Business Development Lead (Software Services)
Model: Remote-first (EU time zones) with hubs in Portugal, Poland, Ukraine
Reports to: Founders Compensation: Competitive base + uncapped commission + KPI-linked equity vesting (details at offer stage)
About our Customer The Company builds augmented nearshore engineering teams and delivers full solution ownership for UK/EU/US clients. We combine senior talent in Poland, Portugal, and Ukraine with transparent delivery and strong product engineering practices. We are in a significant growth stage, and seeking an ambitious BD leader to support our growth.
The Opportunity Own the end-to-end commercial engine alongside the founders. You’ll run full-cycle sales, shape GTM, and, once repeatability is in place, hire and lead sales, marketing, and pre-sales. This isn’t a “presentation-only” role; it’s a high-impact, outcome-focused position with substantial upside.
What you’ll do
Own pipeline & revenue for nearshore teams and solution delivery services in EU/US markets.
Drive prospecting → qualification → discovery → solution shaping → proposal → negotiation → close.
Build channel/partner motions where appropriate (ISVs, consultancies, cloud partners).
Collaborate with delivery leaders to craft credible estimates, roadmaps, and SOWs.
Stand up or refine CRM, forecasting, and reporting; enable data-driven decisions.
Define positioning, pricing, and collateral with marketing; ensure message-market fit.
Establish reference customers and case studies; systematize win-loss feedback loops.
Recruit and develop a small BD/marketing/pre-sales team as growth milestones are met.
What success looks like (illustrative)
90 days: Clear ICP & messaging, active outbound sequences, ≥3× coverage on first-quarter target, predictable forecasting cadence.
6 months: Repeatable proposals/SOW templates, ≥2 new clients closed, partner pipeline live.
12 months: Sustainable 3–4× pipeline coverage, healthy win rate, first hires onboarded, revenue growth on track with plan.
What you bring
3–6 years selling software outsourcing/nearshore or custom product engineering services.
Consistent quota attainment and a track record of closing multi-stakeholder service deals.
Strong network in UK / EU and/or US buyer communities (product, engineering, CTO, procurement).
Mastery of consultative selling: uncover business pain, design credible solutions, and negotiate commercial terms.
Experience collaborating with delivery/engineering to price and shape deals (T&M, dedicated teams, fixed-scope).
Fluency in English; additional European languages are a plus.
Nice to have
Sector exposure in adtech, data/analytics, fintech, SaaS, MarTech, or cloud modernization.
Experience building an early GTM playbook (ICP, sequences, collateral, KPIs).
Familiarity with HubSpot/Salesforce, proposal automation, and RFP/RFI processes.
Why OUR Customer:
Real ownership of the commercial function; direct access to founders and delivery
Upside-heavy package: uncapped commission + KPI-linked equity.
Ability to shape the team and tooling rather than inherit legacy baggage.
Remote-first with strong engineering hubs and referenceable delivery.
Recruitmnt process: 1. Intro call (fit & context) → 2) Deal deep-dive (walk us through a recent win) → 3) Collaborative exercise (craft a short GTM approach for one ICP) → 4) Founder panel &references.
