Director, Business Development (Strategic Accounts)

ABOUT UNIVERS

Univers combines global operating scale, deep industrial intelligence, and recognition from the institutions shaping energy, technology, and sustainability. The platforms built for the last decade were designed to monitor.

Univers was built to act - not just report

Univers operates at global scale:

• 1,070 GW+ Energy assets under AI management
• 450M+ Connected sensors and devices
• 800+ Enterprise customers
• Leader Gartner Magic Quadrant Leader

ROLE OVERVIEW / THE OPPORTUNITY

Univers is seeking an experienced Director, Business Development (Strategic Accounts) to lead commercial growth and industry expansion across one of our strategic industry verticals.

As a senior individual contributor, you will be responsible for developing and executing the go-to-market strategy, building executive relationships, identifying new business opportunities, and driving revenue growth across sectors on aviation, transportation, logistics, ports, airports, rail, fleet operations, and related infrastructure sectors.

You will serve as the industry expert and trusted advisor to customers, translating Univers' AI, digitalization, decarbonization, and operational intelligence capabilities into measurable business outcomes.

This role is highly entrepreneurial and requires a blend of strategic thinking, business development, consultative selling, ecosystem engagement, and executive stakeholder management.

RESPONSIBILITIES/WHAT YOU WILL DO

Industry Growth & Revenue Generation

• Own revenue, pipeline, and growth targets for Strategic Accounts in the Aviation, Transportation & Logistics and Infrastructures/RE vertical.
• Develop and execute the industry go-to-market strategy aligned with company objectives.
• Build and manage a healthy pipeline of new opportunities across target accounts.
• Lead complex enterprise sales pursuits and strategic deal negotiations.
• Identify expansion opportunities within existing customers.

Executive Relationship Management

• Build trusted relationships with C-suite executives (COO, CFO, CIO/CDO), operational leaders, and industry stakeholders.
• Engage key decision makers across airports, airlines, ports, rail operators, public transportation authorities, logistics operators, and infrastructure owners.
• Position Univers as a strategic transformation partner rather than a technology vendor.
• Build strategic relationships with industry associations, ecosystem partners, and government agencies.

Solution & Value Engineering

• Collaborate with Product, AI/FDE, Engineering, Delivery, and Value Engineering teams to develop compelling customer solutions.
• Articulate business value, ROI, operational efficiency improvements, sustainability impact, and digital transformation outcomes.
• Lead executive workshops and business value assessments.

Strategic Account Development

• Create account plans for priority customers.
• Drive multi-year strategic opportunities and enterprise transformation programs.
• Expand relationships across business units and regions within customer organizations.

Internal Collaboration

• Work closely with Product, AI/FDE, Delivery, Marketing, and Customer Success teams to align market needs with product capabilities.
• Provide industry insights to influence product roadmap and solution development.
• Support proposal development, commercial modeling, and contract negotiations

REQUIREMENTS/WHAT WE ARE LOOKING FOR

Required

• Bachelor's degree in Business, Engineering, Technology, Supply Chain, Aviation Management, or related discipline.
• 12+ years of experience in consulting, enterprise sales, or go-to-market leadership.
• At least 7 years serving the Aviation, Transportation, Logistics, Mobility, Ports, Rail, or Infrastructure sectors.
• Proven track record of achieving revenue and pipeline targets.
• Experience managing strategic enterprise accounts with deal sizes exceeding US$10M (pure service / software).
• Experience in managing bidding of government contracts with lifecycle value exceeding US$50M.
• Strong executive presence with demonstrated experience engaging C-suite stakeholders.
• Experience selling transformation, technology, digital transformation, AI, SaaS, IoT, analytics, or operational technology solutions.

Preferred

• Experience working with transportation authorities, airport operators, airlines, rail operators, logistics providers, ports, or large infrastructure organizations.
• Experience selling AI, predictive analytics, digital twins, energy optimization, sustainability, or operational intelligence solutions.
• Strong understanding of transportation and logistics operational workflows.
• Existing industry network in Singapore and across key markets in Asia Pacific.