Business Development Director, Ting Data Services

Whisker Labs

19h

About The Position

We are seeking a results-oriented Business Development Director to build and grow the market for Ting Data Services across targeted verticals, including electric utilities, state and local public-safety organizations, federal government agencies, commercial enterprises, and insurance companies. This is a hands-on, revenue-generating role responsible for developing new markets, creating and managing strategic channels, and winning direct customer opportunities. The successful candidate will translate Ting's differentiated data assets into clear, high-value solutions for each vertical and will navigate complex buying organizations from initial engagement through contract execution. You will own lead generation, opportunity qualification, pipeline development, forecasting, proposal creation, negotiations, and closing. You will also identify, recruit, and enable partners that can incorporate Ting data into broader solutions and accelerate access to end customers. Customer needs will vary from system-level monitoring, event intelligence, and retrospective analysis to sensor-level detail and integration through portals, APIs, and data feeds. This role is well suited to an entrepreneurial seller who is comfortable with technical and data products, can develop a market as well as close a deal, and brings strong business judgment, executive presence, organization, and follow-through. The role reports to the SVP of Sales and Business Development.

Requirements

Proven business-development performance. 8+ years of relevant experience in enterprise sales, business development, strategic partnerships, or solution selling, with a demonstrated record of building pipeline and closing complex B2B, public-sector, or data-services opportunities.
Relevant vertical-market experience. Strong relationships and sales experience in one or more target markets—electric utilities, state and local public safety, federal government, commercial enterprises, or insurance—with the ability to develop credibility across additional verticals.
Market-builder mindset. You can enter an emerging category, identify the strongest use cases and buyers, test routes to market, create demand, and convert early wins into repeatable growth.
Technical and data fluency. Experience selling data products, analytics platforms, APIs, SaaS, enterprise software, or technical integrations. You can translate technical capabilities into business outcomes and communicate effectively with both technical and executive audiences.
Complex-sales discipline. You can manage long, multi-stakeholder sales cycles; develop account and opportunity strategies; create persuasive proposals and business cases; and move opportunities forward with urgency and sound judgment.
Partner-development capability. You understand how to structure and activate channel, solution, and go-to-market partnerships, including joint value propositions, roles, economics, enablement, and end-customer pursuit.
Executive presence and collaborative style. You are credible, curious, resilient, and comfortable operating independently in the market while working closely with internal experts. You communicate clearly, follow through consistently, and take ownership of results.

Responsibilities

Develop vertical growth strategies. Build and execute market-development plans for electric utilities, state and local public safety, federal government, commercial, and insurance markets; identify priority use cases, buyers, routes to market, and revenue opportunities.
Generate and close new business. Prospect for, qualify, advance, negotiate, and close direct customer opportunities. Maintain accountability for revenue targets, sales cycle progression, and conversion from early-stage interest to contracted programs.
Build strategic channels and partnerships. Identify and develop technology, consulting, data, systems-integration, and go-to-market partners that can incorporate Ting data into their solutions or expand access to target customers.
Lead solution selling. Work with prospects and partners to understand operational priorities, shape compelling use cases, quantify value, and align the appropriate Ting data products, delivery methods, commercial models, and implementation approach.
Navigate complex buying processes. Build relationships with executive, operational, technical, procurement, security, legal, and policy stakeholders; manage pilots, proposals, RFPs, government procurement requirements, negotiations, and contracting.
Own pipeline management and forecasting. Maintain a disciplined CRM, clear opportunity plans, accurate forecasts, and regular reporting on activity, stage progression, risks, next steps, and expected revenue. Travel to customer and partner sites as business needs require.
Represent the market internally. Collaborate with Product, Engineering, Data Science, Marketing, Legal, Operations, and executive leadership to develop proposals, support diligence, prioritize market needs, and turn customer feedback into scalable offerings and repeatable sales plays.