Business Development Manager

This is a new role. The team has doubled in size over the past year. The Business Development Manager owns new business deals from first discovery call to signed order form. Most first meetings come from our SDR team. Remote within Estonia. The team meets in Tallinn once a quarter, travel covered. Most of our work is async, and meetings are kept short. We use Slack, Notion and Google Meet. Cameras on for team calls.

Duties:

• Hand off closed accounts to onboarding with clear notes on scope and anything promised during the sale
• Forecast weekly in Salesforce with accurate close dates and next steps
• Negotiate pricing, payment terms and contract redlines with procurement, within approved discount bands
• Write proposals and order forms in Salesforce CPQ
• Coordinate with solutions engineers on technical evaluations and security questionnaires
• Run discovery calls to qualify budget, timeline, decision process and pain
• Deliver tailored product demos to operations, finance and IT stakeholders
• Build and manage a pipeline of 3x to 4x quota coverage

What you'll need:

• 2+ years of closing experience in B2B software or services sales
• Ability to travel up to 20% for customer visits and events
• Proven record of hitting quota, with numbers you can walk us through in the interview
• Bachelor's degree or equivalent work experience
• Strong written follow-up. Your recap emails should be clear enough to forward to a CFO
• Working knowledge of Salesforce. HubSpot is fine if you have used deal stages and forecasting

Compensation and benefits:

• Private medical care
• Extra annual leave days
• Multisport card

The company:

Headquartered in Tallinn, the company has grown since 1998 by acquiring regional IT providers. Founded in 1998, we now have 1,600 employees.

Start: Immediately.

Demo job created on 11jobs for testing and demonstrations. It is not an actual opening at Stonebridge Technology Group AS.