Business Development Manager

Bridger Photonics; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

Bridger Photonics, Inc. is seeking an experienced Account Director to grow relationships with energy industry clients.

You will own a portfolio of large accounts, shaping strategy, managing pipeline, and driving retention and expansion across complex organizations. You will lead enterprise selling, align Bridger’s measurement, analytics, software, and advisory capabilities with customer priorities, and coordinate with cross-functional teams to deliver value through multipronged engagements.

Qualifications

• Bachelor’s degree or equivalent professional experience required.
• Significant enterprise sales and strategic account management experience.
• Ability to navigate long sales cycles involving procurement and legal review.
• Strong discovery, presentation, negotiation, and relationship-management skills.
• Willingness and ability to travel as required.

Responsibilities

• Own a portfolio of large, strategic energy accounts with growth and retention responsibilities.
• Create and execute account and whitespace plans covering customer priorities, stakeholders, operating footprint, risks, and expansion opportunities.
• Build multithreaded relationships with executive, operational, environmental, technical, procurement, and legal stakeholders.
• Lead proposals, pricing, bids, and commercial negotiations through contract execution.
• Maintain CRM, opportunity, and forecast information based on customer evidence and decision timelines.
• Conduct business reviews that demonstrate value and surface emerging needs and expansion opportunities.

Skills

Enterprise sales experience

Strategic account management

Business development

Account planning

Relationship management

Forecasting

CRM discipline

Sales cycle navigation

Presentation & negotiation

Travel willingness

Education

Bachelor’s degree or equivalent

Job description

Bridger Photonics helps energy companies improve emissions performance through high-quality emissions intelligence, operational insight, and strategic guidance. We turn complex data into clear priorities and practical actions that support compliance, operational efficiency, risk reduction, and measurable improvement. Combining advanced measurement, analytics, software, and industry expertise, Bridger partners with field, environmental, data, and executive teams to strengthen both near-term decisions and long-term emissions strategy. Bridger is headquartered in Bozeman, Montana.

About the role

Bridger is seeking an experienced Account Director to grow and strengthen relationships with some of the energy industry’s largest and most strategically important companies. The Account Director will own a portfolio of large, complex accounts and be accountable for account strategy, relationship development, qualified pipeline, new business, retention, and expansion.

Managing large, strategic accounts is a core responsibility. This role requires disciplined enterprise selling, including account planning, stakeholder mapping, consultative discovery, opportunity qualification, solution development, commercial negotiation, and accurate forecasting. The Account Director will understand each customer’s organization, operating footprint, priorities, workflows, and decision process to identify whitespace and align Bridger’s capabilities with high-value outcomes.

What you’ll do

Strategic Account Management

• Own a portfolio of large, strategic energy accounts with responsibility for growth, retention, engagement, and commercial outcomes.
• Create and execute account and whitespace plans covering customer priorities, stakeholders, operating footprint, risks, and expansion opportunities.
• Build multithreaded relationships with executive, operational, environmental, technical, procurement, and legal stakeholders.
• Serve as the primary commercial owner and internal advocate for assigned accounts, leading account reviews and cross-functional coordination.

Pipeline and Solution Development

• Build qualified pipeline by identifying customer priorities, business problems, regulatory drivers, and new use cases.
• Lead consultative discovery and advance opportunities through Bridger’s sales process with clear qualification, next steps, and mutual action plans.
• Translate customer needs into compelling solutions using Bridger’s measurement, analytics, software, and advisory capabilities.
• Lead presentations, demonstrations, workshops, and executive briefings with Solutions Consultants and subject-matter experts.

Commercial Execution and Sales Discipline

• Lead proposals, scopes of work, pricing, bids, and commercial negotiations through contract execution.
• Partner with Operations, Finance, Legal, Product, and technical teams to develop executable solutions and ensure clear handoffs.
• Maintain accurate CRM, opportunity, and forecast information based on customer evidence and decision timelines.
• Track bookings, revenue, pipeline, and account-growth objectives; participate actively in forecast and pipeline reviews.

Customer Growth and Collaboration

• Remain engaged after contract execution to support implementation, customer outcomes, renewal, and expansion.
• Conduct business reviews that demonstrate value, surface emerging needs, and identify broader-adoption opportunities.
• Anticipate account risks, coordinate internal action, and communicate relevant customer and market intelligence.
• Bring the right internal resources into each opportunity while maintaining clear commercial leadership and avoiding unsupported commitments.

Qualifications

Required

• Bachelor’s degree or equivalent relevant professional experience.
• Significant experience in enterprise sales, strategic account management, business development, or a related commercial role.
• Demonstrated success managing large, complex accounts and developing account plans that produce pipeline and revenue growth.
• Ability to navigate long sales cycles involving technical evaluation, procurement, legal review, and executive approval.
• Strong discovery, presentation, negotiation, proposal-writing, and relationship-management skills.
• Ability to understand technical offerings and communicate their business value to technical and nontechnical audiences.
• Strong business judgment, CRM discipline, forecasting capability, and cross-functional collaboration skills.
• Willingness and ability to travel as required.

Preferred

• Experience selling technology, data, analytics, software, professional services, or field services to enterprise customers.
• Experience in oil and gas, energy, environmental services, methane management, or emissions monitoring.
• Familiarity with upstream, midstream, transmission, or distribution operations and emissions-management workflows.
• Experience with strategic-account planning, pilots or proof-of-value engagements, and structured sales methodologies.

More Information

• This is a full-time, salaried position
• Occasional travel is required
• Bridger Photonics, Inc. is an Equal Opportunity Employer.
• United States Employment Eligibility: Bridger does not offer visa sponsorship. If you are hired, you will be required to fill out the US Department of Homeland Security’s I-9 form confirming you are able to work in the US.