Principal Business Development Executive - Strategic Sales (Multi-Market)

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.

What You Bring

• 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.
• Job responsibilities
• 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.  This is accomplished through Thoughtworks value articulation and differentiated positioning with client executives, with a focus on generating longer term opportunities in excess of $10M in TCV.
• 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, helping senior client executives align technology investments with business goals.
• 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.
• Job qualifications
• Technical Skills
• Spark Executive Connections: Cultivate high-value relationships with C-suite and IT leaders using your deep professional network, creative outbound strategies, and market influence.
• Architect $10M+ Mega-Deals: Consultatively position Thoughtworks' entire portfolio—from AI/data and product design to custom engineering—shaping client vision to secure multi-year engagements in excess of $10M TCV.
• Command the Deal Narrative: Own the sales narrative from end to end—orchestrating pitch teams, leading high-stakes MSA/SOW negotiations, and structuring complex commercial agreements.
• Champion Global Delivery: Position our full spectrum of onshore, nearshore, and offshore capabilities to give enterprise clients the ultimate balance of speed, innovation, and scale.
• Maintain a High-Velocity Pipeline: Build and sustain a healthy
• 3x qualified pipeline via direct hunting, executive referrals, and alliance channels to consistently crush revenue and margin targets.
• Act as a Visionary Advisor: Stay ahead of tech disruptions and market shifts to serve as a trusted peer to client executives, directly aligning tech investments with business outcomes.
• Maximize Cloud Alliances: Co-sell and co-innovate alongside hyper-scaler partners (AWS, Microsoft Azure, Google Cloud) to capture joint market share and accelerate deal momentum.
• Mobilize Internal Powerhouses: Partner seamlessly with world-class delivery leaders, solution architects, and marketing teams to tailor unbeatable, high-impact client proposals.
• Professional Skills
• C-Suite Gravitas & Active Empathy: Command respect in the boardroom through exceptional emotional intelligence, active listening, and the confidence to ask the incisive questions that uncover a client's core business friction.
• Relentless Agility & Composure: Demonstrate the composure and grit required to navigate complex, multi-year sales cycles, turning high-stakes organizational ambiguity into clear, actionable pathing.
• Cross-Functional Influence: Masterfully mobilize and unify matrixed pursuit teams—connecting technical architects, delivery leaders, and ecosystem partners—through authentic persuasion, clear vision, and collaborative energy.
• Other things to know
• 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. But we also balance autonomy with the strength of our cultivation culture. This means your career is supported by interactive tools, numerous development programs and teammates who want to help you grow. We see value in helping each other be our best and that extends to empowering our employees in their career journeys.
• Responsible Use of AI in Recruitment
• At Thoughtworks, we use AI tools to support our recruitment team with administrative tasks such as drafting communications, scheduling interviews and writing job descriptions.
• Crucially, our AI tools do not screen, assess, rank or make hiring decisions. Every application is reviewed by our team and all selection decisions are made exclusively by our interviewers and hiring managers.

We are committed to fairness and responsible AI. We actively manage our AI systems by testing, monitoring for biased outcomes and implementing mitigation measures. We hold our third-party vendors to these same high standards through a rigorous governance process. For additional information, please see our full

Thoughtworks AI Policy for Recruitment.

About Thoughtworks

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. Bring your brilliant expertise and commitment for continuous learning to Thoughtworks. Together, let’s be extraordinary.

EEO

As a federal contractor, Thoughtworks is an affirmative action employer of protected veterans and individuals with disabilities.

Accommodations

Thoughtworks is committed to providing reasonable accommodations to qualified applicants with disabilities or sincerely held religious beliefs, practices, or observances, in accordance with applicable law.

If you need a reasonable accommodation to complete any part of the application process, participate in interviews, or otherwise engage in the hiring process, you may request an accommodation by completing this form or speaking with your recruiter. Requests may be made at any stage of the application or interview process.

Once a request is received, Thoughtworks will engage in an interactive process with the applicant to determine an appropriate accommodation. Applicants are not required to disclose medical diagnoses or detailed personal information in order to request an accommodation. All accommodation requests will be handled in a timely, confidential, and respectful manner, consistent with applicable legal requirements.

Requesting an accommodation will not negatively affect your consideration for employment. Company prohibits retaliation against any applicant for requesting an accommodation or participating in the accommodation process. Accommodations made during the recruitment process are not a guarantee of future or continued accommodations once hired. If you are hired by Thoughtworks, and require an accommodation to perform the essential functions of your role, you may be asked to engage in our reasonable accommodation process.