Role Description At Zappi, the BDR team sits within the Sales organisation and plays a key role in driving pipeline and revenue growth. We partner closely with some of the world’s leading B2C brands to help them make faster, better decisions across marketing, advertising, and innovation. As a key member of our Business Development team, you’ll report to the Director of Outbound Sales and focus on growing revenue within existing customer accounts. Your mission is to uncover and convert whitespace opportunities—helping the world’s most progressive brands unlock even more value from Zappi. What you'll be doing: - Partner with Account Managers and Customer Success to map org structures, uncover whitespace opportunities, and qualify leads—booking meetings that open doors to deeper partnerships. - Own account research to uncover new use cases and business units within our existing customer base. - Build and run personalized, multi-channel outreach (email, phone, LinkedIn) aligned to Zappi’s voice and value, in coordination with Account Management and Customer Success. - Use sales intelligence tools like 6Sense, UserGems, Vendelux, and Sales Navigator to identify contacts and act on buying signals like job changes, product launches, or shifting priorities. - Collaborate with your Marketing team to share feedback from the field, influence campaign direction, and help craft content that resonates with the people you’re speaking to every day. - Travel to key industry events throughout the year to connect with customers face-to-face, deepen relationships, and spot new growth opportunities in person. - Consistently hit or exceed KPIs around activity, meetings booked, and pipeline contribution. - Stay sharp on product usage trends, industry shifts, and competitor moves to keep your outreach relevant and effective. Qualifications - 2+ years in BDR, Inside Sales, or a similar role, ideally in B2B or enterprise. Bonus if you’ve worked in account expansion or land-and-expand models. - You’ve built and executed campaigns that break through with senior decision-makers and turn into meetings. - You know how to navigate complex accounts, uncover growth opportunities, and connect across teams. - Whether it’s a cold call, email, or InMail—you’re clear, confident, and always focused on value. - You work well with Account Management, Sales, Marketing, and Customer Success and know that great results are a team sport. - You’re adaptable, open to feedback, and always looking for ways to improve. You bring ideas, ask questions, and raise your hand when you see a better way. - You’re comfortable with HubSpot, 6Sense, Sales Navigator, Salesforce, and UserGems—or eager to learn quickly. - You love hitting goals and thrive in a performance-focused environment. Benefits - Three company-paid mental health days of rest per year (these are pre-scheduled, so the entire company can take the same days off regularly to reset). - Generous PTO policy - Minimum of 20 days of paid time off per year, plus national holidays. Leave over 30 days requires manager and People team approval. - Private medical healthcare cover. - Group risk, life & disability contributions. - Flexible working arrangements, including remote (unless otherwise specified). - Thoughtfully designed offices to support both individual work and collaboration without interrupting others. - Wellbeing benefits such as free yoga and access to trained therapists / counsellors. - Enhanced parental leave policies. - Free lunch in the office Tuesday-Thursday. - Tax efficient pension contributions via salary sacrifice scheme. - Salary sacrifice cycle to work scheme. - Salary sacrifice nursery scheme. - Tailored personal development through training allowances, coaching, mentorship and career frameworks.

