Business Development Manager

About Netguru

Netguru is a software development and digital consultancy with 400+ people on board, 18+ years on the market, and 3,500+ projects delivered for clients ranging from startups to enterprises. We help leading brands build web and mobile products, design experiences, and ship AI-powered solutions across industries like fintech, retail, healthcare, and manufacturing. We work with a high bar for quality and speed, and we're looking for a Business Development Manager who can grow revenue across the full client lifecycle - from first touch to long-term account expansion - and lead a team that does the same.

The Role

This is a broad commercial role spanning new business and account growth. You'll own a personal revenue number built from a healthy mix of inbound opportunities, outbound prospecting, and expansion within existing accounts - while also leading, coaching, and scaling a team of business developers/SDRs. You're equally comfortable qualifying an inbound lead, running a discovery call with a CTO, growing an existing relationship into new work streams, and running a 1:1 with a rep whose numbers slipped last month.

You'll work closely with growth, delivery, marketing, and the broader leadership team.

Responsibilities

On the revenue side, you will own and hit a personal number built across new business and account growth. You'll qualify and convert inbound leads from marketing, build and execute outbound strategies across channels (email, LinkedIn, calls, events, referrals, partnerships), and develop existing accounts - identifying expansion opportunities, deepening stakeholder relationships, and turning successful delivery into follow-on work. You'll research target accounts and decision-makers, and run the full sales cycle from first touch to signed contract - qualification, discovery, scoping with delivery, proposal, negotiation, and close. You'll keep a clean, accurate pipeline in HubSpot and forecast reliably across both new and existing business.

On the leadership side, you will manage a team of business developers and SDRs - setting targets across inbound conversion, outbound activity, and account growth, reviewing pipeline, and holding the team accountable to activity and outcomes. You'll coach reps on technique, messaging, objection handling, deal strategy, and account management; run regular 1:1s, pipeline reviews, and team rituals; recruit, onboard, and develop new team members; and partner with marketing on campaigns and lead quality and with delivery on scoping, feasibility, and account health. You'll also report team performance and forecasts to leadership.

Requirements

• Proven track record in B2B sales, ideally selling software development, consulting, or technology services into mid-market and enterprise accounts, across both new business and existing relationships.
• Demonstrable experience closing complex, multi-stakeholder deals (long sales cycles, technical buyers, sizable contract values) and growing accounts over time.
• Experience leading or mentoring a sales / business development team - formal people-management experience is strongly preferred, but a strong senior IC ready to step up with evidence of mentoring others will be considered.
• Hands-on commercial skills: you can still qualify the inbound lead, write the sequence, book the meeting, run the call, and manage the account yourself - you lead from the front.
• Strong commercial instinct: qualification, scoping, pricing conversations, negotiation, and account expansion.
• Excellent English (C1+), confident communicating with C-level stakeholders. Polish is a plus but not required.
• Comfortable with modern sales tooling (HubSpot or similar CRM, LinkedIn Sales Navigator, outreach/sequencing tools).
• Self-directed and organized - you can run your own pipeline and the team's without close supervision.

Nice to have

• Experience selling into one or more of our core industries (retail/e-commerce, healthcare, manufacturing); familiarity with team-augmentation / staff-augmentation as well as fixed-scope project sales; experience growing strategic accounts; an existing network of relevant decision-makers; and exposure to AI / digital transformation offerings.

What we offer

Competitive base plus uncapped commission tied to personal and team performance across new and existing business; a fully remote, flexible setup; a mature sales org with strong marketing and delivery support behind you; real ownership and a clear path to senior sales leadership; and the chance to sell work for a recognized, high-NPS technology partner with a strong brand and reference base.

Benefits

• Access to the WorkSmile platform offering benefits adapted to your preferences:
• Multisport card,
• Private health insurance package,
• Life insurance,
• And hundreds of other options to choose from 15 categories (shopping, leisure, travel, food, etc.).
• PLN 175 monthly lump sum (ryczałt) for remote employees (UoP contract).
• Discounts on Apple products (B2B contract).
• Various internal initiatives: Team workshops and integration events, webinars, and knowledge sharing sessions.