Business Development Lead

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.