Senior Business Development Manager

We are looking for a Senior Business Development Manager who can independently drive customer acquisition, manage the sales pipeline, and contribute to the continuous improvement of our sales processes. Beyond direct sales activities, we expect this person to take ownership of sales performance analytics, maintain transparent reporting, identify opportunities for process optimization, and contribute to defining effective sales priorities. This role is suitable for an experienced IT sales professional who combines strong business development skills with a structured, analytical approach and has the potential to grow into a Sales Lead position as the company's needs evolve. Responsibilities Business Development & Sales: - Identify, qualify, and engage potential clients through Upwork, LinkedIn, email outreach, referrals, and other relevant sales channels. - Manage the full sales cycle, from lead qualification and initial outreach to discovery calls, proposal preparation, negotiations, and deal closure. - Identify client needs, business challenges, project requirements, and decision-making processes. - Present the company's services, technical expertise, and value proposition to prospective clients. - Prepare commercial proposals, estimates, and other sales materials in collaboration with the relevant technical and delivery teams. - Develop and maintain relationships with prospective and existing clients. - Identify opportunities for upselling, cross-selling, and long-term client partnerships. - Explore and validate new sales channels, target markets, and business opportunities. - Ensure a smooth transition of won deals to the relevant internal teams. Sales Pipeline & Performance Analytics: - Maintain an accurate and up-to-date sales pipeline in HubSpot, ensuring that all relevant activities, communications, opportunities, and outcomes are properly documented. - Monitor key sales metrics, including SQLs, discovery calls, proposals, pipeline value, won deals, and revenue. - Analyze sales performance, conversion rates, pipeline quality, and the effectiveness of individual sales channels. - Prepare regular sales reports and provide data-driven insights into performance, challenges, and potential growth opportunities. - Identify bottlenecks in the sales funnel and propose actionable improvements. - Contribute to setting realistic sales targets and defining priorities based on business goals and available market opportunities. - Provide transparent updates on progress toward agreed targets, including risks, blockers, and corrective actions. Sales Process Improvement: - Review existing sales workflows and identify gaps, inefficiencies, and opportunities for improvement. - Contribute to documenting, updating, and standardizing sales processes, guidelines, and internal knowledge. - Help establish consistent approaches to lead qualification, pipeline management, reporting, and sales handovers. - Share sales insights, best practices, and market feedback with the team and management. - Contribute to building a repeatable and measurable sales process that supports team continuity and future growth. Requirements: - 3+ years of experience in IT sales or business development, preferably within an outsourcing, outstaffing, or IT services company. - Proven track record of closing B2B deals and managing the full sales cycle. - Experience selling web development, eCommerce services, and technology solutions. - Understanding of outsourcing and outstaffing business models. - Experience working with multiple sales channels, with demonstrable results from at least three channels. - Strong understanding of sales funnels, lead qualification, pipeline management, and conversion metrics. - Experience with CRM systems, preferably HubSpot, and maintaining structured sales reporting. - Ability to analyze sales performance, identify bottlenecks, and translate findings into actionable improvements. - Strong commercial awareness, negotiation, communication, and presentation skills. - Upper-Intermediate English or higher. - Ability to work independently, prioritize effectively, and take ownership of results. - Experience collaborating with technical teams and translating business needs into service proposals. Will Be a Plus: - Previous experience mentoring colleagues or coordinating sales activities. - Experience developing sales strategies, setting targets, or improving sales processes. - Experience creating sales documentation, workflows, and internal guidelines. - Experience selling Magento, Shopify, WordPress, or other eCommerce-related solutions. - Experience developing sales activities in specific regions or international markets. - Experience participating in roadshows, industry conferences, and offline sales activities. - Experience with sales automation, lead generation tools, and performance analytics. We Offer: - Remote work and a flexible working schedule. - Opportunities to participate in industry events, roadshows, and conferences. - In-house tech talks and knowledge-sharing sessions. - Paid sick leave, vacation, and days off according to company policy. - Performance-based bonuses and opportunities for compensation growth. - An opportunity to influence sales processes, contribute to business development, and grow toward a Sales Lead role as the company evolves.