Business Development Manager - EU Market
We are hiring a Business Development Manager to drive SmartDev 's growth across European markets . You will sell our full service portfolio — AI-native ODC teams, project-based AI solutions, and managed engineering services — to SMBs, scale-ups, VC-backed startups, and mid-market enterprises across the UK and continental Europe .
This is a remote , individual-contributor hunter role. You will be SmartDev 's commercial face in Europe — building pipeline through outbound campaigns, partner channels, and industry events; running consultative discovery; and closing deals. You will work closely with our EU-based Presales team and Vietnam-based delivery organization to scope, propose, and land engagements.
Strategic Business Development (60%)
- Own the full sales cycle from prospecting through discovery, proposal, negotiation, and close across multiple service lines: ODC/dedicated teams, project-based AI solutions, and managed services.
- Generate new business through outbound campaigns, networking, industry events (London Tech Week, Web Summit, VivaTech, AI & Big Data Expo), and in-person meetings with decision-makers in key EU cities.
- Build and maintain a 12-month qualified pipeline of ODC and project-based opportunities with a clear path to revenue.
- Lead consultative discovery: map client engineering and AI pain points — capacity gaps, talent shortages, tech debt, time-to-market pressure — to SmartDev 's engagement models.
- Structure and negotiate engagement models: AI-native dedicated teams, outcome-based projects, build-operate-transfer (BOT), staff augmentation, and managed application services (AMS).
- Develop and activate partner channels: collaborate with independent AI consultants, technology resellers, startup accelerators, and SME digital innovation hubs to generate warm introductions and co-sell opportunities.
Solution Positioning & Technical Acumen (25%)
- Articulate SmartDev 's AI-native delivery value proposition: how our hybrid EU-Vietnam model combines European governance with high-velocity offshore engineering and embedded AI tooling.
- Position SmartDev 's competitive advantages vs. traditional consultancies (cost and speed), nearshore firms (AI maturity and scalability), and generic offshore vendors (European presence and senior technical leadership).
- Collaborate with Presales and Solution Architects to scope technical feasibility, team composition, effort estimates, and pricing.
- Identify cross-sell opportunities for NORA AI agents (enterprise search, workflow automation, support automation) within ODC and project accounts.
- Use case studies, success metrics, and proof points (conversion uplift, process automation rates) to build credibility with prospects.
Sales Operations & Reporting (15%)
- Maintain accurate pipeline reporting in CRM — deal stages, forecasts, activity logs, and conversion rates.
- Lead proposal and RFP response development, ensuring accuracy, commercial viability, and quality.
- Provide market intelligence on EU buyer behavior, competitive dynamics, and emerging verticals to inform go-to-market strategy.
- Participate in tailored business workshops and technical demonstrations with decision-makers to accelerate deal closing.
KEY PERFORMANCE INDICATORS
- Pipeline value generated (quarterly)
- New logos and contracts closed per quarter
- Revenue from new and existing accounts
- Qualified meetings booked (jointly with Presales)
- Average deal cycle time
- Client retention and expansion rate
Must-Have
- 5+ years in B2B sales or business development in the European market, with at least 2 years selling IT outsourcing, ODC, dedicated teams, staff augmentation, or software development services.
- Proven track record of building pipeline and closing deals with SMBs, scale-ups, or mid-market enterprises in Europe.
- Experience selling to both technical buyers (CTO, VP Engineering, Head of Product) and business buyers (CEO, COO, GM, Founder).
- Strong unders