About this role.
Thoughtworks is hiring a senior Business Development Executive to grow enterprise client relationships across the Americas, with a stated USA location and remote designation. The role owns new-business prospecting, opportunity qualification, value proposition development, executive engagement, complex pursuit orchestration, and commercial negotiations for digital transformation and custom software services. The successful candidate will bring more than 15 years of consultative enterprise IT services sales experience, particularly with Capital Markets organizations and $10M+ technology consulting deals. This is a high-autonomy hunter role that requires close collaboration with delivery, solution architecture, marketing, and cloud alliance partners such as AWS, Microsoft, and Google Cloud.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Cover letter sample
Dear Hiring Team,
I am excited to apply for the Business Development Executive role at Thoughtworks. I bring extensive enterprise technology consulting sales experience, including building executive relationships, shaping complex digital transformation opportunities, and leading consultative pursuits from prospecting through negotiation.
My approach combines industry insight, credible engagement with business and IT leaders, and rigorous orchestration across solution, delivery, and partner teams. I am particularly motivated by the opportunity to help Capital Markets clients translate cloud, AI, data, and custom software investments into measurable business outcomes.
I would welcome the opportunity to bring my hunter mindset, strategic account leadership, and commitment to trusted client partnerships to Thoughtworks' Strategic Sales team.
Sincerely,
Your Name
Sample interview questions
I would begin with a targeted account hypothesis based on the firm's strategic priorities, regulatory pressures, technology estate, and industry trends. I would use my executive network and relevant Thoughtworks capabilities to earn a discovery conversation, then validate business outcomes, buying dynamics, and urgency before assembling a tailored pursuit team and value narrative.
I focus the conversation on a measurable business problem rather than a technology offering. I bring relevant market context, ask outcome-oriented questions, quantify the value and risk of action or inaction, and align the proposed transformation roadmap with the executive's strategic agenda.
For a complex $10M+ deal, I establish a clear pursuit plan with stakeholder mapping, decision criteria, commercial guardrails, solution ownership, and an executive cadence. I continuously test the strength of the opportunity, address risks early, and coordinate sales, delivery, legal, and partner resources around a single customer narrative.
I qualify pipeline using explicit criteria: strategic fit, compelling client outcome, executive sponsorship, access to the buying process, realistic timing, and commercial potential. I maintain close inspection of stage evidence and next steps, disqualify weak opportunities quickly, and use partnerships and referrals to replenish top-of-funnel coverage.
I prepare by understanding both parties' objectives, delivery constraints, risk allocation, and non-negotiables. During negotiations, I maintain executive alignment on the value being created, involve legal and delivery experts early, and structure agreements that protect delivery quality while supporting a sustainable long-term client relationship.
Thoughtworks is seeking business development leaders to join and lead our client growth in the Americas region. Business Development Executives at Thoughtworks are responsible for developing and securing a pipeline of new opportunities and building relationships with both new clients and in new areas of existing client organizations. As a Business Development Executive you are responsible for prospecting, shaping and selling aspirational engagements for our clients as well as for Thoughtworks. You will work within Thoughtworks’ Strategic Sales team, leading the development and expansion of client relationships within our company.
Your responsibilities and accountabilities include prospecting, identifying and qualifying new opportunities, building trust with potential clients, shaping deals, developing winning value propositions, tightly orchestrating sales pitches, proposals and orals, negotiating win / win agreements with prospective clients, and expanding follow-on sales to create a sustainable business within each account. You will work across client organizations, from C-level and board members to front line business and technical staff, building relationships to secure long-lasting business opportunities.
To be successful, you will have multiple years of consultative selling experience within an enterprise IT services company. Your experience should demonstrate industry relevance and expertise across one or more industry domains. You will have sold custom software application development and digital transformation services, and have demonstrated proficiency in prospecting, leading and securing custom software and digital transformation deals with significant total contract value (TCV). You will have expertise dealing with both business and IT leaders and executives.
As a seasoned industry executive, you have spent your career enabling clients to solve complex challenges and achieve meaningful business outcomes. You’ve cultivated trusted relationships across the C-suite and executive levels of key enterprises within your domain, including organizations operating in or serving Capital Markets.
At Thoughtworks, you’ll use that industry-specific network and insight to articulate our differentiated value proposition, accelerate executive conversations, and drive new business opportunities. Your deep contextual understanding of the industry’s trends, challenges, and innovation priorities will position you to shape strategic solutions and drive meaningful client impact.
Job responsibilities
- 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.
Job qualifications
Technical Skills
- Over 15 years of applicable experience and a “hunter” mentality with multi industry experience, with a proven track record that demonstrates superior lead prospecting, opportunity development, deal shaping, relationship building, negotiation, and commercial acumen within the digital transformation, custom application development and managed services market.
- Technology and consulting expertise – and significant, proven experience within selected industry vertical – with the ability to translate client pain points and business issues into solutions and outcomes that drive business value, strong customer value orientation; you lead clients to successfully achieve their business objectives and outcomes.
- Expertise to sell high value business solutions beyond commoditized services and staff augmentation.
- Ability to lead complex sales cycles, including RFPs, multi-stakeholder negotiations, and deal structuring with a proven track record of closing $10M+ enterprise deals in technology consulting, digital transformation, cloud, AI, or software development.
Professional Skills
- Gravitas and experience in engaging C-level stakeholders at the business and technology level, using a consultative selling approach to maximize customer outcomes.
- Deep understanding of technology trends, cloud solutions, AI, and agile methodologies.
- An entrepreneurial drive and spirit that ensures you will lead and rally our organization around strategic pursuits with a hands-on approach to deliverable creation.
Other things to know
Learning & Development
There is no one-size-fits-all career path at Thoughtworks: however you want to develop your career is entirely up to you. But we also balance autonomy with the strength of our cultivation culture. This means your career is supported by interactive tools, numerous development programs and teammates who want to help you grow. We see value in helping each other be our best and that extends to empowering our employees in their career journeys.
Responsible Use of AI in Recruitment
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.
About Thoughtworks
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.
#LI-Remote
Salary
Benefits: https://www.thoughtworks.com/en-us/careers/benefits
The annual salary range posted is subject to many factors and may vary depending on experience, geographic location, job responsibilities, performance, skills and/or training.
Salary
$242,000—$466,000 USD
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