Role Description As a Business Development Manager at Spotted Zebra, you'll own the full sales cycle for enterprise accounts - from building pipeline to closing deals - selling into UK and EMEA-headquartered organisations with 3,000+ FTE. Working in close partnership with your dedicated SDR, you'll identify and qualify opportunities, run compelling product demos, and navigate complex, multi-stakeholder deals through to close. You'll be a key connector across marketing, product, customer success, and implementation, helping shape how we go to market at the enterprise level. Key responsibilities: - Own end-to-end implementation for enterprise clients, managing stakeholder relationships across both customer and internal teams. - Build and manage implementation plans, mapping out dependencies and keeping all parties accountable to timelines. - Act as the primary point of contact for clients during onboarding, confidently navigating challenges when product timelines and customer expectations don't align. - Lead commercial conversations with confidence, negotiating effectively and managing difficult situations with professionalism. - Provide valuable input to information security, AI governance, and supplier onboarding processes as needed. - Contribute beyond pure implementation - jumping into pitches, RFPs, audits, and other cross-functional priorities as the business demands. - Work closely with CSMs and Product Managers to ensure a seamless handover and a positive customer experience. - Continuously feed insights back to the product and leadership teams to help shape and improve the platform. Qualifications - Proven SaaS sales experience selling into enterprise organisations (3,000+ FTE), ideally in HR tech, legal tech, or professional services. - Track record of closing £100k+ deals, with experience navigating complex multi-stakeholder buying processes including procurement, legal, and compliance. - Experience selling at Head of level minimum, with demonstrated ability to engage and influence senior stakeholders. - Experience managing or coaching an SDR or similar sales team member. - Strong presentation, communication, and demo skills - with the ability to tailor your approach to different audiences and stakeholders. - Excellent negotiation and objection-handling skills. - A growth mindset: someone who actively seeks feedback, adapts, and continuously develops. - A collaborative team player who brings energy and genuine care for what customers actually need. Requirements - Experience selling HR tech specifically, with an existing understanding of the TA or talent landscape. - Familiarity with AI-powered products or selling in an emerging/innovative tech category. - Experience engaging at C-suite level. - An active professional network and personal brand. Benefits - Meaningful share options. - Health insurance. - Enhanced pension. - Nursery salary sacrifice scheme. - 25 days holiday. - Remote-first. - Work from home budget. - L&D budget. - Dental cover. - Eyes care support. - Co-working space. - Wellbeing allowance. - Travel insurance. - Electric car scheme.

• Support outreach activities through LinkedIn, email campaigns, professional communities, and other business networking channels • Assist in researching and identifying potential clients, business opportunities, and partnership channels • Learn and apply lead generation techniques across digital and professional platforms • Help identify and connect with distributors, referral partners, startup communities, incubators, accelerators, and business networks • Introduce company offerings and communicate value propositions to prospective business contacts • Participate in follow-up discussions and support relationship-building activities • Maintain accurate records of outreach activities, meetings, responses, and progress updates • Collaborate with internal teams to improve outreach processes and engagement quality • Contribute to achieving internship goals and development milestones

• Identify and pursue new business opportunities in federal, state, local government, healthcare, education, legal, and commercial sectors. • Develop and execute strategic outreach campaigns targeting organizations requiring language access services. • Build and maintain relationships with procurement officers, program managers, accessibility coordinators, and decision-makers. • Generate leads through networking, industry events, partnerships, RFIs, RFPs, and outbound prospecting. • Manage the full sales cycle from prospecting to proposal submission and contract negotiation. • Meet or exceed quarterly and annual revenue targets. • Maintain strong knowledge of the language services industry. • Collaborate with operations and project management teams to develop pricing strategies and tailored client solutions. • Support proposal development efforts for public sector and commercial opportunities. • Assist with capability statements, presentations, and client-facing materials. • Participate in discovery calls, client meetings, and service implementation discussions. • Maintain ongoing communication with clients to identify upsell and cross-sell opportunities. • Ensure client satisfaction and support long-term partnership growth. • Track activities, pipeline updates, and forecasting.

Role Description We’re looking for a BD / Solutions Engineer (Serverless) for a great blockchain's company: an infrastructure platform to launch, integrate, and secure Network Neutral Applications (nnApps) — the next generation of decentralized applications compatible with all blockchain networks, but free from their limitations. - Craft and implement comprehensive go-to-market strategies to drive product adoption and revenue growth. - Identify and pursue new business opportunities; build strong relationships with key design partners and clients, following through from lead generation to customer onboarding and maintenance. - Ensure customer satisfaction and success by providing ongoing support and identifying opportunities for upselling. - Work closely with marketing, product, and technical teams to create solutions that solve customer problems and align with market needs. - Interact with business, product, and engineering teams to drive pipeline development, secure lighthouse customers, and explore strategic partnerships. Qualifications - Minimum of 3 years in a technical sales, business development, or consulting role, with a focus on serverless compute and decentralized networks. - Deep understanding of serverless architecture, WebAssembly, distributed networks, and cloud-native computing. - Proven track record of closing strategic deals and acquiring customers. - Excellent verbal and written communication skills, with the ability to convey complex technical concepts to diverse audiences. - Strong analytical and problem-solving abilities, with a data-driven approach to decision-making. - Proven ability to build rapport with startup teams and enterprise customers. - Familiarity with open-source software used by startups and working knowledge of software development tools and methodologies. - Strong data-based storytelling skills, with a high degree of comfort speaking with web3 projects and enterprise customers. - Bachelor’s degree in Computer Science, Engineering, Business, or equivalent experience. Advanced degree is a plus. Requirements - Resume screening - Quiz - Interview Round 1 - Interview Round 2 / Final