Business Development Director, Southern

Our team at Blackline Safety is growing! As a people-driven technology company, with a mission to make sure every worker returns home safely, we drive innovation, practice resiliency, demonstrate leadership, go the extra mile for our customers, and empower our people to be their best.

The Business Development Director identifies and creates new business opportunities as well as achieve all sales and profit targets. The role involves developing relationships with key end-user customers through networking, meetings, and presentations to corporate contacts, field-level users, and C-suite executives. This position requires deep solution-selling expertise, technical acumen, and a consultative approach to position our hardware and connected safety services as essential components of clients’ operational strategies.

• Develop and execute a growth strategy for hardware and service offerings in enterprise markets, aligned with corporate objectives and revenue targets.
• Identify, qualify, and secure new enterprise accounts, building multi-stakeholder relationships across technical, operational, and procurement teams.
• Integrate new business into existing customer structures, ensuring seamless adoption, service alignment, and customer success.
• Analyze market trends, customer needs, and competitor activity to refine go-to-market approaches and inform product/service evolution.
• Lead complex enterprise sales cycles from prospecting to close, including solution design, proposal development, negotiation, and contract execution.
• Partner with Product, Client Success, and Operations to ensure that solutions are configured, delivered, and supported to meet customer expectations.
• Build and maintain strong executive relationships within assigned accounts, acting as a trusted advisor and strategic partner.
• Develop account expansion plans that leverage cross-selling and upselling opportunities across hardware, software, and service portfolios.
• Represent the voice of the customer in internal planning and development initiatives.
• Achieve or exceed annual revenue, margin, and pipeline development targets.
• Maintain accurate forecasts and reporting within CRM systems, ensuring visibility into account health and pipeline performance.
• Support development of pricing strategies and commercial models that balance competitiveness with profitability.
• Lead the execution of client acquisition of multi-location/region/state accounts.
• Target lead qualifications to closing deals; building and fostering relationships, consultative selling and client management.
• Lead or develop solutions and promote the Company's service value proposition to differentiate Blackline from competitors and provide increased value to clients.
• Drive each element of the services sales cycle, including prospecting initiatives, proposals, RFP responses, and closing sales.
• Develop effective, creative, and customized proposals and presentations to bundle service offerings that effectively convey the Company's capabilities.
• Meet or exceed all quarterly and annual sales targets.
• Partner with internal stakeholders to successfully transition from client sales to implementation.

• Bachelor’s degree in business, engineering, or related field (MBA or advanced degree preferred).
• Minimum 7 years of experience in enterprise sales or business development, ideally within industrial, technology, or hardware-enabled service sectors.

• Proven track-record in successful B2B (business to business) sales.
• Strong business acumen and expert negotiation skills.
• Ability to establish contacts and credibility with executive level management decision makers.
• Expert ability to lead and drive results via virtual meeting environments (preference with Teams).
• Self-motivated, results…