Senior Business Development Representative / Lead Generation (m/f/d)

Why should you join?

With us, you can expect globally distributed, international teams, flat hierarchies, and an open company culture that invites you to get involved. Mobile work and flexible working hours are part of our everyday life. Do you want to be part of an innovative company whose solution digitizes the workday across various industries? Then join our team!

Your Responsibilities

As a Senior Business Development Representative, you take on the responsibility for shaping and actively building our sales pipeline in the Central Europe region. You specifically identify new target accounts, develop multi-step outbound campaigns, and make sure that outreach turns into solid opportunities. You work closely with marketing, direct sales, and our partners, develop new campaign approaches together with the team, and bring in your experience to measurably improve our outbound processes.

Your tasks:

Outbound Campaigns

• You are responsible for designing, managing, and continuously optimizing multi-step outbound campaigns via phone, email, LinkedIn, and other social selling channels.
• You develop and refine the Ideal Customer Profiles (ICPs) together with marketing and prioritize outreach based on buying signals and trigger events rather than just activity volume.
• You use AI-supported tools for lead generation and campaign optimization and develop new outreach formats, messages, and cadences based on data.

Target Account Outreach & Acquisition

• You identify and contact target accounts through cold calls, personalized email sequences, and multi-step outbound campaigns.
• You schedule qualified appointments and hand over opportunities in a structured way to direct sales or partner channels following a standardized SQL framework.
• You document the use case, pain points, stakeholder context, and timing clearly in HubSpot or our CRM-system.

Process & Team Responsibility

• You bring in your previous experience and actively contribute to the development of our outbound playbooks and cadences.
• You act as a sparring partner for less experienced team members and provide structured feedback from customer conversations and pipeline reviews.
• You represent DocuWare at trade shows and industry events, moderate webinars, and actively build a reliable network with target accounts and strategic partners.

Collaboration & Performance:

• You work closely with marketing and sales to continuously improve targeting and messaging.
• You provide structured feedback from customer conversations and participate in weekly pipeline reviews.
• You track and achieve defined activity and performance KPIs (calls, emails, qualified appointments, SQL quality, SLA compliance).

What you need to succeed

• You have several years of experience in outbound sales, business development, or structured lead generation - ideally in a SaaS or software environment.
• You have proven success in independently designing and executing outbound campaigns as well as actively acquiring new customers.
• You are confident in using CRM systems like HubSpot and have experience with sales engagement tools like Outreach or Salesloft.
• You have experience using AI-driven campaigns for lead generation as well as reporting relevant KPIs.
• You have strong communication skills and persuasiveness, paired with a true hunter mentality.
• Additionally, you should have a structured, detail-oriented, and resilient way of working, along with the ability to properly prioritize accounts and signals.
• You are fluent in German and English; additional European languages are a plus.

What we can offer

There are many good reasons to choose DocuWare - our company culture is just one of them.

At the DocuWare team, you also benefit from these perks:

• Globally distributed, international teams: You can meet us in Germering, New York, Sofia, or many other locations.
• Flexible workplace and working hours: You can work remotely or in our modern, well-equipped office - while managing your working hours flexibly.
• Personalized development: After an intensive onboarding, you’ll regularly receive tailored training (including conferences and internal team-building activities).
• Well-deserved relaxation: In addition to 35 vacation days per year, we offer a wide range of sports and massage options, a foosball table, and a relaxing lounge area.
• Healthy nutrition: Together, we enjoy Fairtrade coffee with organic milk or oat milk, snacks, and fresh fruit - all free of charge - as well as subsidized lunches from the Foodji fridge.
• Team spirit: Regular events for employees - virtual or on-site - help build togetherness.
• Sustainability and social engagement: DocuWare stands for paperless work and supports volunteer organizations and local sports clubs.
• Great accessibility in every way: Come to the office with the leased e-bike (Jobrad), by S-Bahn, or via the A96/A99 highways (you can charge your e-car on-site for free).
• You plan ahead & we support you: DocuWare subsidizes your company pension!
• And last but not least, a stable job: In our long-established and constantly growing company, you get a permanent position.
• We always use the latest technologies: Learn more on Stackshare!
• Unique benefits: Choose one of three great options (Bonago, E-Gym, or subsidized Germany ticket) according to your needs.
• 30 Days Work from Abroad: Gain international experience and broaden your horizons.
• Family First: Preferred enrollment in our selected daycare in Germering (no guarantee).
• Buddy Program: You'll get a buddy who makes your onboarding easier and supports you during your first weeks at DocuWare.

For even more insights, feel free to check out our Instagram!

Your hiring partner

Lea Thanner-Najjarmansur

Recruiting & Employer Branding Specialist