Company Overview

The organisation operates in a commercially focused environment where customer relationships, market development, and sustainable revenue growth are essential to long-term success. It values professionals who can identify business opportunities, establish productive partnerships, understand customer needs, and translate commercial objectives into measurable results.

The successful candidate will contribute to business expansion by developing new client relationships, strengthening existing accounts, and supporting the organisation’s wider sales strategy. This position is suited to a commercially minded professional who can work independently in a remote setting while collaborating effectively with colleagues across sales, marketing, operations, and customer success.

Role Summary

The Senior Business Development Executive will be responsible for identifying new revenue opportunities, developing a strong prospect pipeline, and converting qualified leads into long-term commercial relationships. The role requires a combination of strategic prospecting, consultative selling, negotiation, and relationship management.

Working remotely within Estonia, the successful candidate will research target markets, engage prospective customers, conduct discovery meetings, prepare proposals, and manage opportunities throughout the sales cycle. They will also maintain accurate sales records, monitor pipeline performance, and provide insights that help improve customer acquisition and commercial planning.

The ideal candidate is proactive, persuasive, organised, and comfortable managing multiple opportunities simultaneously. They should be able to communicate business value clearly, understand different customer priorities, and maintain a consistent focus on revenue growth and customer satisfaction.

Key Responsibilities

• Identify, research, and qualify prospective customers across relevant industries and market segments, prioritising organisations with a strong fit for the organisation’s products or services.
• Develop and maintain a structured pipeline of new business opportunities through targeted outreach, referrals, professional networking, market research, and other appropriate prospecting methods.
• Initiate contact with decision-makers, business owners, department heads, and other stakeholders through professional emails, telephone calls, online meetings, and industry networking activities.
• Conduct discovery conversations to understand prospective customers’ objectives, operational challenges, purchasing priorities, and decision-making processes.
• Present relevant products or services in a clear, persuasive, and customer-focused manner, demonstrating how the proposed solution addresses specific business needs.
• Prepare commercial proposals, quotations, presentations, and sales documentation in collaboration with relevant internal teams.
• Manage opportunities throughout the sales cycle, from initial qualification and needs assessment to negotiation, agreement, and handover.
• Build and maintain strong professional relationships with prospects, clients, referral partners, and other relevant business contacts.
• Negotiate commercial terms within approved guidelines while balancing customer expectations, business objectives, and sustainable revenue opportunities.
• Maintain accurate and up-to-date records of prospect interactions, opportunity stages, meeting outcomes, expected revenue, and follow-up actions in the organisation’s customer relationship management system.
• Review pipeline performance regularly, identify stalled opportunities, and implement appropriate follow-up strategies to improve conversion rates.
• Collaborate with marketing colleagues to improve lead quality, refine outreach messaging, and support campaigns aimed at relevant customer segments.
• Gather customer feedback and market intelligence to identify emerging needs, competitive developments, and potential opportunities for new services or commercial initiatives.
• Prepare regular sales updates covering pipeline value, prospecting activity, forecast revenue, conversion performance, and progress against agreed targets.
• Contribute ideas for improving sales processes, prospect qualification, customer engagement, and business development effectiveness.

Requirements and Qualifications

• A bachelor’s degree in Business Administration, Sales, Marketing, Management, Economics, or a related discipline is desirable; equivalent practical experience may also be considered.
• Demonstrable experience in business development, B2B sales, account acquisition, commercial partnerships, or a comparable customer-facing role.
• A proven ability to identify prospects, develop sales opportunities, conduct commercial discussions, and progress opportunities towards successful outcomes.
• Strong communication, presentation, negotiation, and relationship-building skills.
• Confidence engaging with business stakeholders and adapting communication to different levels of seniority and commercial understanding.
• Good commercial awareness, including the ability to recognise customer value, evaluate opportunities, and prioritise activities with the greatest potential impact.
• Experience using CRM platforms, sales prospecting tools, spreadsheets, and digital communication systems.
• Strong organisation and time-management skills, with the ability to manage a varied pipeline and meet agreed deadlines while working remotely.
• A self-directed approach to work, combined with accountability, sound judgement, and a willingness to collaborate with colleagues.
• Professional written and spoken English; Estonian or other relevant language skills may be advantageous depending on the target market.
• A customer-focused mindset and a commitment to ethical selling, accurate record-keeping, and professional business conduct.

Technical Environment

The role may involve customer relationship management software, prospecting and lead research platforms, email and calendar applications, video-conferencing tools, digital presentation software, and spreadsheet-based reporting. The successful candidate should be comfortable using digital tools to coordinate sales activities, track opportunities, maintain reliable records, and collaborate with colleagues in a distributed working environment.

Benefits

• Remote working arrangement within Estonia, supporting flexibility and independent work planning.
• Full-time, permanent employment with the opportunity to contribute to long-term commercial development.
• Exposure to a broad range of customers, industries, business challenges, and sales opportunities.
• Opportunities to strengthen commercial negotiation, consultative selling, prospecting, and account development skills.
• Collaboration with colleagues across sales, marketing, operations, and customer-facing functions.
• A performance-oriented environment that values initiative, accountability, customer relationships, and measurable business contributions.
• Opportunities for continued professional development as business priorities and responsibilities evolve.

Application Instructions

Interested candidates should submit an up-to-date CV and a tailored application through the organisation’s designated application channel. Applications should highlight relevant business development experience, examples of successful prospecting or client acquisition, familiarity with CRM systems, and the ability to manage a sales pipeline independently.

Candidates are encouraged to describe their approach to identifying target customers, building relationships with decision-makers, and converting commercial opportunities into lasting business relationships. Shortlisted applicants may be invited to discuss their sales experience, communication style, commercial judgement, and approach to working remotely.

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