Jobs at Access | Information Management (Now Hiring) — 26 open — Page 2

Job Summary

We are seeking a driven, commercially minded Business Development Executive to accelerate growth across North America. This is a quota-carrying role with a dual mandate: you will inherit an existing book of business — nurturing, growing, and renewing accounts across our current customer base — while simultaneously hunting for net new logos among upstream oil and gas operators. The ideal candidate brings a proven track record selling enterprise software solutions and a hands-on understanding of how upstream energy companies manage operational data. You will report directly to the VP of Sales and play a central role in shaping our go-to-market approach as we scale.

Essential Duties and Responsibilities

• Account Management and Growth – Take ownership of an assigned book of business, building deep, trusted relationships with existing Access customers. Drive subscription renewals, identify upsell and cross-sell opportunities, and ensure customers are realizing full value from the platform.
• New Business Development and Targeted Prospecting – Identify and engage upstream energy operators and generate a strong, self-sourced pipeline through outbound prospecting, industry networks, referrals, and events.
• Needs Assessment and Solution Positioning – Conduct in-depth discovery with prospective customers to understand their data challenges, legacy system pain points, and digitalization objectives, and clearly articulate how Unify Energy's platform and service tiers address those needs.
• Consultative Selling – Deliver compelling, value-driven presentations and demonstrations of Unify Energy, tailoring the narrative to each prospect's operational context.
• Bundle and Commercial Configuration – Work with internal pre-sales and product teams to design the right tier (Bronze through Enterprise) and service mix for each customer, building clear business cases around ROI, predictable pricing, and operational efficiency gains.
• Relationship Building – Cultivate trust-based relationships with key stakeholders including Data Managers, IT Directors, VP Geoscience, and Operations leadership. Act as a credible advisor throughout the sales cycle and beyond, positioning Access as a long-term strategic partner.
• Sales Process Management – Own the complete sales cycle from initial engagement through contract negotiation, coordinating closely with internal departments to ensure a seamless transition and a strong customer experience from day one.
• Reporting and Market Intelligence – Maintain accurate, up-to-date records of all pipeline activity in Salesforce, provide regular forecasts to leadership, and share competitive and market insights that inform product and go-to-market strategy.

Minimum Qualifications

• 5+ years of demonstrated success in B2B sales, with a minimum of 3 years selling SaaS, cloud platforms, or enterprise software solutions.
• Proven experience selling into the upstream oil and gas sector — including E&P operators, oilfield service companies, or energy data/technology providers.
• Strong understanding of upstream energy operations, data management challenges, and the typical IT and geoscience landscape within oil and gas organizations.
• Track record of meeting or exceeding quota in a net-new business (hunter) capacity, with experience managing complex, multi-stakeholder sales cycles.
• Excellent interpersonal and communication skills — able to engage credibly with both technical buyers (geoscientists, data managers) and executive sponsors (VPs, C-suite).
• Ability to translate technical platform capabilities into tangible operational and business value for non-technical audiences.
• Proficiency in CRM software (Salesforce preferred) and modern sales productivity tools.
• Self-motivated, organized, and comfortable working remotely with a distributed team.
• Willingness to travel as required for customer meetings, on-site presentations, and industry conferences.

Nice to Have

• Experience selling data management, document management, or digital transformation solutions specifically within upstream energy or oilfield services.
• Familiarity with Well data standards (WITSML, LAS, DLIS) or Seismic data formats and workflows.
• Existing relationships within upstream data management, geoscience, or IT functions at E&P companies.
• Knowledge of energy data governance frameworks and the regulatory reporting requirements that drive records management needs.
• Experience with value-based or solution selling methodologies (MEDDIC, Challenger, or similar).
• Degree in Geoscience, Engineering, Information Management, Business, or a related field.