[Hiring] Principal Business Development Executive @Thoughtworks

Role Description

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.

Your Impact & Playbook

• Ignite Net-New Pipeline: Hunt, shape, and secure high-TCV opportunities across new logos and expanding existing enterprise accounts.
• Command the C-Suite: Build unshakeable trust with C-level executives, board members, and engineering leaders alike, positioning Thoughtworks as their most strategic partner.
• Master High-Stakes Deals: Orchestrate the entire deal lifecycle—from initial prospecting and value proposition design to high-impact oral pitches, complex negotiations, and final close.
• Land & Expand: Scale initial wins into sustainable, multi-year client accounts by continuously identifying high-value follow-on opportunities.

Qualifications

• Proven Enterprise Muscle: 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.

Requirements

• 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.
• 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.
• 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.

Benefits

• Learning & Development: There is no one-size-fits-all career path at Thoughtworks; however, you want to develop your career is entirely up to you.
• Responsible Use of AI in Recruitment: At Thoughtworks, we use AI tools to support our recruitment team with administrative tasks.
• Thoughtworks provides reasonable accommodations for qualified applicants with disabilities or religious beliefs at any stage of the hiring process.

Company Description

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.