Business Development Manager (Strategic Outbound & OEM / Enterprise Pipeline)

About ExactSpace

ExactSpace is building the next generation of Industrial Intelligence. Leading companies in Oil and Gas, Thermal Power and Process Industries use Pulse, our flagship AI platform, to make the best decisions for their plants to improve asset availability and reduce energy losses. The journey till now brought together AI technology and deep domain expertise to deliver value in hundreds of industrial plants. Our sights are now set on delivering significantly more value to thousands of plants globally and we are growing our team to help us achieve this mission.

Role Summary

The Business Development Manager (BDM) will drive top-of-funnel growth across multiple strategic segments: India PSUs, enterprise accounts, US OEMs, and implementation partners.

You will identify, research, and qualify high-value opportunities and create a structured pipeline for Account Executives and partner teams. This is not a high-volume cold-calling role, but a strategic, research-driven, executive-facing outbound role that ensures AEs engage the right prospects at the right time.

Key Responsibilities

Strategic Pipeline Development

Map target accounts and stakeholders across all segments

Build a curated, qualified pipeline for Account Executives and partner teams.

Track and maintain all opportunities in CRM with clear qualification criteria.

Account Research & Market Intelligence

Conduct deep-dive research on target organizations, BU structures, plant/asset footprint, and digital initiatives.

Identify the right decision-makers and influencers for each account segment.

Generate insights that inform outreach strategy and messaging.

Targeted Outreach & Early Engagement

Craft personalized outreach for prospects via email, LinkedIn, and industry events.

Initiate first-touch conversations with strategic prospects to qualify interest, budget, and timing.

Set up discovery calls, demos, or technical discussions for AEs or partners.

Cross-functional Collaboration

Work closely with Account Executives, Presales, Product Marketing, and GTM Engineers to align messaging and pipeline priorities.

Provide feedback from prospect interactions to refine ICPs, messaging, and GTM strategy.

Partner with leadership to ensure resource allocation aligns with pipeline goals.

Required Skills & Experience

37 years in business development, strategic pipeline, or inside sales in industrial B2B, OT, IIoT, or enterprise software.

Experience engaging with energy, process industries, or OEMs is a strong plus.

Strong analytical and research skills; ability to navigate complex organizational structures.

Excellent written, verbal, and executive-level communication skills.

Comfortable managing multiple segments and prioritizing high-value opportunities.

Proven ability to drive early-stage engagement, not just execute low-touch outreach.

Who You Are

A strategic thinker who can translate market knowledge into qualified opportunities.

Comfortable reaching out to senior decision-makers across multiple geographies and industries.

Self-motivated, independent, and able to thrive in a fast-paced, evolving environment.

Passionate about industrial technology, predictive analytics, and AI-driven solutions.

Measures of Success

Growth of high-quality pipeline across all segments

Number of qualified meetings and discovery calls generated for AEs and partners.

Ability to identify and prioritize accounts with highest revenue potential.

Feedback loop with PMM, GTM Engineer, and leadership results in refined ICPs and messaging.

Smooth handoff of opportunities to Account Executives with clear context and qualification.