Workhorse

Business Development Rep

• Proactively identify and pursue net-new enterprise opportunities within the top 150 medium-duty fleets and channel partner worlds
• Own assigned enterprise accounts and opportunities from prospecting through deal development and close
• Support the VP of Enterprise Sales & BD on priority deals by driving deal strategy, customer engagement, and follow-through
• Conduct executive-level discovery with fleet leaders and senior stakeholders
• Manage complex, multi-threaded sales cycles with long timelines and high deal values
• Create and deliver high-quality PowerPoint presentations for executive meetings, steering committees, and final decision sessions
• Build Excel-based models, pricing analyses, and business cases to support enterprise sales conversations in partnership with Workhorse FP&A
• Translate fleet operational data and vehicle economics into clear, compelling value propositions
• Coordinate internal stakeholders (finance, legal, operations, product) to advance deals toward close
• Work closely with the Director of Upfitter and Dealer Partners to align enterprise pursuits with upfitter, body builder, and dealer relationships
• Participate in joint selling efforts with channel partners on strategic enterprise accounts
• Leverage partner relationships to improve deal velocity, solution fit, and customer confidence
• Support the identification of partnership-driven opportunities that expand enterprise pipeline
• Develop targeted account plans for assigned enterprise prospects, including stakeholder mapping and pursuit strategy
• Maintain working knowledge of medium-duty fleet procurement cycles, vehicle configurations and requirements, and upfitting workflows
• Represent the company in customer meetings, industry events, and partner engagements as needed
• Collaborate with internal teams to ensure enterprise deals are well-scoped, executable, and scalable
• Provide customer and market feedback to inform sales strategy and product direction
• Contribute to the evolution of enterprise sales playbooks, templates, and best practices

Enterprise Sales – Business Development Manager

• Originate new sales of Workhorse commercial vehicles within an assigned geographic territory
• Develop and execute regional sales strategies to meet or exceed revenue and unit sales targets
• Identify, qualify, and pursue new business opportunities across fleet, commercial, and enterprise customers
• Manage the full sales lifecycle, including prospecting, product demonstrations, pricing discussions, negotiations, and contract execution
• Build and maintain strong relationships with customers, dealers, partners, and internal stakeholders
• Serve as the primary point of contact for customers throughout the sales process and initial delivery phase
• Collaborate closely with internal teams including Operations, Manufacturing, Finance, and Customer Support to ensure successful order fulfillment
• Maintain an accurate and up-to-date sales pipeline using CRM tools
• Monitor regional market trends, competitive activity, and customer needs to inform sales strategy
• Represent Workhorse at industry events, trade shows, and customer meetings as needed
• Provide regular sales forecasts, activity reports, and updates to sales leadership

Enterprise Sales – Business Development Manager

Director of Business Development