Strategic Business Developer – Key Projects

Fieldwire

2d•$120,000 - $160,000•Remote

About The Position

The Strategic Business Developer (SBD) identifies, develops, and scales large, high-value construction projects and strategic accounts, focusing on long-term value creation rather than transactional sales. The role connects Hilti Energy & Industry (E&I), Large Projects, and Fieldwire’s large-project growth strategy, leveraging Hilti’s customer relationships, market access, and credibility in complex project ecosystems. It focuses on strategic account development, early engagement, and specification influence to position Fieldwire upstream in the customer decision cycle. The SBD works with Hilti E&I, Strategic Accounts, and Large Projects teams to identify and shape priority opportunities, build senior relationships, and embed Fieldwire early in large-project ecosystems. The role also partners with regional Enterprise Account Executives and Sales Engineers to support commercial conversion, including qualified opportunity handovers and continued deal support. It manages a structured portfolio of approximately 20 projects, with around 10 actively managed at a time, and builds one- to two-year forward-looking project and account plans. Global travel of approximately 15–25% may be required. The role develops and maintains relationships with C-level executives, project owners, and decision-makers; advises on productivity, safety, and digital construction solutions; and represents Field Software at industry and thought leadership events. It analyzes market trends, economic conditions, and customer ecosystems to inform strategic opportunities, competitive positioning, and product feedback. The position reports to the Director of Key Projects, Field Software. The working environment is fully remote within the United States, with work also taking place in offices, customer offices, industry events, and construction jobsites. Collaboration across regions and time zones is expected. Site visits may require compliance with safety procedures and personal protective equipment requirements. Estimated US salary is $120,000–$160,000, with a possible variable bonus of up to $20,400–$27,200.

Requirements

Bachelor’s degree in Business Administration, Engineering, Construction Management, Technology, or a related field, or equivalent professional experience.
At least 6 years of experience 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.
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.
Structured approach to account planning, opportunity prioritization, and pipeline management.
Willingness to travel globally approximately 15–25% as required.

Nice To Haves

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

Responsibilities

Develop and execute long-term strategies for large, complex projects and global key accounts.
Identify and prioritize projects and high-value opportunities with at least $500,000 in potential ARR.
Manage a structured portfolio of approximately 20 projects, with around 10 actively managed at a time.
Build one- to two-year forward-looking project and account plans.
Support conversion and revenue generation for local Fieldwire sales organizations.
Position Fieldwire as the solution of choice before procurement and tender phases, creating demand before the formal buying process begins.
Manage multi-year project lifecycles across regions and multiple stakeholder groups.
Partner with regional Enterprise Account Executives and Sales Engineers to convert developed opportunities into revenue.
Hand over qualified, high-potential opportunities for commercial execution and support deals after handover by maintaining senior relationships and enabling expansion across project stakeholders and subcontractors.
Align global strategy with local execution.
Leverage Hilti customer relationships, access, and credibility to open doors and accelerate opportunity development.
Partner with Hilti E&I, Large Projects, and Strategic Accounts teams on project identification, account strategy, and stakeholder mapping.
Build on established relationships and develop new senior-level connections within target accounts.
Develop and maintain relationships with C-level executives, project owners, and decision-makers.
Advise customers 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.
Translate market and customer insights into strategic plays, new opportunities, competitive positioning, and product feedback.