Regional Business Development Manager

The purpose of this role is to own revenue growth and market expansion for the Earth Science Analytics geoscience software solutions within a defined region, including the Americas, by leading complex, consultative sales cycles and building strategic, executive-level relationships. This manager translates advanced geoscience technology into clear business value, navigates multi-stakeholder buying environments, and accelerates adoption across key subsurface markets to deliver sustained, profitable growth. The Regional Business Development Manager is responsible for developing the regional business development plan, collaborating across the Earth Science and IMDEX teams to ensure resources are deployed correctly, and independently executing development of the region to meet revenue targets. The BD Manager reports progress to the General Manager and records required information in Salesforce in a timely and accurate manner. The role includes regular business travel to support customers, conferences, and events.

Business Development Within Region

• Own and grow regional revenue targets through strategic account development and new customer acquisition

• Develop and execute regional go-to-market strategies in collaboration with marketing, product, and technical teams

• Lead complex, multi-stakeholder, consultative sales cycles from opportunity identification through contract close

• Build and maintain executive-level relationships with operators, service companies, and institutional partners

• Identify high-value use cases and align geoscience software solutions to the customer’s technical and business needs

• Expand footprint within existing accounts through cross-sell, upsell, and enterprise license strategies

• Establish and manage strategic partnerships and channel relationships to extend market reach

• Represent the company at industry events, technical conferences, and executive forums to drive visibility and pipeline

• Strong collaboration within Earth Science and IMDEX teams to enable independent day to day execution of business plan

• Develop account plans around larger accounts to identify and coordinate Earth Science action to retain and expand revenue in strategic accounts

• Support marketing activities in the region and make recommendations for high-value activities in the region

• Participate in negotiations to establish contracts with customers

• Model IMDEX values and leadership behaviors — demonstrating composure, integrity, and dependability under pressure

Reporting and Forecasting

• Maintain accurate, disciplined pipeline management within CRM systems

• Deliver regular revenue forecasts with clear assumptions, risks, and mitigation plans

• Provide leadership with market intelligence, competitive insights, and customer feedback

• Track and report on key performance indicators (KPIs) including pipeline coverage, win rates, deal velocity, and ARR growth

• Prepare and present quarterly business reviews and regional performance updates

• Ensure transparency on deal progress, contract status, and renewal risks

Customer Success and Retention

• Partner with Customer Success to ensure successful onboarding and adoption of software solutions in accounts

• Partner with Customer Success to drive renewals, expansions, and long-term account health

• Proactively manage churn risk and competitive displacement

• Support business retention and growth as needed

Leadership and People

• Sharing and cascading the IMDEX vision, strategy and objectives to own team.

• Champion knowledge-sharing practices across Applied Science, Digital, and Operations teams.

• Mentor staff in building technical capability and commercial acumen.

• Ensuring staff are engaged and competent to perform their tasks and compliant with all group policies, procedures and regional regulations.

• Raising difficult issues to ensure that they are addressed and leading team members to follow through on difficult actions or initiatives.

• Willingly passes on skills, sharing job knowledge and training others.

• Assigning appropriate support and resources to personnel to maximize success.

• Setting and providing clear direction and expectations. Effectively delegating and removing obstacles to get work done. Setting stretch goals and opportunities to drive higher performance.

Health, Safety and Environment

• Utilizing resources to establish, implement, maintain, and improve the Quality, Health, Safety and Environment (QHSE) management system.

• Ensuring risk management activities are conducted within area of responsibility, including the identification and implementation of any site-specific measures required to eliminate or reduce risk in their area.

• Ensuring employees are provided with the necessary personal protective equipment (PPE), instruction, information, training, and supervision to enable work to be carried out safely.

• In consultation with the QHSE Representative, developing and implementing an injury management program for injured employees.

Risk and Compliance

• Leading the collaborative identification of risks and compliance requirements relevant to the team.

• Promoting the reporting of potential non-compliance or misconduct through appropriate channels.

• Leading by example to promote positive risk and compliance behaviors to the team and to colleagues.

• Ensuring the compliance of team members with IMDEX risk and compliance policies, local laws and other relevant standards.

• Applicable risk management and regulatory compliance processes are implemented by the team.

• Behaviors that do not align with the IMDEX Code of Conduct are challenged.

Qualifications, Skills & Experience

Essential

• Four-year degree, preferably in geoscience or related field

• Minimum of ten years of experience in upstream oil and gas, preferably in oil and gas services

• Minimum of five years of business development experience in software applications

• Extensive experience in value-based selling with a consultative approach

• Organizational skills to move multiple business development activities concurrently and manage regular follow ups with customers and internally

• Established track record in identifying sales opportunities and moving them through the sales cycle to close

• Excellent written and oral communication skills

• Experience with CRM, sales pipelines, and forecasting

• Ability to collaborate well with others

• Demonstrated ability to understand technical products and simplify messaging

• Demonstrated ability to close business in complex accounts

• Strong problem-solving skills

Desirable

• Experience selling geoscience software solutions

• Experience working as a geoscientist

Risk and Compliance

• Leading the collaborative identification of risks and compliance requirements relevant to the team.

• Promoting the reporting of potential non-compliance or misconduct through appropriate channels.

• Leading by example to promote positive risk and compliance behaviors to the team and to colleagues.

• Ensuring the compliance of team members with IMDEX risk and compliance policies, local laws and other relevant standards.

• Applicable risk management and regulatory compliance processes are implemented by the team.

• Behaviors that do not align with the IMDEX Code of Conduct are challenged.