Business Development Manager
Job Description
Reporting to Head of Commercial, the role will own and grow RightShip’s most significant enterprise accounts, delivering long-term value through integrated safety, ESG and risk intelligence solutions. The Business Development Manager – Enterprise will both expand existing strategic relationships and originate new enterprise opportunities, positioning RightShip as a strategic partner in maritime risk reduction and sustainability performance.
Major Responsibilities
Strategic Account Growth
Lead the development and execution of regional enterprise commercial multi-year growth strategies for global strategic accounts.
Drive retention and expansion of high-value enterprise contracts while identifying opportunities to extend RightShip’s solutions across the customer organisation.
Drive the acquisition of new enterprise accounts through proactive prospecting and engagement with large global organisations.
Lead complex deal cycles involving multi-product solutions and multi-region stakeholders.
Identify and develop enterprise opportunities particularly within Ports and Terminals, including oil & gas and dry bulk terminals, where digital maritime solutions can improve safety, sustainability and operational risk management.
Oversee the strategic management of high-value enterprise opportunities and contracts critical to RightShip’s commercial growth.
Executive Relationship Management
Build trusted advisor relationships with Directors, Vice Presidents and C-suite leaders within enterprise organisations.
Establish and maintain executive-level engagement across strategic accounts and new prospects.
Navigate complex buying committees, governance structures and procurement environments typical of large global organisations.
Collaborate internally with senior RightShip leadership including the Chief Commercial Officer and Chief Executive Officer when engaging strategic enterprise opportunities.
Complex Solution Structuring
Lead the development of integrated commercial proposals across RightShip product lines aligned to enterprise customer needs.
Structure multi-year enterprise agreements and scalable commercial models that support long-term customer value.
Provide strategic guidance on commercial negotiations and contract structures within established governance frameworks.
Cross-Functional Leadership
Coordinate Legal, Product, Customer Success, Data and Finance teams throughout enterprise pursuits and contract negotiations.
Provide enterprise insights to influence product roadmap priorities and future solution development.
Industry & Market Positioning
Represent RightShip at global maritime and industry conferences and events.
Maintain strong awareness of competitor positioning, market developments and emerging ESG regulations impacting maritime customers.
Maintain industry awareness across key maritime sectors including Ports & Terminals, oil & gas and dry bulk logistics ecosystems.
Qualifications, Skills & Attributes
Bachelor’s degree in Business, Maritime Studies, Marketing or related discipline
8–12+ years enterprise B2B sales experience, including demonstrated success developing new enterprise accounts and expanding existing strategic customers.
Strong maritime industry knowledge, with experience working with or selling into Ports & Terminals, particularly oil & gas or dry bulk terminal operators, considered highly advantageous.
Proven success in closing complex, high-value enterprise deals involving multiple stakeholders.
Executive presence and strong negotiation capability.
Experience selling subscription-based, SaaS, data or digital platform solutions.
Ability to engage effectively with senior decision-makers in global organisations.