Strategic Business Developer – Key Projects

Overview

Own the identification, development and scaling of large, high-value construction projects and strategic accounts for Fieldwire, working upstream with Hilti Energy & Industry and Large Projects teams and handing qualified opportunities to regional Enterprise AEs for close.

What you'll do

• Develop and execute long-term strategies for large, complex projects and global key accounts.
• Identify and prioritize projects and high-value opportunities (≥ $500k ARR potential).
• Own a structured portfolio of about 20 projects in scope, with about 10 actively managed at any time.
• Build 1–2-year forward-looking project and account plans.
• Embed Fieldwire as the solution of choice before procurement and tender phases.
• Drive demand before the formal buying process begins.
• Operate across regions and multiple stakeholder groups.
• Manage complex, multi-year project lifecycles.
• Partner with regional Enterprise AEs and SEs to convert developed opportunities into revenue and ensure seamless handover.
• Continue supporting deals post-handover by maintaining senior relationships and enabling expansion across project stakeholders and subcontractors.
• Leverage Hilti's existing customer relationships, access and credibility to open doors and accelerate opportunity development.
• Partner with Hilti E&I, large projects and strategic teams on project identification, account strategy and stakeholder mapping.
• Develop and maintain relationships with C-level executives, project owners and decision-makers.
• Act as a trusted advisor on productivity, safety and digital construction solutions.
• Represent Field Software at industry and thought leadership events.
• Analyze market trends, economic conditions and customer ecosystem dynamics, and translate insights into strategic plays, competitive positioning and product feedback.

What you'll need

• Bachelor's degree in Business Administration, Engineering, Construction Management, Technology or a related field, or equivalent professional experience.
• 6+ years in strategic business development, enterprise sales, strategic account management, or large-project development.
• Demonstrated ability to develop strategic accounts and long-cycle project opportunities, engage senior decision-makers, and influence solution selection before procurement and tender phases.
• Strong stakeholder-mapping and relationship-building skills across project owners, contractors, subcontractors and other decision-makers.
• Ability to translate customer workflows and business challenges into compelling software value propositions and business cases.
• Proven ability to collaborate across a matrix organization, influence without direct authority, and partner with regional sales teams on opportunity handover and conversion.
• Strong analytical, communication, presentation and negotiation skills, with a structured approach to account planning, opportunity prioritization and pipeline management.

Nice to have

• Master's degree or MBA.
• Experience in construction technology, SaaS, Energy and Industry (E&I), infrastructure, or complex multi-stakeholder sales environments.

Details

• Fully remote within the United States.
• Hybrid working environment comprising office, remote, customer-office, industry-event and construction-jobsite settings.
• Travel globally about 15–25% as required.
• Site visits may require compliance with applicable safety procedures and PPE requirements.
• Collaboration across multiple regions and time zones is expected.
• Reports to the Director of Key Projects, Field Software.