Principal Market Development Manager

Principal Market Development Manager

The Principal Market Development Manager is responsible for driving strategic growth within their customer accounts. This highly outbound, business development-focused role is designed to uncover, develop, and close new opportunities by going deep and wide within assigned customers. While there is some ongoing account management involved, the primary goal is to expand relationships, open new doors, and position DornerWorks as a key embedded software and electronics partner across business units, programs, and decision makers.

This role is ideal for a commercially minded, technically fluent professional who excels at creating growth strategies, navigating complex organizations, and delivering value-driven solutions in collaboration with various department teams.

What DornerWorks has to offer you :

Diverse, engaging, collaborative and challenging work.

Continuous learning. Work in diverse markets, technologies, and products.

Work remote, hybrid from home or in-person, while doing what you love.

Competitive compensation and benefits.

ESOP Company 100% employee owned.

Flex Fridays you want an extra 26 days off? Compressed work week, with the opportunity to take every other Friday off and flexible hours.

Healthy work / life balance. At DornerWorks' that is not just an empty slogan; it is one of our core values.

A collaborative and supportive team, where you will work with other outstanding technical minds.

Organized social events, both onsite and virtual. We promise you'll have fun!

What you will be doing :

Lead outbound business development efforts within assigned top-tier accounts, identifying untapped opportunities and building relationships with new stakeholders across business units and functions.

Develop deep understanding of customer industries, product roadmaps, and emerging needs to proactively position DornerWorks for future programs.

Build multi-threaded relationships by engaging engineering, program management, procurement, and executive-level contacts.

Own and drive pursuit strategies, from lead identification through opportunity qualification, proposal development, and deal closure.

Collaborate closely with technical teams to align solutions with customer priorities and differentiate DornerWorks in competitive environments.

Maintain complete, accurate, and timely documentation of all activities, contacts, and opportunities in the CRM system to ensure organizational visibility and forecasting integrity.

Own the full business development process from lead identification through close, ensuring opportunities are not "kicked over the fence," but strategically handed off with @context, engagement, and continuity.

Create and maintain strategic growth plans for each assigned account, including target programs, expansion pathways, and revenue projections.

Manage a set of account management responsibilities, ensuring smooth transitions from business development to execution and supporting long-term relationship health.

Take ownership of customer onboarding, setup, and administrative requirements ensuring a smooth experience by understanding and managing each account's processes, portals, documentation, and compliance expectations.

Deliver accurate forecasting by maintaining CRM data, tracking pipeline progression, and identifying risks and gaps.

What we need from you :

A Bachelor's degree in Business, Engineering, or a related technical field required.

8+ years in business development, strategic account growth, or technical sales roles, preferably