Business Development Manager

Weatherford; Houston (TX); On-site; USD 140,000 - 180,000; Full time

Job summary

Weatherford Houston seeks a Business Development Manager to drive the commercial growth of Weatherford Digital, converting go-to-market strategy into booked revenue across assigned accounts and geos. You will originate and close new business, renew and modernize within the installed base, and coordinate with Global Digital Commercial leadership to align strategy with regional execution.

The role requires ~35% travel, reports to Global Digital Commercial leadership, and will shape segmentation,

Qualifications

• 8+ years in oil & gas or industrial tech with software/automation sales.
• Proven track record selling SaaS/IIoT/SCADA to operator accounts.
• Experience managing multi-stakeholder B2B sales with large deals.

Responsibilities

• Identify, qualify, and close new business across operator, midstream, and industrial accounts.
• Maintain opportunity records and forecast in Salesforce weekly with explicit deal risk.
• Build account and geo zone plans mapping the Digital portfolio to customer assets and priorities.
• Lead proposals, pricing, and contracting with cross-functional teams (Commercial Ops, Delivery, Legal).
• Collaborate with Geo Zone Sales Directors and Digital Technical Sales for alignment.

Skills

SaaS sales

IIoT

SCADA

Commercial leadership

Strategic selling

Education

Engineering/Business/CS degree

Tools

Salesforce

Job description

Job Purpose

The Business Development Manager owns the commercial growth of the Weatherford Digital portfolio, converting the Digital go-to-market strategy into booked revenue across assigned accounts and geo zones. The portfolio spans flow measurement, wellsite automation and edge, SCADA and operations software, engineering optimization, and the data and intelligence layer that connects them, sold into upstream, midstream, and industrial operator accounts. The role originates and closes new business, protects and expands the installed base through renewal and modernization cycles, and works with Geo Zone Sales Directors and Digital Technical Sales to keep global strategy and regional execution aligned.

Job Description

The Business Development Manager owns the commercial growth of the Weatherford Digital portfolio, converting the Digital go-to-market strategy into booked revenue across assigned accounts and geo zones. The portfolio spans flow measurement, wellsite automation and edge, SCADA and operations software, engineering optimization, and the data and intelligence layer that connects them, sold into upstream, midstream, and industrial operator accounts. The role originates and closes new business, protects and expands the installed base through renewal and modernization cycles, and works with Geo Zone Sales Directors and Digital Technical Sales to keep global strategy and regional execution aligned.

The role reports to the Global Digital Commercial, GTM & Delivery Director, who owns commercial strategy, go-to-market design, pricing, customer success, delivery standards, and enablement. Where that role sets the playbook, the Business Development Manager runs it in the field and feeds back what it is missing. As the first dedicated business development position in the Digital commercial function, the incumbent is expected to help shape segmentation, commercial tooling, and sales methodology as the function scales. Travel of approximately 35% is required.

Roles & Responsibilities

SAFETY, SECURITY & COMPLIANCE

• Maintain the highest standards of corporate governance, ensuring that all activities are carried out ethically and in compliance with Company’s Security, Compliance & HSE policies, Management System, relevant laws, regulations, standards and industry practices and complies with the Company’s Rules to Live By
• Place Quality, Health & Safety, Security and protection of the Environment as core values while never intentionally placing employees, our processes, customers or the communities in which we live and work at risk
• Seek continual improvement in Health, Safety, Security & protection of the Environment, taking into account responsible care, process vulnerabilities, public, customer and employee inputs, knowledge and technology and best business practices to exceed customer expectations

QUALITY

• Responsible for being familiar with the Company’s Quality policies and taking an active role in the compliance and improvement of Weatherford’s Management System
• Maintain service quality as an immediate priority when working across all areas of the business and continually seeks areas for improvement
• Commit only what Digital can deliver, validating scope, effort, and timing with Product and Delivery before it is offered to a customer

OPERATIONS

Business Development and Pipeline Origination

• Identify, qualify, and close new business across operator, midstream, and industrial accounts in the assigned geo zones, expanding the addressable base through executive networking, partner channels, and referrals
• Maintain opportunity records, stage discipline, and forecast integrity in Salesforce on a weekly cadence, with deal risk and support required stated explicitly
• Build account and geo zone plans that map the Digital portfolio to each customer’s asset mix, operating priorities, and digital maturity, concentrating effort on the platforms Digital has committed to scale

Solution Selling and Value Definition

• Position the right portfolio combination for each opportunity: MetaFlow VFM and metering, the RTU portfolio, ALS controllers and power management, CygNet SCADA and Historian, ForeSite, PetroVisor, and the Centro suite for well construction
• Run structured discovery with operations, engineering, IT, and executive stakeholders, quantifying production losses, downtime drivers, data fragmentation, and field dependency in the customer’s own terms
• Sell the connected operating loop rather than point products, and build business cases on approved claim ranges and committed roadmap, keeping illustrative single-asset results distinct from portfolio-wide claims

