Principal Business Development Executive - Strategic Sales (Multi-Market)

Locations: Atlanta, Georgia; Chicago, Illinois; Dallas, Texas; New York City, New York, USA

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About the Position

Ready to help global enterprise leaders place their biggest digital bets-and win? Thoughtworks is looking for high-velocity, visionary Business Development Executives to drive our growth across the Americas.

We don't sell off-the-shelf software or commodity IT services. We architect bespoke, multi-million-dollar digital engineering transformations that redefine industries. As a Business Development Executive in our Strategic Sales practice, you will be the catalyst for new growth-opening C-suite doors, shaping aspirational engagements, and turning complex enterprise challenges into landmark partnerships.

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Responsibilities

• Develop relationships and leads with business and IT executives at target enterprise clients on an ongoing basis by leveraging your professional network, personal contacts, and through creative networking, partnership, and outbound selling strategies.
• Execute on leads that may be generated through professional networks and industry events. Effectively position the full suite of Thoughtworks solutions and offerings to our clients, including offshore distribution of work effectively leveraging our global capabilities.
• Consultative sales of product design, custom software, data, and managed services by influencing and shaping customers' strategic decision-making. This is accomplished through Thoughtworks value articulation and differentiated positioning with client executives, with a focus on generating longer-term opportunities in excess of $10M in TCV.
• Create and own the customer sales narrative, tightly orchestrate deal pursuits, manage and coordinate MSA, SOW, and rate card negotiations, and shape complex consulting and software development agreements.
• Stay ahead of industry trends, emerging technologies, and market shifts to position Thoughtworks effectively and act as a trusted advisor, helping senior client executives align technology investments with business goals.
• Build and develop a robust sales pipeline, of ~3X qualified sales opportunity pipeline through leveraging direct sales, partnerships, and referrals to meet and exceed sales and margin goals.
• Work closely with delivery teams, solution architects, and marketing to tailor offerings to client needs.
• Partner with alliances and ecosystem partners (e.g., AWS, Microsoft, Google Cloud) to drive joint sales opportunities.

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Requirements

Technical Skills

• Consultative Selling: A standout track record of consultative selling within premier IT services or digital engineering consultancies.
• Custom Software Expertise: Demonstrated mastery in selling custom software applications, modern cloud architecture, and large-scale digital transformations.
• Cross-Industry Gravitas: An expansive executive network and the strategic versatility to engage C-level decision-makers across diverse business domains.
• Deal Orchestration: The ability to align business vision with technical reality, translating client friction points into high-value, win-win commercial agreements.

Professional Skills

• C-Suite Gravitas & Active Empathy: Command respect in the boardroom through exceptional emotional intelligence, active listening, and the confidence to ask the incisive questions that uncover a client's core business friction.
• Relentless Agility & Composure: Demonstrate the composure and grit required to navigate complex, multi-year sales cycles, turning high-stakes organizational ambiguity into clear, actionable pathing.
• Cross-Functional Influence: Masterfully mobilize and unify matrixed pursuit teams-connecting technical architects, delivery leaders, and ecosystem partners-through authentic persuasion, clear vision, and collaborative energy.

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We Offer

• Competitive salary range: $242,000-$466,000 USD
• Remote work options
• Comprehensive benefits: Benefits

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About the Company

Thoughtworks is a dynamic and inclusive community of bright and supportive colleagues who are revolutionizing tech. As a leading technology consultancy, we’re pushing boundaries through our purposeful and impactful work. For 30+ years, we’ve delivered extraordinary impact together with our clients by helping them solve complex business problems with technology as the differentiator. Bring your brilliant expertise and commitment for continuous learning to Thoughtworks. Together, let’s be extraordinary.

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EEO

Thoughtworks is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, ancestry, veteran status, or any other protected class.

As a federal contractor, Thoughtworks is an affirmative action employer of protected veterans and individuals with disabilities.

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Accommodations

Thoughtworks is committed to providing reasonable accommodations to qualified applicants with disabilities or sincerely held religious beliefs, practices, or observances, in accordance with applicable law. If you need a reasonable accommodation to complete any part of the application process, participate in interviews, or otherwise engage in the hiring process, you may request an accommodation by completing this form or speaking with your recruiter. Requests may be made at any stage of the application or interview process. Once a request is received, Thoughtworks will engage in an interactive process with the applicant to determine an appropriate accommodation. Applicants are not required to disclose medical diagnoses or detailed personal information in order to request an accommodation. All accommodation requests will be handled in a timely, confidential, and respectful manner, consistent with applicable legal requirements. Requesting an accommodation will not negatively affect your consideration for employment. Company prohibits retaliation against any applicant for requesting an accommodation or participating in the accommodation process. Accommodations made during the recruitment process are not a guarantee of future or continued accommodations once hired. If you are hired by Thoughtworks, and require an accommodation to perform the essential functions of your role, you may be asked to engage in our reasonable accommodation process.

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Get to Know Us Better

• [Blog: How to stand out as a Thoughtworks candidate](Read more)
• [Blog: Solidarity over charity](Read more)
• [Blog: Continuous delivery: it’s not just a technical activity](Read more)

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Thoughtworks acknowledges the Traditional Owners of the land where we work and live, and their continued connection to Country. We pay our respects to Elders past and present. Aboriginal and Torres Strait Islander peoples were the world's first scientists, technologists, engineers, and mathematicians. We celebrate the stories, culture, and traditions of Aboriginal and Torres Strait Islander Elders of all communities who also work and live on this land.

As a company, we invite Thoughtworkers to be actively engaged in advancing reconciliation and strengthen their solidarity with the First Peoples of Australia. Since 2019, we have been working with Reconciliation Australia to formalize our commitment and take meaningful action to advance reconciliation. We invite you to review our Reconciliation Action Plan.