The Role
As BDM – Europe (New Logo), you own net-new logo acquisition across your assigned European territory and verticals. This is a pure hunting mandate: you will not inherit a book of business. Your job is to build a qualified pipeline from outbound prospecting, partner-sourced introductions, and market activity, and to convert it into signed new clients for SmartDev's AI solutions and engineering services offering.
- Working model: Remote – EU Based - Full-time (Independent Consultant)
Key Responsibilities
- Build and run a disciplined outbound motion (cold outreach, targeted campaigns, events, referrals) to generate net-new pipeline against an assigned European territory.
- Own the full new-logo cycle: prospecting → qualification → discovery → solutioning support (with pre-sales) → proposal → negotiation → close.
- Carry and consistently deliver a personal new-logo pipeline and closed-revenue quota, reported against SO / revenue / solutions-mix / AI-mix KPIs.
- Work the partner channel actively — including SmartDev's European partners — to source and co-sell opportunities, without becoming account-manager for existing relationships.
- Position SmartDev clearly as an AI solutions partner built on deep engineering-services roots — tailored to the buyer (CTO/CIO, Head of Engineering, Chief Risk/Compliance Officer, depending on account).
- Keep HubSpot pipeline data accurate and current — stage, next steps, value, and close date — as the basis for weekly forecasting and board reporting.
- Feed market and competitive intelligence back into commercial and product teams (deal losses, objections, competitor positioning).
Target Market / Ideal Client Profile
- Mid-market to enterprise organizations in Europe undertaking digital/AI transformation, with active engineering or AI governance budget.
- Priority sectors: financial services, insurance, logistics, and other DORA/regulated environments where SmartDev's AI solutions and engineering services are differentiated.
- Buying signals: active AI adoption initiatives, regulatory pressure (EU AI Act, DORA), engineering capacity gaps, or existing offshore/ODC relationships ready to be displaced.
What Success Looks Like (First 12 Months)
- Territory and account list defined and validated within the first 4–6 weeks.
- Outbound cadence live and generating qualified meetings on a weekly rhythm by month 2.
- Pipeline coverage consistently at or above target ratio against quota by month 3–4.
First new-logo signed within 2–3 months; quota-carrying run-rate established by month 9.
Required Experience
- 7+ years in B2B new-business sales (BDM/hunter, not primarily account management), ideally in IT services, software development, SaaS, or AI/data solutions.
- Demonstrable track record of building pipeline from scratch and closing net-new logos against a quota — not just working inbound or inherited accounts.
- Comfortable selling an integrated AI solutions and engineering services offering — one story, not two separate pitches — to technical and risk/compliance buyers.
- Fluent English; an additional major European language is an advantage given multi-market coverage.
- Experience selling into regulated industries (financial services, insurance) or familiarity with frameworks like DORA or the EU AI Act is a strong plus.
- Experience working in a startup or fast-paced, high-growth environment, or exposure to the startup ecosystem / venture-backed companies, is a strong plus.
- Working knowledge of a modern CRM (HubSpot preferred) and disciplined pipeline hygiene.
What We Offer
- A genuine hunting mandate with clear motivation under an approved 2026 commission plan.
- A differentiated story to sell — SmartDev as an AI solutions partner built on genuine engineering-services roots.
- Direct access to leadership, fast decision-making, and a partner ecosystem actively feeding opportunities into Europe.
- A structured, data-driven sales organization: proper KPI dashboards, forecasting cadence, and support from Pre-sales, AM, and Marketing rather than a bare-bones setup.