Role Description Als Business Development Manager bist Du ständig auf der Suche nach neuen Ideen für unser Portfolio. Im Schwerpunkt Kooperationen beschäftigst Du Dich vor allem mit den Unternehmen, die mit uns zusammenarbeiten möchten und denen, mit denen wir unbedingt zusammenarbeiten sollten. - Du bearbeitest selbstständig Kooperationsanfragen und entwickelst daraus Entscheidungsvorlagen für unsere Geschäftsleitung. - Das Verhandeln von Preisen und Erarbeiten von Kooperationsverträgen fällt dir leicht. - Du bist der zentrale Ansprechpartner für neue Kooperationspartner, führst diese erfolgreich bis zur Rentabilität und optimierst dafür auch unsere internen Strukturen. - Du begleitest Partnerschaften langfristig, deckst Optimierungspotenziale auf und stimmst dich eng mit den Partnern sowie unseren internen Abteilungen (wie Entwicklung, Vertrieb und Support) ab. - Du überwachst und verbesserst die wirtschaftliche Weiterentwicklung der tomedo API als neues Produkt und bringst dich überall da ein, wo es notwendig ist. - Diese Position kann zu 100% aus dem Home-Office ausgeübt werden. - Eine Teilzeitanstellung steht auch grundsätzlich nichts im Wege, allerdings wäre es ideal, wenn Du wöchentlich mindestens 30h Deiner Zeit mit uns verbringst. Qualifications - Du hast einen (sehr) guten Abschluss in einem wirtschaftlich ausgerichteten Studium (z.B. BWL) oder in einem naturwissenschaftlich-technischen Studium mit nachweisbaren Kenntnissen in Marketing und Vertrieb. - Du bist sehr kommunikationsstark und auch Verhandlungen mit Geschäftsführern bringen Dich nicht ins Schwitzen. - Sowohl Deine Kreativität als auch den richtigen Riecher für interessante Projekte stellst Du regelmäßig unter Beweis. - Du bist ein Teamplayer mit einer ausgeprägten Hands-on-Mentalität. - Auch in komplexen Situationen behältst du einen kühlen Kopf und triffst souverän und pragmatisch die richtigen Entscheidungen. - Erfahrungen in der Softwarebranche und im Umgang mit Geschäftspartnern sind ein Muss. - Es ist zwingend notwendig, dass Du Deutsch mindestens auf C1-Niveau beherrschst. Benefits - Super Team und flache Hierarchien - Job Crafting/individuelle Arbeitsgestaltung - Flexible Arbeitszeiten - Weiterentwicklung - Homeoffice/Mobiles Arbeiten - Team Events - Förderung der physischen und psychischen Gesundheit - Betriebliche Altersvorsorge - Betriebliche Krankenversicherung - Dienstradleasing/Jobrad - Hardwareleasing - Mitarbeiterrabatte - Betreuungkostenzuschuss/ Kita-Zuschuss - Erholungsbeihilfe - Essenszuschuss - Fahrtkostenzuschuss - Auslandsarbeit Company Description Wir sind ein innovatives, kreatives und nicht mehr ganz so junges Familienunternehmen mit Sitz unweit des Paradieses in Jena. Gemeinsam als Team entwickeln wir tomedo®, unsere rasant wachsenden Apple-basierten Software für Arztpraxen, die in unabhängigen Umfragen die höchste Kundenzufriedenheit erzielte, immer weiter. - Flache Hierarchien und ein kommunikatives Miteinander geben Deiner Kreativität und Deinen Ideen Spielraum zur Mitgestaltung spannender Projekte. - Home Office und flexible Arbeitszeiten geben Dir die Chance, Deinen Alltag ganz nach Deinen Vorstellungen zu gestalten. - Wir bieten Dir die Chance, Dich weiterzuentwickeln und das Wachstum der zollsoft GmbH aktiv voranzutreiben.

• Exceed assigned revenue and profit goals quarterly and against an annual goal. • Establish relationships, customers, and opportunities in the assigned vertical as well as new markets when required, as guided by leadership. • Maintain and continually build relationships with customers and vendors. • Manage and provide a weekly pipeline of sales opportunities, quotes, and orders. • Develop opportunities and insight into this market category at the Headquarters or Programmatic level. • Develop requirements with customers for future bids and contract quotations for equipment and services provided by the company. • Travel to vertical client locations and attend symposiums, conferences, tradeshows, and exhibitions, and conduct vendor ride-a-longs to cultivate sales opportunities. • Actively develop competitive and customer intelligence, and communicate market intelligence, opportunities, and threats to the company. • Provide price quotations and establish proper credit or contract terms, warranties, and delivery dates. • Learn and utilize internal systems for processing quotes and orders. • Recommend products to customers, based on customers' needs and interests. • Perform administrative duties, such as preparing reports, keeping sales records, and filing expense account reports. • Assist Business Development Managers on similar tasks to completion. • Accurately process quotes that have been received either in writing, electronically, or by phone. • Develop a marketing strategy to access new contacts within the existing account base. • Implement an inside/outside team approach for sales, territory/customer strategy, vendor relations, and dealer of records. • Conduct continuing market research on specific channels of business and assist in developing market strategy with both market and channel sales team members. • Develop and execute a comprehensive business development strategy to achieve revenue targets and expand the company's footprint within the DOD community. • Identify, qualify, and manage a pipeline of new business opportunities and contract bids. • Build and nurture relationships with government program and technical personnel, as well as key military stakeholders. • Lead the development of compelling and compliant proposals, working in close collaboration with internal teams. • Maintain a deep understanding of DOD programs, platforms, and acquisition processes, including contracting vehicles like GSA, ECAT, EMALL, and Prime Vendor schedules. • Represent the company at industry events, conferences, and military engagements to gain market intelligence and promote brand awareness. • Provide accurate sales forecasts and regularly report on business development activities and market trends.

• Develop strategic sales plan to achieve top line growth specific to identified areas of priority specific to the region. • Discuss and develop business strategies with End-Users that align to overall objectives/goals with specific action items and timelines. • Establish and maintain relationships with key stakeholders within IDNs, End-Users, and other entities in each market. • Develop and execute timely communications plan with sales organization and End-Users. • Negotiate and execute contracts for business growth while minimizing costs. • Review and analyze market conditions to ensure sales plans are achieved.