Business Development Manager

About the company:

Our client is a logistics platform that delivers a powerful, modular transport management solution focused on real-time control and automation. Core capabilities include route planning, dispatching, real-time resource allocation, dedicated mobile apps for drivers and warehouse teams, and continuous shipment tracking. It emphasizes strong customization and smooth integration with existing logistics IT environments. They primarily serve medium to large companies in transportation, CEP/express parcel, retail logistics, and industrial production sectors across Europe.

Key Responsibilities:

Sales Execution & Revenue Growth

• Own the full sales cycle from prospecting → qualification → demo → proposal → negotiation → close.
• Execute structured outbound sales activities (cold calling, LinkedIn outreach, email sequences, industry events).
• Build and manage your sales pipeline with clarity, accuracy, and accountability.
• Consistently hit or exceed quarterly and annual revenue targets.

Sales Process & Infrastructure Creation

• Establish all core sales processes and documentation from scratch.
• Set up or refine the CRM, lead funnels, outbound cadences, key KPIs, and sales reporting routines.
• Develop playbooks for outreach, discovery, demos, competitive positioning, and objection handling.
• Align with Marketing and Product to create messaging, collateral, and target lists.

Market Expansion

• Identify, research, and segment target customer groups (transport operators, logistics providers, shippers, etc.).
• Build relationships with industry associations, networks, and strategic partners.
• Represent company at conferences and trade shows across Europe.

Cross-Functional Collaboration

• Provide structured feedback to Product and Engineering based on customer needs and market trends.
• Work with Marketing (and if needed do handson preparation) to finalize marketing content.
• Work closely with the CEO on strategic priorities, pricing, and contract structures.

Performance Expectations (First 12 Months):

• Develop and implement a fully functioning sales infrastructure within the first 60-90 days.
• Build a predictable outbound pipeline within 3-4 months.
• Successfully close €300,000 in new-logo ARR in year one.
• Produce accurate weekly/monthly forecasts and KPIs.
• Become a trusted voice in transportation & logistics conversations with clients and industry partners.

Requirements

• 5+ years of B2B business development or sales experience, ideally at a SaaS or software company.
• Demonstrated success selling complex software solutions with a full-cycle quota.
• Strong experience in outbound lead generation and building pipelines from scratch.
• Fluent in English and German
• Transportation & logistics industry experience is advantageous (e.g., TMS, fleet management, route planning, mobility, supply chain solutions).
• Entrepreneurial mindset with the ability to operate autonomously in a fast-moving environment.
• Excellent communication, negotiation, and relationship-building skills.
• Willingness to work with AI and automation tools (Chatgpt, Zapier etc.)

Nice-to-Have Skills

• Prior experience as the first sales hire or early-stage revenue leader.
• Knowledge of API-driven platforms, digital transformation in logistics, or operational optimization tools.
• Existing network within the logistics, transportation, or fleet industries.

What We Offer

• A highly entrepreneurial role with significant autonomy and direct influence on company strategy.
• Competitive compensation package with performance-based incentives.
• The opportunity to build a sales organization from the ground up.
• Modern tools, flexible working environment, and direct access to decision-makers.
• The ability to shape the growth trajectory of a rapidly scaling logistics software company.