Business Development Representative

About the role

This role focuses on end-to-end sales, from initial outreach to closing deals. The Business Development Representative will be responsible for creating a new business pipeline through various outbound strategies, including networking and social selling. Success in this position requires a proactive approach to identifying and qualifying opportunities that align with the company's ideal client profile, which includes SMBs in Western Europe and the US.

A key aspect of the role is acting as a trusted advisor to clients, helping them understand how market shifts like AI and modern web development impact their businesses. This involves challenging client assumptions and co-creating solutions that address their specific problems and goals. The representative will also work closely with the Delivery and Engineering teams to scope projects, determine pricing, and develop proposals.

The company emphasizes working with recognizable global brands on innovative e-commerce and web development projects. The team is described as small and experienced, with a flat structure that encourages direct communication and the rapid testing of ideas. This environment offers a real opportunity to influence and develop AI-enabled sales processes already in use within the company.

The annual salary for this position is between $60,000 and $100,000 USD.

Skills that matter here

• selling IT services: This role requires a proven background in selling IT services, particularly from a software house, custom development, or digital agency context.
• outbound / new business acquisition: A strong track record in generating new business through outbound strategies is essential for building the sales pipeline from scratch.
• closing complex deals: The representative must have experience closing deals with significant value, ideally in the range of several hundred thousand PLN.
• English (C1+): Excellent English proficiency is necessary for direct communication with clients in the UK, US, and Western Europe.
• consultative sales skills: The role demands strong consultative sales abilities, including discovery, qualification, and familiarity with frameworks like MEDDIC or Sandler.
• modern web ecosystem: Familiarity with technologies such as headless CMS, e-commerce platforms, and custom web development (e.g., Next.js, Contentful, Shopify) is a nice-to-have.

Who this role suits

• A person who thrives on building new relationships and generating business from the ground up.
• Someone who enjoys a consultative sales approach, focusing on client needs rather than just making a sale.
• An individual who is highly self-driven, takes ownership, and is accountable for their results.
• A professional who can simplify complex technical concepts into clear business value for clients.

From the employer

Responsibilities

• Build a new business pipeline from scratch through outbound, networking, social selling, and industry events
• Own the full sales cycle end-to-end: from first contact through to closing deals
• Qualify opportunities using a consultative approach (e.g. MEDDIC / Sandler mindset), focusing on real business needs, not just interest
• Proactively challenge clients and co-create solutions aligned with their problems and goals
• Develop existing client relationships through upsell and cross-sell opportunities
• Identify and qualify opportunities aligned with our ICP (SMB 51–500 employees across Western Europe and the US)
• Run selective inbound qualification, with a strong focus on new business generation
• Act as a trusted advisor by highlighting how shifts in the market (AI, headless, modern web development) create both risks and opportunities for clients
• Collaborate closely with Delivery and Engineering teams on scoping, pricing, and proposals
• Work with Marketing to provide feedback from client conversations, refine ICP, and shape content direction

Requirements

• Proven experience in selling IT services (preferably software house, custom development, or digital agency)
• Strong track record in outbound / new business acquisition
• Experience closing complex deals in the range of at least several hundred thousand PLN (ideally 200k–2M+ PLN LTV)
• Excellent English (C1+) — ability to work directly with clients from the UK, US, and Western Europe
• Strong consultative sales skills (discovery, qualification, MEDDIC / Sandler or similar frameworks)
• Senior-level ability to run structured, value-driven sales conversations online
• Ability to simplify complex technical topics into clear business value
• High ownership, self-drive, and accountability
• Challenger mindset - ability to question client assumptions and uncover new opportunities

Nice-to-have

• Experience in a software house or digital agency (typically 70–200 people scale)
• Exposure to clients from UK / US / Western European markets
• Familiarity with the modern web ecosystem (headless CMS, e-commerce, custom web development — e.g. Next.js, Contentful, Shopify, Sanity)
• Experience selling custom B2B services with longer sales cycles (from 2 weeks to several months)

Conditions

• Flexible working arrangements - work when and where you perform best
• Small, experienced team with a flat structure
• Direct communication - ideas go straight into discussion and testing
• Regular team events and integration activities
• Opportunity to work with recognizable global brands and Western market clients
• Exposure to innovative e-commerce and web development projects
• Access to sales methodologies and continuous professional development
• Real opportunity to shape and co-create AI-enabled sales processes already in use