Company Overview

The organisation operates in a competitive commercial environment where building strong customer relationships, identifying new market opportunities, and developing sustainable revenue streams are essential to long-term growth. Its commercial teams work across sales, marketing, product, and customer success to understand customer needs, communicate business value, and develop relationships that support organisational objectives.

The organisation is seeking a Senior Business Development Manager to expand its customer base, strengthen its commercial pipeline, and identify opportunities for strategic partnerships and new business. The role is suitable for an experienced sales professional who understands consultative selling, commercial negotiations, and relationship management in a remote working environment.

Role Summary

The Senior Business Development Manager will lead new business acquisition activities, develop qualified sales opportunities, and build relationships with prospective customers across relevant markets. The successful candidate will identify target accounts, understand their business challenges, present suitable solutions, and manage opportunities from initial contact through negotiation and contract completion.

Working remotely from Estonia, the role will require close collaboration with marketing, product, customer success, and leadership teams to align sales activities with commercial priorities. The successful candidate will also contribute to pipeline forecasting, sales planning, market analysis, and the continuous improvement of business development processes.

Key Responsibilities

• Identify and develop new business opportunities through market research, targeted outreach, professional networking, referrals, and relevant industry events.

• Build and maintain a qualified sales pipeline aligned with organisational revenue objectives and target customer profiles.

• Research prospective customers to understand their business models, operational challenges, purchasing priorities, and potential requirements.

• Initiate contact with decision-makers and develop professional relationships with business owners, department heads, procurement teams, and senior stakeholders.

• Conduct discovery meetings to identify customer needs, assess commercial suitability, and determine whether the organisation’s solutions address their requirements.

• Deliver tailored presentations, product demonstrations, proposals, and commercial discussions that communicate value clearly.

• Manage the full sales cycle, including prospecting, qualification, needs assessment, proposal preparation, negotiation, and closing.

• Develop account plans for high-potential prospects, outlining engagement strategies, stakeholders, opportunity stages, and next steps.

• Maintain accurate customer records, meeting notes, opportunity details, and sales activities within the organisation’s CRM system.

• Prepare regular pipeline reports, revenue forecasts, and performance updates for management review.

• Collaborate with marketing teams to improve lead quality, refine outreach campaigns, and identify effective channels for generating new opportunities.

• Work with product and customer success teams to communicate customer feedback and identify opportunities for service improvements or additional business.

• Negotiate commercial terms within approved pricing, contractual, and approval frameworks.

• Monitor market developments, competitor positioning, customer expectations, and emerging commercial opportunities.

• Build a consistent follow-up process that maintains prospect engagement and reduces delays throughout the sales cycle.

• Identify opportunities to expand existing business relationships through additional services, new use cases, or introductions to other departments.

• Contribute to sales playbooks, outreach templates, qualification criteria, and other resources that improve team effectiveness.

Requirements and Qualifications

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

• Demonstrated experience in business development, B2B sales, account acquisition, or commercial relationship management.

• Proven ability to generate leads, qualify opportunities, maintain a sales pipeline, and progress prospects through a structured sales cycle.

• Strong consultative selling and negotiation skills, with the ability to understand customer requirements and present relevant commercial solutions.

• Experience engaging decision-makers and managing relationships with multiple stakeholders.

• Familiarity with CRM platforms such as Salesforce, HubSpot, or equivalent sales management systems.

• Ability to prepare proposals, commercial presentations, account plans, and accurate sales forecasts.

• Strong commercial awareness and the ability to assess opportunity quality, potential revenue, and sales priorities.

• Excellent written and verbal communication skills, including confidence in conducting virtual meetings and delivering presentations.

• Self-motivation, resilience, and the ability to manage targets and competing priorities independently.

• Professional English proficiency; additional European language skills are beneficial for cross-border business development.

• Ability to work effectively with distributed teams and maintain disciplined follow-up practices in a remote environment.

Benefits

• Remote working arrangement within Estonia.

• Opportunity to contribute directly to customer acquisition and revenue development.

• Exposure to different markets, customer segments, and commercial opportunities.

• Professional development in consultative selling, negotiation, account strategy, and sales operations.

• Collaborative working relationships with marketing, product, and customer success teams.

• An environment that values initiative, customer understanding, measurable performance, and continuous improvement.

Application Instructions

Candidates should submit an up-to-date CV outlining their business development experience, sales achievements, and relevant industry exposure. Applications should highlight experience managing sales pipelines, acquiring new customers, negotiating commercial agreements, and building long-term business relationships. Candidates may also describe their approach to prospecting, account planning, and remote customer engagement. Any performance examples should be accurate and should not disclose confidential information belonging to previous employers or clients.

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