Director, Market Development

Bentley Systems • Arvada, CO

2d • Remote

About The Position

The Director, Market Development is a leadership role reporting directly to the Vice President of the Americas. This role will establish and scale Market Development as a formal function within Bentley Systems, focused on driving growth through strategic engagement with infrastructure program owners and shaping ecosystem-wide execution. Acting as the connective tissue between Government Relations (GR/IPA), Account Management, Product, and Delivery, this role defines and enables Bentley’s proactive engagement model across major capital programs and projects. The Director will lead the formation of a high-impact team; develop repeatable methods for early market shaping to generate demand for our software in program ecosystems; and align resources to win net-new opportunities and increase Bentley's relevance across the infrastructure lifecycle.

Requirements

• Bachelor's degree in civil engineering, infrastructure management, business administration, or a related technical or policy field
• 10–15 years of professional experience, with 5–7+ years in a senior market development, strategic sales, or business development role
• Background in infrastructure, AEC, or enterprise software — you understand how major capital programs work and how technology decisions get made within them
• Proven ability to build something new — you have stood up a function, team, or program from scratch and can show the results
• You connect market trends, policy, and revenue execution into a single coherent strategy and bring others along with you
• You lead through influence, driving alignment across sales, product, government relations, and delivery teams
• You communicate with equal credibility in a government stakeholder meeting and an internal sales review
• You are commercially sharp, able to define KPIs, own ARR targets, and convert early market engagement into measurable revenue

Nice To Haves

• MBA or advanced degree in strategy, public policy, or technology management is a strong plus
• Existing relationships with infrastructure program owners, DOT agencies, or major capital program stakeholders
• Comfort operating in ambiguity — this is a role where you write the playbook, not follow one
• A track record of being focused on long-term value realization, not just closing deals

Responsibilities

• Establish and lead the Market Development function, including structure, team, and charter.
• Define and operationalize a repeatable model for engaging infrastructure programs early in their lifecycle.
• Create and lead a relay model for seamless handoff from early influence (GR, Market Dev) to sales execution and delivery.
• Build direct relationships with ultimate owners to advise/guide execution, with focus on digital delivery and asset performance.
• Utilize Bentley’s Global Advisory Services group to deliver technology strategies for these programs
• Ensure that relevant information is cascaded downstream to our Enterprise Account Management and Product Sales teams so they can take necessary action to drive use of Bentley technology in their target segments.
• Provide feedback to cross-functional teams sharing market insights and learning generated as a result of the Market Development team’s continuous engagement with program owners.
• Coordinate closely with Account Management and Services to ensure downstream teams are enabled and aligned to deliver value-based outcomes.
• Work with the AAG Sales Operations team to refine our sales processes (such as account planning, market mapping, and pursuit frameworks) and scale out best practices based on learnings from our account engagement.
• Define success metrics and manage performance to KPIs: new logo capture, share of program, influence-to-revenue conversion, direct ARR impact.
• Act as strategic coach for sales and solution leaders on complex program opportunities.
• Minimum 50% travel.
• Requires sitting or standing at will while performing work on a computer (or any other physical requirements).

Benefits

• An attractive salary and benefits package.
• A commitment to inclusion, belonging and colleague wellbeing through global initiatives and resource groups.
• A company committed to making a real difference by advancing the world’s infrastructure for better quality of life, where your contributions help build a more sustainable, connected, and resilient world.

What This Job Offers

• Job Type: Full-time
• Career Level: Director