-suite and IT leaders through professional networks, outbound strategies, and market influence
Ability to position AI/data, product design, custom engineering, and global delivery capabilities
Ability to lead high-stakes MSA/SOW negotiations and structure complex commercial agreements
Ability to maintain a 3x qualified sales opportunity pipeline
Ability to co-sell and co-innovate with AWS, Microsoft Azure, and Google Cloud
Ability to collaborate with delivery leaders, solution architects, marketing teams, and ecosystem partners
Exceptional emotional intelligence, active listening, and incisive questioning
Composure and grit navigating complex, multi-year sales cycles
Ability to mobilize matrixed pursuit teams through persuasion, clear vision, and collaboration

Benefits

Comp & perks

Career support through interactive tools and numerous development programs
Cultivation culture and teammate support for career growth
Equal opportunity employment
Reasonable accommodations for disabilities or sincerely held religious beliefs, practices, or observances
Confidential, timely, and respectful handling of accommodation requests