Senior Director of Business Development/Sales

Project Canary • Remote (United States) • $146k - $187k / year • 21h ago

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.

Department: Sales
Employment Type: Full Time
Location: Remote, US
Workplace type: Fully remote
Compensation: $280,000 - $360,000 / year

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 fully paid parental leave (gender neutral) including adoptions
Monthly Wellness Stipend

About Project Canary

Project Canary was founded in 2019 with a vision to measure what matters – the greenhouse gases emitted from critical parts of our energy infrastructure. Our team is constantly pushing the envelope to bring more visibility to the emissions problem than ever before – enabling the energy sector to reduce its carbon footprint.

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