RightShip

Reporting to Head of Commercial, the role own and grow RightShip's most significant enterprise accounts, delivering long-term value through integrated safety, ESG and risk intelligence solutions. The Enterprise Business Development Manager will both expand existing strategic relationships and originate new enterprise opportunities, positioning RightShip as a strategic partner in maritime risk reduction and sustainability performance. 

ROLE & RESPONSIBILITIES

Strategic Account Growth 

• Lead the development and execution of regional enterprise commercial multi-year growth strategies for global strategic accounts. 
• Drive retention and expansion of high-value enterprise contracts while identifying opportunities to extend RightShip's solutions across the customer organisation. 
• Drive the acquisition of new enterprise accounts through proactive prospecting and engagement with large global organisations. 
• Lead complex deal cycles involving multi-product solutions and multi-region stakeholders. 
• Identify and develop enterprise opportunities particularly within Ports and Terminals, including oil & gas and dry bulk terminals, where digital maritime solutions can improve safety, sustainability and operational risk management. 
• Oversee the strategic management of high-value enterprise opportunities and contracts critical to RightShip's commercial growth. 

Executive Relationship Management 

• Build trusted advisor relationships with Directors, Vice Presidents and C-suite leaders within enterprise organisations. 
• Establish and maintain executive-level engagement across strategic accounts and new prospects. 
• Navigate complex buying committees, governance structures and procurement environments typical of large global organisations. 
• Collaborate internally with senior RightShip leadership including the Chief Commercial Officer and Chief Executive Officer when engaging strategic enterprise opportunities. 

Complex Solution Structuring 

• Lead the development of integrated commercial proposals across RightShip product lines aligned to enterprise customer needs. 
• Structure multi-year enterprise agreements and scalable commercial models that support long-term customer value. 
• Provide strategic guidance on commercial negotiations and contract structures within established governance frameworks. 

Cross-Functional Leadership 

• Coordinate Legal, Product, Customer Success, Data and Finance teams throughout enterprise pursuits and contract negotiations. 
• Provide enterprise insights to influence product roadmap priorities and future solution development. 

Industry & Market Positioning 

• Represent RightShip at global maritime and industry conferences and events. 
• Maintain strong awareness of competitor positioning, market developments and emerging ESG regulations impacting maritime customers. 
• Maintain industry awareness across key maritime sectors including Ports & Terminals, oil & gas and dry bulk logistics ecosystems. 

QUALIFICATIONS, SKILLS & ATTRIBUTES 

• Bachelor's degree in Business, Maritime Studies, Marketing or related discipline 
• 8-12+ years enterprise B2B sales experience, including demonstrated success developing new enterprise accounts and expanding existing strategic customers. 
• Strong maritime industry knowledge, with experience working with or selling into Ports & Terminals, particularly oil & gas or dry bulk terminal operators, considered highly advantageous. 
• Proven success in closing complex, high-value enterprise deals involving multiple stakeholders. 
• Executive presence and strong negotiation capability. 
• Experience selling subscription-based, SaaS, data or digital platform solutions. 
• Ability to engage effectively with senior decision-makers in global organisations.