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

• 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.

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

Learning & Development

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.

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

Thoughtworks is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, ancestry, veteran status, or any other protected class.

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.

See here our AI policy.