Business Development Manager - EU Market

Über diese Stelle

We are hiring a Business Development Manager to drive SmartDev's growth across European markets. You will sell our full service portfolio — AI-native ODC teams, project-based AI solutions, and managed engineering services — to SMBs, scale-ups, VC-backed startups, and mid-market enterprises across the UK and continental Europe.
This is a remote, individual-contributor hunter role. You will be SmartDev's commercial face in Europe — building pipeline through outbound campaigns, partner channels, and industry events; running consultative discovery; and closing deals. You will work closely with our EU-based Presales team and Vietnam-based delivery organization to scope, propose, and land engagements.
Strategic Business Development (60%)

• Own the full sales cycle from prospecting through discovery, proposal, negotiation, and close across multiple service lines: ODC/dedicated teams, project-based AI solutions, and managed services.

• Generate new business through outbound campaigns, networking, industry events (London Tech Week, Web Summit, VivaTech, AI & Big Data Expo), and in-person meetings with decision-makers in key EU cities.

• Build and maintain a 12-month qualified pipeline of ODC and project-based opportunities with a clear path to revenue.

• Lead consultative discovery: map client engineering and AI pain points — capacity gaps, talent shortages, tech debt, time-to-market pressure — to SmartDev's engagement models.

• Structure and negotiate engagement models: AI-native dedicated teams, outcome-based projects, build-operate-transfer (BOT), staff augmentation, and managed application services (AMS).

• Develop and activate partner channels: collaborate with independent AI consultants, technology resellers, startup accelerators, and SME digital innovation hubs to generate warm introductions and co-sell opportunities.

Solution Positioning & Technical Acumen (25%)

• Articulate SmartDev's AI-native delivery value proposition: how our hybrid EU-Vietnam model combines European governance with high-velocity offshore engineering and embedded AI tooling.

• Position SmartDev's competitive advantages vs. traditional consultancies (cost and speed), nearshore firms (AI maturity and scalability), and generic offshore vendors (European presence and senior technical leadership).

• Collaborate with Presales and Solution Architects to scope technical feasibility, team composition, effort estimates, and pricing.

• Identify cross-sell opportunities for NORA AI agents (enterprise search, workflow automation, support automation) within ODC and project accounts.

• Use case studies, success metrics, and proof points (conversion uplift, process automation rates) to build credibility with prospects.

Sales Operations & Reporting (15%)

• Maintain accurate pipeline reporting in CRM — deal stages, forecasts, activity logs, and conversion rates.

• Lead proposal and RFP response development, ensuring accuracy, commercial viability, and quality.

• Provide market intelligence on EU buyer behavior, competitive dynamics, and emerging verticals to inform go-to-market strategy.

• Participate in tailored business workshops and technical demonstrations with decision-makers to accelerate deal closing.

KEY PERFORMANCE INDICATORS

• Pipeline value generated (quarterly)

• New logos and contracts closed per quarter

• Revenue from new and existing accounts

• Qualified meetings booked (jointly with Presales)

• Average deal cycle time

• Client retention and expansion rate

Must-Have

• 5+ years in B2B sales or business development in the European market, with at least 2 years selling IT outsourcing, ODC, dedicated teams, staff augmentation, or software development services.

• Proven track record of building pipeline and closing deals with SMBs, scale-ups, or mid-market enterprises in Europe.

• Experience selling to both technical buyers (CTO, VP Engineering, Head of Product) and business buyers (CEO, COO, GM, Founder).

• Strong understanding of the software development lifecycle, agile delivery, and common technology stacks.

• Hunter mentality — comfortable with outbound prospecting, cold outreach, relationship mapping, and multi-stakeholder negotiations.

• Excellent English communication (written and verbal). Additional European languages (German, French, Dutch, or Nordic languages) are a strong advantage.

• Based in Europe with willingness to travel for client meetings, workshops, and industry events.

Nice-to-Have

• Existing network of enterprise contacts, startup ecosystems, or partner channels in UK, DACH, Benelux, or Nordics.

• Familiarity with AI/ML concepts and how AI tooling is transforming software delivery.

• Experience working with offshore/nearshore delivery models and hybrid onshore-offshore team structures.

• Knowledge of European data privacy and compliance requirements (GDPR) relevant to offshore engagements.

• Experience with structured sales methodologies (MEDDIC, Challenger, SPIN).

The Person

• Straight-talking, down-to-earth, and tenacious, with a genuine focus on delivery and building great relationships.

• A first-class communicator who sells engineering outcomes, not headcount — using a consultative, value-based approach.

• Comfortable operating independently in a remote role while staying closely aligned with teams across multiple time zones (EU + Vietnam).

• A natural problem solver who assumes full accountability for their business targets.

• Understands the value of transparency — ensures stakeholders have full visibility of pipeline and performance, with contingency plans for risks.

• Entrepreneurial mindset — thrives in a growth-stage environment where you shape the playbook, not just follow it.

BENEFITS

• International working environment with AI-driven strategic direction.

• 20 days of annual leave – Hybrid working mode.

• Premium healthcare package with PVI and comprehensive annual health check-ups

• Competitive salary & 13th salary bonus

• Lunch…