Company Overview

The organisation aims to develop sustainable commercial relationships with business customers and strategic partners. Its growth depends on understanding customer priorities, communicating the value of its offerings, and creating mutually beneficial relationships that can support long-term business development.

The commercial team works across customer acquisition, relationship development, and partnership opportunities. This position contributes to those objectives by identifying suitable business clients, understanding their requirements, developing tailored commercial proposals, and supporting the progression of new relationships from initial contact to formal agreement.

The organisation values professional communication, responsible commercial practices, reliable follow-through, and the ability to understand business needs before recommending a solution.

Role Summary

The B2B Sales Executive — Client Acquisition & Partnerships will be responsible for developing new business relationships and identifying opportunities for collaboration with organisations whose objectives align with the organisation’s products or services. The role combines direct B2B sales with partnership research, relationship development, and commercial opportunity management.

The successful candidate will identify potential clients and partners, establish contact with relevant stakeholders, conduct initial needs assessments, and coordinate discussions to determine whether there is a strong basis for cooperation. They will prepare proposals, support commercial negotiations, and work with internal teams to ensure that commitments made during the sales process can be delivered appropriately.

Unlike a role focused exclusively on high-volume prospecting, this position places particular emphasis on relationship quality, customer understanding, and the development of commercially viable partnerships. The ideal candidate can balance new client acquisition with thoughtful follow-up and structured management of longer-term opportunities.

Key Responsibilities

• Identify potential B2B clients and partnership opportunities by researching industries, business models, customer requirements, and relevant commercial networks.
• Develop a clear understanding of the organisation’s target customer profiles and use this knowledge to prioritise prospects with suitable business needs.
• Build relationships with business owners, senior managers, department heads, commercial representatives, and other stakeholders involved in purchasing or partnership decisions.
• Initiate professional conversations with prospective clients and partners to introduce the organisation, understand their objectives, and assess opportunities for collaboration.
• Conduct discovery meetings to identify business challenges, operational priorities, desired outcomes, and potential areas where the organisation’s offerings may provide value.
• Evaluate partnership opportunities based on strategic alignment, customer relevance, commercial potential, implementation considerations, and the resources required to support the relationship.
• Prepare tailored sales presentations, partnership proposals, quotations, and supporting documentation in collaboration with relevant internal stakeholders.
• Explain product or service capabilities accurately, ensuring that proposed solutions align with established offerings and that customer expectations are managed responsibly.
• Coordinate discussions between prospective clients and internal specialists when an opportunity requires additional technical, operational, financial, or service-related input.
• Support commercial negotiations by clarifying customer requirements, discussing proposed terms, documenting agreed actions, and escalating issues that require further approval.
• Maintain regular contact with prospective clients throughout the decision-making process and ensure that follow-up actions are completed within agreed timelines.
• Manage the handover of newly acquired clients or confirmed partnerships to the appropriate internal teams, providing relevant background information, agreed expectations, and outstanding action items.
• Maintain accurate records of client interactions, partnership discussions, proposals, commercial terms, and opportunity status in the CRM system.
• Monitor acquisition performance, opportunity progression, proposal outcomes, and the development of partnership relationships against agreed business objectives.
• Build a working knowledge of competitors, customer expectations, market developments, and industry trends that may influence client acquisition or partnership strategy.
• Gather feedback from prospects and customers to identify opportunities to improve the organisation’s value proposition, sales materials, and commercial approach.
• Collaborate with marketing, account management, customer success, and operational colleagues to ensure a consistent experience from initial engagement through the early stages of the client relationship.
• Uphold professional standards in all sales and partnership activities, including accurate representation of services, appropriate handling of information, and compliance with relevant business procedures.

Requirements and Qualifications

• A degree or professional qualification in Business Administration, Sales, Marketing, International Business, Management, or a related discipline is desirable.
• Relevant experience in B2B sales, client acquisition, commercial partnerships, account development, or business relationship management.
• Demonstrated ability to identify potential customers, conduct business discussions, develop proposals, and progress opportunities towards commercial agreement.
• Strong relationship-building skills and the ability to establish credibility with stakeholders from different industries and professional backgrounds.
• Excellent written and verbal communication, presentation, negotiation, and active-listening skills.
• The ability to understand customer objectives and connect them to practical, commercially relevant solutions.
• Good commercial judgement, including the ability to assess opportunity quality, identify potential risks, and distinguish promising partnerships from low-value prospects.
• Experience with CRM systems, digital collaboration platforms, presentation software, spreadsheets, and business communication tools.
• Strong planning and coordination skills, particularly when managing multiple prospects and collaborating with different internal stakeholders.
• A professional, customer-focused approach and the ability to handle objections or differing commercial expectations constructively.
• Confidence working independently in a remote environment while remaining responsive, accountable, and collaborative.
• Professional English proficiency; Estonian and other language skills may be beneficial depending on the organisation’s customer base.
• A commitment to maintaining accurate sales records, respecting confidentiality, and following applicable privacy and commercial requirements.

Technical Environment

The successful candidate may work with CRM software, digital sales and proposal tools, online meeting platforms, spreadsheet applications, electronic document-management systems, and collaboration software. The role may also involve approved market research and professional networking tools for identifying potential clients and partners.

Comfort with digital workflows is important, as the candidate will need to manage communications, maintain reliable records, coordinate internal input, and track commercial opportunities without relying on a physical office environment.

Benefits

• Remote working arrangement within Estonia, supporting flexibility and independent organisation of daily responsibilities.
• Full-time, permanent employment with opportunities to contribute to client acquisition and partnership development.
• Exposure to a variety of business customers, commercial discussions, and potential collaboration models.
• Opportunities to develop skills in B2B sales, negotiation, relationship management, proposal development, and commercial evaluation.
• Collaboration with colleagues across sales, marketing, customer success, and operational functions.
• A professional environment that values long-term customer relationships, practical problem-solving, and responsible business development.
• Opportunities to expand commercial responsibilities and develop expertise in client acquisition or strategic partnerships as the organisation’s needs 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 experience in B2B sales, client acquisition, partnership development, commercial negotiations, or relationship management.

Candidates are encouraged to describe an example of how they developed a new client relationship, identified a potential partnership, or progressed a commercial opportunity from initial contact to agreement. Shortlisted applicants may be invited to discuss their approach to customer discovery, opportunity assessment, proposal development, and collaboration with internal teams in a remote working environment.

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