Senior Director of Business Development/Sales

Department: Sales

Employment Type: Full Time

Location: Remote, US

Compensation: $280,000 - $360,000 / year

Description

Project Canary is a technology company that offers an enterprise emissions data platform that helps companies identify, measure, understand, and act to reduce emissions across the energy value chain. Our mission is to “Measure It” – leveraging sophisticated software solutions to help companies improve and report on their emissions footprint. We do this by building high-fidelity sensors, ingesting data from various other technologies and sources, characterizing the accuracy of such emissions data, and deploying advanced physics-based AI-powered models to identify leaks and quantify emissions.

The Senior Director of Business Development will be a strategic leader responsible for driving growth by identifying, qualifying, and securing enterprise partnerships across the energy sector. This role will build and maintain a robust sales pipeline, develop winning pursuit strategies, and lead complex enterprise deals from target identification to close. This role will work collaboratively with senior leadership to align business development activities with company growth objectives while establishing Project Canary as the leader in operational intelligence. 

Responsibilities

• Lead multimillion-dollar sales opportunities and consistently achieve personal quota targets 
• Coach and guide sales teams through strategic pursuits 
• Identify and articulate how Project Canary's solutions reduce the "operations tax" and enhance asset performance 
• Manage C-Suite outreach, establishing executive sponsor relationships critical to deal success 
• Navigate customer organizations effectively, mapping power dynamics and building consensus among decision-makers 
• Work closely with VP, SVP, and CRO level executives to align on strategy and execution plans 
• Develop and document strategic sales approaches that achieve at least 50% win rates from qualification to proposal review 
• Lead complex, multi-stakeholder sales cycles by orchestrating internal resources and building executive relationships 
• Create and implement structured qualification frameworks to ensure efficient use of sales resources 
• Develop and lead strategic account penetration strategies for key target accounts in the energy sector 
• Build and maintain a 3x pipeline coverage ratio, consistently delivering high-quality opportunities to the sales organization 

Success Criteria
Within your first year, you will: 

• Demonstrate a clear understanding of how operational performance metrics translate to business value 
• Be able to team sell with a Level 3 Sales Strategy from Revenue Storm 
• Be able to land and expand top sales pursuits 
• Achieve 50%+ win rate on strategic opportunities you lead 
• Close at least 100% of your personal sales target 
• Build and maintain a qualified pipeline 3x your quota 
• Develop and document sales strategies for key accounts 
• Establish strong collaborative relationships across the organization 

Qualifications:

• 8+ years of progressive experience in business development or strategic sales, with proven success  
• Track record of consistently exceeding quota and closing multimillion-dollar deals 
• Deep understanding of enterprise sales methodologies such as Revenue Storm, MEDDPICC, or Miller Heiman 
• Expert at prospecting methodologies and account penetration strategies 
• Proven ability to quarterback complex, multi-stakeholder sales cycles 
• Experience selling technology solutions that enhance operational performance to oil and gas companies 
• Skilled at navigating customer organizations and building consensus 
• Strong executive presence with ability to engage credibly with C-level stakeholders 
• Excellent strategic thinking and problem-solving capabilities 
• Superior communication and presentation skills 
• Bachelor's degree required; MBA or advanced degree preferred

Benefits

• Base Salary Range: $146,000 - $187,000 based on location & experience 
• Additional compensation: 50/50 OTE split with uncapped commission 
• Health, dental, and vision insurance with low deductibles and premiums paid by company 99% for self and 50% for dependents and/or spouse  
• 401K with company match (no vesting period)  
• Opportunity for equity ownership  
• Student loan assistance  
• 4 weeks of PTO + 6 days of sick time annually 
• 11 paid holidays 
• 12 weeks of f