Business Development Lead (US & EU | Software & AI Services)

Project overview

About Cognitiva

At Cognitiva, we design and deliver advanced technology solutions, specializing in custom software development, artificial intelligence, business process automation, and cloud technologies.

We work with international clients, helping organizations leverage technology to solve complex business challenges, improve operational efficiency, and accelerate growth.

We are looking for an experienced Senior Business Development Manager to drive new business acquisition and revenue growth across the US and European markets.

This is an opportunity for someone who combines a strong understanding of the global IT services market with exceptional business development, consultative selling, and deal-closing skills.

We are looking for a professional who can successfully engage both high-growth technology startups and large enterprises, identify business opportunities, build relationships with decision-makers, and turn opportunities into signed contracts.

You will have a direct impact not only on revenue generation but also on our go-to-market strategy, service positioning, target markets, and commercial offerings.

This is a hands-on business development role with significant autonomy, ownership, and responsibility for results.

What We Offer

Who We're Looking For

We are not looking for someone who simply manages inbound inquiries or maintains an existing sales pipeline.

We are looking for an experienced business development professional who knows how to create opportunities, build markets, and turn complex sales processes into signed contracts.

Someone who can enter a new market, identify the right customer segments, develop an effective outreach strategy, engage senior decision-makers, and independently drive opportunities through the entire sales cycle.

You should be equally comfortable discussing business challenges with a startup founder and negotiating a high-value technology services agreement with an enterprise client.

We value commercial judgment, strategic thinking, exceptional execution, and a proven history of delivering results.

If you have successfully sold software development and technology services across the US and Europe, know how to build a strong pipeline, and have the experience to close complex, high-value deals, we'd love to hear from you.

When applying, we encourage you to share examples of your most significant sales achievements, including:

Join Cognitiva and help shape the next stage of our international growth.

Our Requirements (Must-Have)

B2B Sales & Business Development

Industry & Market Expertise

Go-To-Market & Sales Strategy

Personal & Professional Skills

• A key role in driving Cognitiva's international business growth.
• Direct influence on our GTM strategy, commercial positioning, and service development.
• The opportunity to sell advanced technology solutions across AI, automation, cloud, and custom software development.
• Close collaboration with company leadership and experienced technology professionals.
• Significant autonomy and ownership over business development activities.
• The opportunity to build long-term relationships with international clients, from high-growth startups to global enterprises.
• A collaborative environment that values initiative, accountability, commercial expertise, and measurable results.
• Types of clients and industries you have worked with.
• Geographic markets you have successfully developed.
• Typical deal sizes and the largest contracts you have personally closed.
• Your experience generating new business independently.
• Your direct role in winning and closing strategic deals.
• Drive new business acquisition and sales of custom software development, AI, automation, and cloud services across the US and European markets.
• Develop and execute effective Go-To-Market (GTM) strategies for selected services, industries, and geographic markets.
• Define, validate, and continuously refine Ideal Customer Profiles (ICP), target segments, and buyer personas.
• Independently generate qualified leads and develop new business opportunities through outbound prospecting, networking, social selling, strategic partnerships, and direct outreach.
• Build, manage, and continuously optimize a sales pipeline from initial prospecting through contract signature.
• Lead discovery meetings, sales presentations, solution discussions, commercial negotiations, and closing activities.
• Engage C-level executives, founders, CTOs, CIOs, and other key decision-makers.
• Apply consultative and value-based selling methodologies to identify business challenges and demonstrate measurable value.
• Develop relationships with startups, scaleups, mid-market companies, and large enterprises.
• Contribute to service positioning, packaging, pricing strategies, and value propositions to improve market fit and commercial performance.
• Prepare commercial proposals and collaborate with technical teams to develop tailored solutions.
• Manage complex, high-value sales cycles involving multiple stakeholders, procurement processes, and contractual negotiations.
• Identify emerging market opportunities, analyze competitors, and recommend new business development initiatives.
• Maintain accurate sales forecasts, pipeline reporting, and performance metrics.
• At least 6 years of experience in B2B sales, including significant experience selling IT services, custom software development, technology solutions, or IT consulting services.
• Proven track record of independently acquiring clients and closing deals in both the US and European markets.
• Demonstrated experience selling to startups and scaleups, as well as established enterprises or large corporations.
• Proven success in managing and closing complex, high-value software or technology services contracts, including six- and seven-figure deals.
• Strong experience in consultative selling, value-based selling, enterprise sales, and complex B2B negotiations.
• Ability to independently manage the entire sales cycle: prospecting, discovery, qualification, proposal development, negotiation, and closing.
• Deep understanding of business challenges, digital transformation priorities, and technology purchasing processes across multiple industries.
• Strong commercial knowledge and experience in several of the following sectors:
• Manufacturing & Industrial
• Logistics & Supply Chain
• Banking, Finance & FinTech
• Retail & E-commerce
• Healthcare & MedTech
• Professional & Business Services
• Ability to understand industry-specific business challenges and translate them into relevant technology solutions and compelling commercial propositions.
• Strong understanding of enterprise buying processes, stakeholder management, and decision-making structures.
• Proven experience developing and executing GTM strategies.
• Strong ability to define ICPs, identify high-potential market segments, and develop effective customer acquisition strategies.
• Hands-on experience building sales pipelines from scratch and generating new opportunities independently.
• Expertise in outbound sales, account-based selling, strategic prospecting, and relationship-driven business development.
• Ability to develop compelling sales messaging, service positioning, and differentiated value propositions.
• Experience with CRM platforms such as HubSpot or Salesforce.
• Strong analytical skills and experience managing sales performance through pipeline metrics, conversion rates, forecasting, and revenue targets.
• Exceptional ownership, self-motivation, and ability to work independently.
• Strong entrepreneurial mindset and a proactive, results-oriented approach.
• Excellent communication, presentation, and negotiation skills.
• Ability to combine strategic thinking with hands-on sales execution.
• Confidence engaging founders, CEOs, CTOs, CIOs, and senior enterprise stakeholders.
• Strong organizational skills and the ability to prioritize opportunities effectively.
• Excellent English proficiency (C1 or higher), including the ability to conduct complex business discussions and negotiations.

Nice to have

• Experience working in international technology companies, global consulting organizations, or established software development firms.
• An existing professional network and strong business relationships in the US and European markets.
• Experience selling AI, Machine Learning, Agentic AI, intelligent automation, and cloud-based solutions.
• Proven success in closing multimillion-dollar technology services contracts.
• Experience with enterprise digital transformation initiatives and long, multi-stakeholder sales cycles.
• Familiarity with MEDDICC, SPIN Selling, Challenger Sale, or similar sales methodologies.
• Experience launching new service offerings, entering new markets, or developing strategic partnerships.
• Ability to contribute to commercial models, pricing strategies, and service packaging.
• Experience collaborating closely with delivery teams, solution architects, and technology leaders.

Project details

• Start: ASAP
• Location: Remote, PL