Strategic Business Developer – Key Projects

Who we’re looking for

The Strategic Business Developer (SBD) is responsible for identifying, developing, and scaling large, high-value construction projects and strategic accounts, with a focus on long-term value creation rather than transactional sales. 

This role sits at the intersection of the Hilti Energy & Industry (E&I) organization, Large Projects and Fieldwire’s large-project growth strategy leveraging and expanding Hilti’s strong existing customer relationships, market access, and credibility within complex project ecosystems. Drawing on the proven E&I model, the SBD focuses on strategic account development, early engagement, and specification influence to position Fieldwire upstream in the customer decision cycle. 

The SBD works closely with Hilti E&I, Strategic Accounts, and Large Projects teams to identify and shape priority opportunities, building senior relationships and embedding Fieldwire into large-project ecosystems early. In parallel, the role partners with regional sales teams (Enterprise AEs) to execute the commercial close once opportunities are sufficiently developed. 

In practice, this role acts as the strategic orchestrator, upstream leveraging Hilti’s relationships to create and shape opportunities and enable downstream conversion through strong regional sales collaboration. 

Key Responsibilities

Strategic Account & Project Development

• Develop and execute long-term strategies for large, complex projects and global key accounts 
• Identify and prioritize projects and high-value opportunities (≥ $500k ARR potential) 
• Own a structured portfolio:  
• ~20 projects in scope 
• ~10 actively managed at any given time 
• Build 1–2-year forward-looking project and account plans 
• Support in high conversion influencing revenue for the local Fieldwire sales orgs.  
• Embed Fieldwire as the solution of choice before procurement and tender phases 
• Drive demand before the buying process formally begins 
• Operate across regions and multiple stakeholder groups 
• Manage complex, multi-year project lifecycles 
• Travel globally (~15–25%) as required

Regional Sales Partnership & Deal Execution

• Partner closely with regional Enterprise AEs / SEs to convert developed opportunities into revenue 
• Ensure seamless handover of qualified, high-potential opportunities for commercial execution 
• Continue supporting deals post-handover by:  
• Maintaining senior relationships 
• Enabling expansion across project stakeholders and subcontractors 
• Drive alignment between global strategy and local execution

Leveraging Hilti Ecosystem & Relationships

• Leverage Hilti’s existing customer relationships, access, and credibility to open doors and accelerate opportunity development 
• Partner closely with Hilti E&I, large projects and strategic teams on project identification, account strategy definition and stakeholder mapping 
• Build on established relationships while expanding new senior-level connections within target accounts.

Senior Relationship Management

• Develop and maintain relationships with C-level executives, project owners and decision-makers 
• Act as a trusted advisor on productivity, safety, and digital construction solutions 
• Represent Field Software at industry and thought leadership events

Market & Opportunity Intelligence

• Analyze market trends, economic conditions and customer ecosystem dynamics 
• Translate insights into strategic plays, new opportunities, competitive positioning and product feedback 

Success Measures (KPIs)

• Pipeline created from large projects 
• Specification and early-stage project wins 
• Strategic account penetration and growth 
• Conversion rate from project identification → closed deal 
• Revenue contribution from large projects 
• Depth and quality of senior stakeholder relationships 
• Effectiveness of collaboration with regional teams 

Qualifications:

• Bachelor’s degree in Business Administration, Engineering, Construction Management, Technology, or related field, or equivalent professional experience. Master’s degree or MBA preferred.  
• 6+ years in strategic business development, enterprise sales, strategic account management, or large-project development.  
• Experience in construction technology, SaaS, Energy and Industry (E&I), infrastructure, or complex multi-stakeholder sales environments preferred.  
• Demonstrated ability to develop strategic accounts and long-cycle project opportunities, engage senior decision-makers, and influence solution selection before procurement and tender phases.  
• Strong stakeholder-mapping and relationship-building skills across project owners, contractors, subcontractors, and other decision-makers.  
• Ability to translate customer workflows and business challenges into compelling software value propositions and business cases.  
• Proven ability to collaborate across a matrix organization, influence without direct authority, and partner with regional sales teams on opportunity handover and conversion.  
• Strong analytical, communication, presentation, and negotiation skills, with a structured approach to account planning, opportunity prioritization, and pipeline management. 

Reporting line and working conditions:

• Reports to the Director of Key Projects, Field Software.  
• Hybrid working environment comprising office, remote, customer-office, industry-event, and construction-jobsite settings.  
• Site visits may require compliance with applicable safety procedures and personal protective equipment (PPE) requirements.  
• Collaboration across multiple regions and time zones is expected. 

Compensation:

The estimated pay ranges for this role are as follows: $120,000 - $160,000 

The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors such as your skills, qualifications and experience. In addition to the salary, you may be eligible for a compensation variable bonus, which can range up to $20,400 - $27,200. 

Why Fieldwire? 

The field-first construction platform for less busywork and more building. Trusted on 4M+ projects worldwide, Fieldwire by Hilti gives crews reliable access to plans, tasks, and updates on one simple platform. It unites the field and office around a single, transparent source of truth, keeping teams aligned from start to finish. Designed for easy adoption, crews gain real-time visibility into progress, clear ownership of work, and the context to make confident decisions. As part of the Hilti Group, Fieldwire combines deep construction expertise with modern digital innovation to deliver better outcomes on every job. Learn more at Fieldwire.com.  

Where is the job located? 

This role is fully remote within the United States. Our headquarters are based in beautiful San Francisco and our office is centrally located right off of Embarcadero Bart station. 

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Fieldwire is proud to be an Equal Opportunity Employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status or any other characteristic protected by law.