Responsibilities

• Build a new business pipeline from scratch through outbound, networking, social selling, and industry events
• Own the full sales cycle end-to-end: from first contact through to closing deals
• Qualify opportunities using a consultative approach (e.g. MEDDIC / Sandler mindset), focusing on real business needs, not just interest
• Proactively challenge clients and co-create solutions aligned with their problems and goals
• Develop existing client relationships through upsell and cross-sell opportunities
• Identify and qualify opportunities aligned with our ICP (SMB 51–500 employees across Western Europe and the US)
• Run selective inbound qualification, with a strong focus on new business generation
• Act as a trusted advisor by highlighting how shifts in the market (AI, headless, modern web development) create both risks and opportunities for clients
• Collaborate closely with Delivery and Engineering teams on scoping, pricing, and proposals
• Work with Marketing to provide feedback from client conversations, refine ICP, and shape content direction

Requirements

• Proven experience in selling IT services (preferably software house, custom development, or digital agency)
• Strong track record in outbound / new business acquisition
• Experience closing complex deals in the range of at least several hundred thousand PLN (ideally 200k–2M+ PLN LTV)
• Excellent English (C1+) — ability to work directly with clients from the UK, US, and Western Europe
• Strong consultative sales skills (discovery, qualification, MEDDIC / Sandler or similar frameworks)
• Senior-level ability to run structured, value-driven sales conversations online
• Ability to simplify complex technical topics into clear business value
• High ownership, self-drive, and accountability
• Challenger mindset - ability to question client assumptions and uncover new opportunities

Nice-to-have

• Experience in a software house or digital agency (typically 70–200 people scale)
• Exposure to clients from UK / US / Western European markets
• Familiarity with the modern web ecosystem (headless CMS, e-commerce, custom web development — e.g. Next.js, Contentful, Shopify, Sanity)
• Experience selling custom B2B services with longer sales cycles (from 2 weeks to several months)

Conditions

• Flexible working arrangements - work when and where you perform best
• Small, experienced team with a flat structure
• Direct communication - ideas go straight into discussion and testing
• Regular team events and integration activities
• Opportunity to work with recognizable global brands and Western market clients
• Exposure to innovative e-commerce and web development projects
• Access to sales methodologies and continuous professional development
• Real opportunity to shape and co-create AI-enabled sales processes already in use