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Summary/Overview
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Responsible for generating new revenue and expand Plum’s presence across the Texas oil-and-gas market. This is a hands-on, strategic hunter role for an experienced industry professional who understands how oil-and-gas companies buy equipment, evaluate service providers, manage field operations, and make capital and operating decisions.
The successful candidate will build a qualified pipeline, open new accounts, develop relationships with operators and decision-makers, and personally own the sales cycle from prospecting through proposal, negotiation, contract award, and transition to execution. The role will focus on creating new business across upstream, midstream, gas processing, pipeline, compression, gas conditioning, and related industrial applications.
The primary mandate is to create incremental revenue through disciplined prospecting, market development, consultative selling, and profitable equipment and service awards. Establishes Texas network, strong commercial instincts, and a demonstrated record of turning relationships into revenue.
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Responsibilities and Duties:
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- Develop and execute a Texas oil-and-gas business development plan focused on new revenue and new customer acquisition, building and maintaining a target-account list across upstream operators, midstream/gathering companies, gas processors, pipeline companies, utilities, EPCs, OEMs, and oilfield service providers.
- Generate opportunities through disciplined outbound prospecting, industry relationships, referrals, customer visits, trade shows, and technical presentations; expand Plum's reach beyond existing relationships and reduce reliance on a small number of legacy accounts.
- Establish and maintain relationships with executives, operations leaders, engineering teams, procurement professionals, maintenance managers, and field personnel, and develop account plans for priority customers.
- Identify customer projects, operating challenges, equipment gaps, asset constraints, and expansion plans before formal procurement decisions are made.
- Lead technical discovery with customers (gas volumes, pressure, temperature control, gas composition, filtration, compression, site constraints, delivery timing, and safety requirements) and translate needs into fit-for-purpose Plum solutions.
- Conduct customer presentations, site visits, and commercial reviews with both technical and executive stakeholders, positioning Plum as an equipment and gas-infrastructure partner.
- Coordinate with engineering, manufacturing, operations, logistics, and finance to confirm technical feasibility, equipment availability, lead times, cost, and risk; identify opportunities for new products, upgrades, and service-based revenue offerings.
- Own the complete sales cycle from initial contact through qualification, solution development, proposal, negotiation, contract award, and handoff, pursuing both equipment and recurring-revenue opportunities (rentals, service agreements, monitoring, spare parts, mobilization).
- Develop proposals, pricing input, and business cases with internal stakeholders, and negotiate commercial terms within approved authority to protect revenue, gross margin, risk position, and long-term customer value.
- Maintain clear opportunity documentation, close plans, and competitive positioning in the CRM, and ensure awarded opportunities transition smoothly to operations and project teams with accurate scope, pricing, and expectations.
- Maintain current knowledge of Texas oil-and-gas activity, basin economics, infrastructure trends, and competitor activity, and identify market gaps where Plum can win.
- Represent Plum at industry events, customer meetings, and technical forums, and provide leadership with actionable market intelligence and go-to-market recommendations.
- Partner with the COO and leadership team on target-account strategy, pipeline reviews, pricing decisions, and go/no-go decisions, and support existing account owners when opportunities require senior commercial leadership.
- Collaborate with engineering and manufacturing on product feedback, and with marketing on campaigns, case studies, and industry messaging.
- Deliver regular pipeline, forecast, and performance updates to leadership, tracking results against revenue, margin, and retention objectives, and proactively address pipeline gaps with corrective action.
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Required Education and Experience
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- 10+ years of direct experience in the oil-and-gas industry, energy infrastructure, gas equipment, midstream, gas processing, pipeline, compression, or a closely related technical energy market.
- Significant experience generating new revenue through business development, outside sales, strategic account development, commercial operations, or technical sales.
- Demonstrated record of personally opening new accounts and winning profitable business.
- Established network of relationships across Texas oil-and-gas operators, midstream companies, gas processors, pipeline companies, EPCs, OEMs, or oilfield service providers.
- Experience selling engineered equipment, capital equipment, gas systems, compression, pressure regulation, gas conditioning, filtration, CNG, virtual pipeline, industrial services, or comparable technical solutions.
- Proven ability to manage complex sales cycles involving technical discovery, multiple decision-makers, proposals, negotiations, and contract awards.
- Strong understanding of oil-and-gas operations, customer buying processes, field execution, project economics, and commercial decision-making.
- Strong consultative selling, account planning, pipeline management, forecasting, negotiation, and CRM skills.
- Ability to discuss technical concepts related to gas volumes, pressure, temperature, gas composition, compression, filtration, conditioning, manifolds, telemetry, equipment utilization, and site operations.
- Willingness and ability to travel regularly throughout Texas and to customer sites, Plum facilities, project locations, and industry events.
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Preferred Education and Experience
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- Bachelor’s degree in business, engineering, petroleum technology, energy, sales, marketing, or a related field.
- Experience selling to decision-makers in the Permian Basin, Eagle Ford, Barnett, Haynesville, Gulf Coast, or other major U.S. oil-and-gas markets.
- Experience with engineered-to-order products, equipment rental or sale, project-based sales, service agreements, or long-term commercial contracts.
- Experience selling to both upstream and midstream customers.
- Existing relationships with gas processing, compression, pipeline, LNG, CNG, virtual pipeline, or industrial power customers.
- Experience working in a growth-stage, entrepreneurial, or highly technical operating environment.
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Physical Demands
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- Prolonged periods of sitting at a desk and working on a computer
- Must be able to lift 15 pounds at times
- Must be able to access and navigate each department at the organization’s facilities
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Travel required
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