Proposals, Pricing and Contracting

• Lead proposals, tenders, and RFQ responses covering solution scope, delivery approach, commercial structure, and pricing rationale, coordinated with Commercial Operations, Delivery, Legal, and Finance
• Keep pricing calculators current with Product Managers across standard, modular, and enterprise configurations, and flag coverage gaps rather than improvising deal-level pricing
• Structure subscription, multi-year, and outcome-linked models that grow recurring revenue, and lead negotiations with Licensing and Contracts to protect margin and manage contractual risk

Account Development and Delivery Alignment

• Build relationships across operations, engineering, IT, and commercial functions in strategic accounts, maintaining current maps of decision makers and economic buyers
• Develop expansion plans ahead of renewal cycles, converting upgrade and modernization conversations into expansion where the value case supports it
• Engage Geo Zone Sales Directors, Digital Technical Sales, and Global Delivery and Support early on scope, effort, and mobilization, and run a structured handover at contract execution
• Act as the customer’s commercial advocate, holding Product, Delivery, and Support to contracted commitments and escalating early where delivery risk threatens revenue

Market, Marketing and Partner Intelligence

• Work with Digital Marketing on campaign targeting, account lists, and event priorities so that events generate qualified pipeline, and surface validated deployment outcomes for case studies
• Maintain an evidence-based view of competitors across OFS, industrial automation majors, and emerging IIoT vendors, and track market size, activity levels, and operator buying trends
• Run win and loss reviews on material pursuits and feed customer requirements, pricing sensitivity, and capability gaps to Product Management through the Global Digital Commercial Director
• Reflect approved partner terms accurately in pricing and margin, and use no partner co-branding externally without written consent

COMMUNICATION

• Maintains effective communications with all key stakeholders both internal and where appropriate external
• Presents pipeline health and deal risk to Digital and Product Line leadership with candor, including where the number is at risk and what is required to recover it
• Adapts framing from field operations to the C-suite, applies approved messaging, and protects confidential customer, pricing, and partner information

FINANCIAL

• All employees have an accountability to the organization to be financially responsible whether they are in charge of a function budget or simply their own expenses
• Costs incurred should be within the approved budget, processed within agreed time frames & following the relevant financial policy and procedure
• Accountable for the assigned bookings and revenue target and the forecast behind it, protecting margin through pricing and discount discipline and accurate delivery and partner cost inputs

PEOPLE & DEVELOPMENT

• Employees have a responsibility for developing their own careers within the Company including completing all necessary function, compliance & business standards training to enhance their knowledge, skills and experience
• Employees should engage on a regular basis with their line manager to discuss their personal performance, objectives and opportunities to enhance their skills and experience to support their career potential
• Strengthens Geo Zone Technical Sales and Customer Success capability through enablement content with Digital Academy and Technical Training, and contributes to the design of the commercial function as it scales

VISION & LEADERSHIP

• Demonstrates leadership, ethical behavior and adherence to Weatherford standards at all times
• Operates with a bias for action and personal ownership: when a deal stalls or a gap appears in the commercial approach, diagnoses the root cause and drives resolution rather than escalating
• Works effectively where the playbook is still being written, and invests in the wider commercial function rather than personal attainment alone

Key Deliverables & Measures of Success

Indicative measures only. Specific targets are agreed with the Global Digital Commercial Director at annual goal setting.

• Bookings and revenue: attainment against the agreed annual target, tracked against quarterly milestones
• Pipeline health: qualified pipeline sustained at an agreed multiple of the annual target across Commit, Upside, and Pipeline
• Growth mix: agreed contribution from net new logo accounts, installed base expansion, and recurring revenue
• Forecast accuracy and cycle efficiency: forecast accurate to an agreed tolerance, with measurable reduction in average sales cycle length
• Commercial function contribution: quarterly contributions to playbooks, pricing tools, competitive material, or process improvement

Experience & Education

• University degree in Engineering, Business, Computer Science or a related discipline, or equivalent experience
• 8+ years in oil and gas or industrial technology, including 5+ years in business development, technical sales, or commercial management of software, data platform, or automation solutions
• Demonstrated attainment against a quota-carrying target in complex, multi-stakeholder B2B sales, with deal values typically from $500K to $5M or greater
• Proven track record selling SaaS, IIoT, SCADA, edge, or industrial software into operator or industrial accounts, from qualification through contract execution
• Working knowledge of upstream production or well construction operations sufficient to hold credible conversations with operations and engineering stakeholders
• Experience operating through regional commercial and delivery teams in a matrixed global structure, 2+ years of international experience, and proficiency in Salesforce or equivalent CRM

Preferred

• Experience selling or deploying SCADA, edge computing, flow measurement, production surveillance, or autonomous control solutions
• Familiarity with competing OFS and industrial software platforms, and digital transformation cycles spanning IT and OT stakeholders
• Exposure to subscription, outcome-based, or managed service structures, an active network at decision-making level, and an applied Master’s degree or MBA

Knowledge, Skills & Abilities

• Ability to relate and influence at all levels within own and client organizations
• Consultative discovery that quantifies business impact and links customer challenges to platform-enabled outcomes, and the ability to build and defend an executive-level business case
• Sufficient understanding of IIoT, edge computing, SCADA, data contextualization, and industrial software architecture to hold early technical conversations without specialist support