Business Development Representative

This is a fully remote position, open to applicants in Poland.

📋 Description

• Establish a new business pipeline from the ground up through outbound efforts, networking, social selling, and participation in industry events.

• Manage the entire sales cycle from initial contact to deal closure.

• Assess opportunities using a consultative approach (e.g., MEDDIC / Sandler mindset), concentrating on genuine business needs rather than mere interest.

• Actively challenge clients and collaborate on solutions that align with their issues and objectives.

• Enhance existing client relationships by exploring upsell and cross-sell opportunities.

• Identify and evaluate opportunities that align with our Ideal Customer Profile (ICP), specifically targeting SMBs with 51–500 employees across Western Europe and the US.

• Conduct selective inbound qualification with a strong emphasis on generating new business.

• Serve as a trusted advisor by demonstrating how market shifts (AI, headless architecture, modern web development) present both risks and opportunities for clients.

• Work closely with Delivery and Engineering teams on project scoping, pricing, and proposals.

• Collaborate with Marketing to share insights from client discussions, refine the ICP, and influence content strategy.

⛳️ Requirements

• Demonstrated experience in selling IT services (preferably within a software house, custom development, or digital agency).

• Proven track record in outbound and new business acquisition.

• Experience in closing complex deals ranging from several hundred thousand PLN (ideally between 200k and 2M+ PLN LTV).

• Proficient in English (C1+) — capable of engaging directly with clients from the UK, US, and Western Europe.

• Strong consultative sales abilities (discovery, qualification, MEDDIC / Sandler or comparable frameworks).

• Senior-level capability to conduct structured, value-driven sales discussions online.

• Ability to distill intricate technical subjects into clear business value.

• High sense of ownership, self-motivation, and accountability.

• Challenger mindset - skilled in questioning client assumptions and identifying new opportunities.

🏝️ Benefits

• 20 days of paid time off (including Bank Holidays).

• Flexible working hours.

• Access to the WorkSmile platform.