Business Development Manager — IT Services & New Business

Custom Software Development Company

5d•Remote

About The Position

The Codest is a software engineering partner with partner hubs in Poland, helping international companies build and develop digital products and business-critical systems. The company offers software product development and ownership of defined delivery areas, engineering team augmentation, and discovery, prototyping, and practical AI integration engagements. The Business Development Manager will win new clients and translate the company’s go-to-market strategy into commercial results. This hands-on role owns the full sales cycle, from identifying target accounts and creating conversations through qualification, proposal development, negotiation, and closing. Priority markets are the Nordics, DACH, and the UK, with a focus on established product companies, scale-ups, and enterprises, particularly in fintech, payments, banking, marketplaces, and SaaS. The role works directly with founders and technical leadership, delivery, recruitment, and marketing teams. The successful candidate will use commercial judgment to turn the company’s market focus and target-account research into business, shape credible responses to client needs with technical colleagues, and ensure commercial commitments align with delivery capacity and margins. The first 90 days focus on understanding the offer and commercial model, prospecting and qualifying buyers, and progressing suitable opportunities toward discovery, proposals, negotiations, and signed engagements. Specific targets will be agreed based on the starting pipeline, assigned markets, and realistic buying cycles.

Requirements

At least three years of direct B2B sales experience in software development or IT engineering services.
Demonstrable record of acquiring new clients and closing deals personally helped originate.
Experience selling to international customers and navigating buying processes involving several stakeholders.
Ability to sell both team augmentation and engagements with a defined delivery scope.
Commercial understanding of pricing, delivery costs, margins, and contract commitments.
Enough technical fluency to discuss software delivery challenges and recognize when to involve an engineering expert.
Disciplined approach to pipeline management, forecasting, and follow-up.
Practical experience using CRM, prospecting, and AI tools to support sales.
Excellent written and spoken English.

Responsibilities

Generate new business through targeted prospecting, referrals, partner relationships, relevant events, and marketing-generated opportunities.
Research priority accounts and identify credible reasons to engage.
Build relationships with CTOs, CIOs, engineering and delivery leaders, procurement teams, and other technology-services buying stakeholders.
Qualify opportunities carefully, decide where to invest time, and walk away when appropriate.
Work with technical and delivery leaders to develop proposals with clear scope, responsibilities, assumptions, and commercial terms.
Own negotiations and move opportunities through procurement, contracting, and signature.
Protect commercial viability by aligning commitments with capacity and agreed margins.
Keep CRM records updated with realistic forecasts and clear next steps.
Ensure smooth delivery handovers and identify account growth opportunities.
Share and analyze buyer feedback and sales insights with marketing and leadership.
Use AI and sales tools to improve research, prioritization, and preparation, while checking the accuracy of their output.
During onboarding, understand the offer, delivery capabilities, customer experience, and commercial model; join delivery and recruitment discussions, agree account priorities, and begin prospecting.
Lead qualified buyer conversations, map decision-makers, and establish opportunities with a clear problem, potential value, timing, and agreed next step.
Progress suitable opportunities into technical discovery, proposals, and negotiations, working toward the first signed engagements; review results and refine the approach with leadership.