Company Overview

The organisation operates within the financial technology sector, supporting digital financial products and services designed to help businesses manage payments, financial transactions, and related operational requirements. In a competitive fintech market, sustainable growth depends on identifying the right customer segments, developing strong commercial relationships, and building a repeatable approach to acquiring new business.

The organisation is looking to strengthen its commercial development capabilities by identifying new market opportunities, building a qualified sales pipeline, and developing relationships with prospective customers across relevant industries. This requires a combination of market research, consultative selling, commercial negotiation, and close collaboration with product, marketing, and operations teams.

The successful candidate will join a commercially focused environment where business development activities are expected to produce measurable outcomes. The role offers an opportunity to contribute to market expansion, establish new customer relationships, and help shape commercial strategies for financial technology solutions.

Role Summary

The Business Development Manager will identify and develop new business opportunities, establish relationships with prospective clients, and convert qualified commercial opportunities into sustainable customer relationships. The position will focus on market research, prospect identification, lead qualification, sales pipeline management, client presentations, commercial negotiations, and revenue growth.

The successful candidate will be expected to understand customer challenges, communicate the value of relevant financial technology solutions, and coordinate with internal teams to ensure that proposed solutions align with customer requirements and organisational capabilities.

The role combines strategic thinking with hands-on commercial execution. It requires someone who can assess market opportunities, prioritise prospects, develop account plans, manage a structured sales process, and maintain accurate forecasts. The Business Development Manager will also contribute market feedback that can inform product positioning, customer acquisition strategies, and future commercial priorities.

Key Responsibilities

• Market opportunity identification: Research potential customer segments, industries, business models, and geographic markets to identify commercially viable opportunities for fintech products and services.

• Prospecting and lead generation: Build a consistent pipeline of qualified prospects through targeted outreach, professional networks, referrals, industry events, market research, and other appropriate channels.

• Business development strategy: Develop practical plans for entering new markets, increasing customer acquisition, and improving the conversion of qualified opportunities into commercial agreements.

• Customer discovery: Conduct discovery meetings to understand prospective clients’ operational challenges, payment requirements, financial workflows, technology environments, and purchasing priorities.

• Solution positioning: Present relevant products and services in a clear, commercially persuasive manner, explaining their potential value in terms of operational efficiency, customer experience, scalability, or financial process improvement.

• Sales pipeline management: Maintain accurate opportunity records, qualification details, deal stages, estimated values, expected closing dates, and next steps within the organisation’s CRM system.

• Commercial presentations: Prepare tailored proposals, presentations, business cases, and product demonstrations in collaboration with relevant internal specialists.

• Relationship development: Establish trusted relationships with prospective customers, decision-makers, business owners, and other stakeholders involved in purchasing decisions.

• Negotiation and deal management: Support commercial negotiations covering service scope, pricing structures, contractual requirements, implementation expectations, and other agreed commercial terms within authorised limits.

• Cross-functional coordination: Work with product, marketing, legal, compliance, and operations teams to assess customer requirements and ensure that proposed arrangements are commercially and operationally feasible.

• Revenue forecasting: Provide realistic sales forecasts based on pipeline quality, opportunity maturity, historical conversion rates, customer timelines, and known commercial risks.

• Competitive analysis: Monitor market developments, competitor offerings, customer expectations, and changes in the fintech landscape to identify opportunities for differentiation.

• Customer onboarding coordination: Work with relevant teams to support a smooth transition from signed agreement to onboarding, implementation, and ongoing account management.

• Performance reporting: Track business development metrics, including qualified leads, meeting conversion, pipeline value, win rates, sales cycle duration, and new customer acquisition.

• Market feedback: Share insights from prospect conversations and lost opportunities to help improve product positioning, sales materials, and commercial strategy.

• Continuous improvement: Review prospecting methods, qualification criteria, outreach effectiveness, and pipeline processes to improve commercial productivity.

Requirements and Qualifications

• Bachelor’s degree in Business Administration, Marketing, Finance, Economics, or a related discipline, or equivalent professional experience.

• Demonstrable experience in business development, B2B sales, commercial partnerships, or client acquisition, preferably in fintech, financial services, payments, or technology.

• Understanding of consultative selling, opportunity qualification, sales pipeline management, and commercial negotiation.

• Ability to research markets, identify suitable prospects, and develop structured outreach strategies.

• Experience engaging business decision-makers and communicating with stakeholders at different organisational levels.

• Strong presentation and proposal-writing skills, with the ability to translate technical or financial concepts into clear business benefits.

• Familiarity with CRM platforms such as Salesforce, HubSpot, Pipedrive, or comparable systems.

• Ability to prepare sales forecasts, maintain accurate opportunity records, and report performance against commercial objectives.

• Strong analytical skills and the ability to evaluate opportunities based on customer fit, commercial potential, and likely conversion.

• Confidence managing a sales process from initial contact through discovery, proposal development, negotiation, and handover.

• Excellent written and verbal communication skills.

• Strong organisation, time management, and follow-up skills in a remote working environment.

• Ability to work independently while collaborating effectively with product, marketing, legal, compliance, and operations teams.

• Familiarity with payment infrastructure, digital banking, financial APIs, business payments, or other fintech solutions would be advantageous.

• A results-oriented approach that balances commercial ambition with realistic commitments, customer suitability, and professional conduct.

Benefits

• Remote working arrangements within Estonia, subject to applicable employment eligibility and organisational requirements.

• Opportunity to contribute to the growth of financial technology products and services.

• Exposure to B2B commercial strategy, market expansion, consultative selling, and fintech customer acquisition.

• Collaboration with product, marketing, operations, and commercial leadership teams.

• Opportunities to develop expertise in complex sales cycles, commercial negotiation, and strategic account development.

• Professional learning opportunities related to fintech markets, business development, and sales effectiveness, where available.

• A performance-focused environment that values customer understanding, commercial discipline, and measurable outcomes.

• Opportunities to influence market positioning and contribute practical insights to future business growth initiatives.

Application Instructions

Candidates should submit an up-to-date CV through the relevant recruitment platform or official hiring channel associated with the vacancy. Applications should highlight business development achievements, experience managing B2B sales pipelines, and familiarity with financial technology or other complex business services.

Applicants are encouraged to describe examples of new markets they have explored, customer relationships they have developed, or commercial opportunities they have helped convert. Where possible, include measurable results such as qualified pipeline growth, improved conversion rates, new accounts acquired, or revenue contribution. Any performance figures should be accurate and supported by the candidate’s professional experience.

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