Global Business Development

On Behalf of our Client TSG is recruiting for: Global Business Development – Strategic Accounts Greater Spokane Area, WA (Hybrid/Remote Considered)
Are you hungry for a role that is a green field of opportunity, where your unique abilities, experience and skills are needed and willing to be awarded? Is strategic business development, enterprise sales, technical sales, or engineered product commercialization — ideally in GSE, aerospace, aviation, in your wheelhouse and a passion of yours?
If this is hitting some nerves of excitement in you, read on……
This is a newly created, senior-level role, not a traditional sales territory. As Global Business Development – Strategic Accounts, you will serve as the company’s primary commercial growth operator, working directly with executive leadership to identify and validate where the company has the strongest right to win, then convert that validated intelligence into strategic account revenue.This company is trusted by the USAF, Navy, Coast Guard, Boeing, Airbus, Delta and major commercial airlines, delivering precision-engineered solutions where quality, compliance, and safety are non-negotiable.
The mandate is two-phased: first, build the market map; second, build the revenue. This commercial growth role is to validate the high-value global markets for a proprietary product line.
What You'll Do
Market Research & Opportunity ValidationLead structured research to identify and validate high-potential global commercial markets for proprietary products.Develop ideal customer profiles, buyer personas, use cases, qualification criteria, and target account segmentation.Conduct discovery conversations with executive buyers, technical stakeholders, operators, MROs, distributors, and channel partners.Assess competitive alternatives, pricing expectations, regulatory considerations, and potential adoption barriers.Deliver executive-ready market opportunity reports with actionable go-to-market recommendations.
Strategic Account DevelopmentBuild and manage a prioritized list of strategic commercial target accounts including MROs, OEMs, enterprise operators, and distributors.Develop relationships with decision-makers across operations, engineering, procurement, quality, and capital projects.Translate companies’ technical capabilities into business outcomes that resonate with executive buyers.Create account plans with clear pathways from discovery to pilot, proposal, preferred supplier status, and closed revenue.
Sales Execution & Revenue CreationConvert validated market opportunities into qualified sales, proposals, pilots, and closed-won revenue.Lead the commercial process from initial engagement through discovery, technical alignment, proposal, negotiation, and close.Collaborate with engineering, operations, and estimating to scope solutions and develop commercially viable proposals.Develop scalable messaging and repeatable sales motions for proven market segments.
Executive PartnershipProvide timely market intelligence, buyer feedback, competitive insight, and commercial recommendations to leadership.Help leadership decide which markets to pursue, partner, reposition, or deprioritize before excessive investment is made.Participate in strategic planning related to product positioning, channel strategy, and commercial investment.Serve as the voice of the customer inside the business.
What We're Looking For
Required8–12+ years of experience in strategic business development, enterprise sales, technical sales, or engineered product commercialization — ideally in GSE, aerospace, aviation, or adjacent industries.Demonstrated success selling high-ticket, custom-engineered, or technically complex equipment to executive-level buyers.Experience building pipeline and revenue in a new market, greenfield role, or underdeveloped commercial function.Strong market research, discovery, qualification, and opportunity assessment skills.Executive presence and consultative selling ability, credible with senior leaders, technical buyers, and operators.Willingness and ability to travel domestically and internationally as required.
PreferredBackground in aerospace, defense, aviation, or GSE equipment sales.Experience with technical proposals, quality compliance environments, and margin-sensitive selling.Global or international market development experience.
What Success Looks LikeDays 1–90: Deep company and product immersion, market map development, buyer persona framework, and completion of initial discovery conversations with target customers and stakeholders.Months 3–6: Validated market segments, qualified strategic account pipeline, early proposal and pilot activity, and a go-to-market recommendation for leadership.End of Year One: Validated growth roadmap, prioritized target account strategy, qualified pipeline, initial closed revenue, and a clear recommendation for scaling the commercial approach.
Compensation & StructureThis role is structured to reward both market validation and revenue creation — not just closed sales.Base Salary: $120,000–$150,000 (commensurate with experience)Target Variable: $40,000–$70,000 (milestone bonuses, qualified opportunity bonuses, and closed sales commission)Total Target Compensation: $170,000–$220,000Upside: Uncapped or meaningfully accelerated for major strategic wins.Location: Greater Spokane Area, WA preferred; hybrid or remote considered for the right candidate
This is a market-creation role. If you're a builder - someone who can develop the map, engage the right buyers, and convert validated opportunity into strategic revenue — we want to hear from you!
To apply or learn more, contact The Schaaf Group.