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Senior BD/Sales Manager

Houston, TX or Remote for right candidate

General Overview 

At ThinkOnward, we're more than a company—we're a global community of experts and problem solvers. Our mission? To inspire and activate our community, uniting their passion, wisdom, and creativity to cleverly solve complex geoscience and data science challenges  for our clients. Together, we equip our talented community of geoscientists and data scientists with cutting-edge tools, data, and resources. We specialize in pushing boundaries, fostering collaboration, and delivering innovative solutions that accelerate value-adding decisions. 

Our two core market offerings are helping solve some of the energy industry's biggest challenges. 

  • Subsurface Solutions: Through our Open Talent Community and cloud-based Projects platform we apply cutting edge AI-driven workflows to deliver a reduction in time to investment decisions for our clients by 20-30%. 
  • GenAI Solutions: We assess and benchmark many tools and models objectively and offer market intel as a subscription model. We select and partner with top technology vendors to integrate into our Project services to make GenAI applicable in production for business-critical subsurface workflows. 

Our values—Re-Imagine What Matters, Get It Done, Fail Fast, and No Ego—guide us. Our vision is to be the go-to platform that empowers energy companies to accelerate decision-making, evolve workflows, and achieve impactful results through our global community, advanced AI/ML technology, and open innovation model. 

 

Summary: 

We’re expanding our GenAI go‑to‑market with mid‑market oil & gas operators and service companies. As Senior BD/Sales Manager you will be responsible for the full BD and Sales lifecycle from new business model design to early lead generation from a wide business network,, to nurturing and advancing deals through a healthy and growing pipeline, honing in on a winnable opportunity space, structuring and negotiating MSAs/SOWs, and closing deals. Success means scalable net revenue through targeted wins, persistent network leverage with strong conversion, predictable forecasting, and growing ARR.  

What You’ll Do

  • Source & qualify: Build and prosecute a targeted list of mid‑market O&G accounts with focus on the Americas region (North America primary; LatAm secondary). Activate your personal network and outbound motions (events, warm intros) to generate sales‑qualified opportunities. 
  • Grow new markets by selling to Family Offices, Ultra High Net Worth Individuals and other entities interested in allocating capital into oil and gas opportunities across the life-cycle and risk/return spectrum.
  • Design GTM & offers: Partner with Marketing to create NBD business models (subscription, usage‑based, services + software bundles, virtual O&G technical assessment of investment opportunities) and segment‑specific value props; co‑own campaign messaging, landing pages, and nurture tracks.
  • Perform market research: Assess attractive offer space by understanding competitive pressures and customer prioritized needs. Identify winning business models from across industries that could be tested in O&G. 
  • Accelerate the funnel: Implement a structured, data‑driven sales process (cadences, scoring, enrichment, multi‑threading). Instrument the pipeline to shorten cycles, raise win‑rates, and increase average deal size. Use HubSpot to track and manage funnel. Collaborate with Sales and BD team to continually refine deal templates, and seek to automate BD/Sales processes using GenAI leveraging the ThinkOnward Innovation and Product Engineering teams.
  • Deal strategy & negotiation: Lead pricing strategy, proposals, RFP responses, and negotiate MSAs, DPAs, SLAs, and SOWs in partnership with Legal/Finance; manage redlines to closure.
  • Keep leads warm: Orchestrate multi‑touch nurturing across email, events, content, and executive briefings; maintain momentum on in‑flight deals and revive stalled ones.
  • Close & expand: Land lighthouse wins and expand via cross‑sell/upsell to adjacent assets/teams; hand off to delivery seamlessly and support early value realization to seed references.
  • Partner ecosystem: Cultivate channel and alliance relationships (ISVs, GSIs, boutique partners) that open doors and co‑create demand in target basins/segments.
  • Forecast with precision: Own weekly forecasting and commit calls; maintain CRM (HubSpot) hygiene and evidence‑based stage definitions so leadership can plan with confidence.
  • Voice of customer: Feed structured market intel to Product and the Innovation Lab to shape roadmap, packaging, and challenge/opportunity design. 

What You’ll Bring

Must‑haves 

  • Proven network in mid‑market O&G (E&Ps, OFS, midstream) and a track record of closing six‑ and low seven‑figure deals into that segment; we are not looking for someone without an O&G network.
  • Network with Family Office, Ultra High Net Worth Investors a plus.
  • Demonstrated expertise selling or applying Generative AI (LLMs, RAG, prompt orchestration, safety/guardrails, data governance) to real workflows; familiarity with crowdsourcing/challenge‑based models is a plus (priority on GenAI).
  • A structured BD/sales methodology (e.g., MEDDICC, Challenger, SPICED) applied in practice to automate and scale the funnel—sequencing, intent data, enrichment, multi‑threading, and mutual close plans.
  • Strong commercial acumen: pricing/packaging, value quantification, business case development, and negotiating complex agreements (MSA/SOW/SLAs/DPAs).
  • Excellent executive presence, gravitas, comfort speaking to senior executives and wealthy investors, and cross‑functional leadership with Marketing, Product, Legal, and Delivery.
  • Tools: CRM (Salesforce or HubSpot), sales engagement (e.g., Outreach/Sequences), pipeline analytics, and light productivity stacks for proposals.
  • Bachelor’s in Business, Engineering, Geoscience, or related; MBA or equivalent experience a plus. 

 Nice‑to‑haves

  • Spanish and/or Portuguese proficiency and existing contacts in South America (Brazil, Colombia, Argentina, etc.). 
  • Experience selling AI‑enabled solutions into subsurface, drilling/completions, production optimization, capital projects, or data/platform teams.
  • Foundational knowledge of subsurface workflows and the associated technology stack familiar to O&G operators. 

Time Commitment / Travel Requirements

  • Full-Time
  • Client and conference travel (25-40%), including occasional travel to Latin America

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