• Manage and prospect strategic accounts with high ARR/NMRR potential, prioritizing quality and business fit over volume; • Execute ABM strategies (1:1, 1:Few and 1:Many) to engage Mid Market and Enterprise accounts; • Map technical, economic, and end-user stakeholders, customizing approaches for C-level executives, directors and heads; • Build value hypotheses and prospect driven by business problems, not just by product; • Schedule meetings with clear context, validated pain points and defined next steps for a smooth handoff to the sales team; • Analyze market data and interaction history to build and cleanse strategic databases; • Collaborate closely with Marketing and Commercial Intelligence to define plays, narratives and vertical positioning;

Role Description We are looking for Business Development Representative or Client Partner for our Inbound Team! - Own and execute inbound sales motions across mid-market and selected enterprise accounts. - Qualify and engage inbound leads generated through marketing campaigns, events, partnerships, and thought leadership activities. - Identify, engage, and nurture key decision-makers – from CxOs and Product Heads to Procurement and Digital Transformation leaders. - Lead full end-to-end sales cycles: discovery, qualification, solutioning, proposals, negotiation, and closure. - Collaborate closely with presales, delivery, and CoE leaders (Commerce, Applied AI, Innovation Engineering) to design and position winning solutions tailored to inbound opportunities. - Partner with marketing and GTM teams to optimize lead generation funnels, improve MQL-to-SQL conversion, and provide feedback on messaging and positioning. - Track performance metrics across conversion rates, deal velocity, pipeline value, margin contribution, and client satisfaction. - Manage your pipeline, forecasting accuracy, and CRM hygiene with high ownership and discipline. Qualifications - 3-5 years (for Business Development Representative)/5+ years (for Client Partner) of experience in business development, client partnerships, or consultative sales within IT services or software engineering firms. - Proven experience working with inbound sales motions and qualifying marketing-generated leads in a fast-paced, high-growth environment. - Ability to effectively manage multiple inbound opportunities simultaneously while maintaining high responsiveness, attention to detail, and an exceptional client experience. - Demonstrated success in converting inbound opportunities into closed software and IT services deals in US, Canada, UK&I, BeNeLux, Scandinavia, Poland, DACH, or GCC markets. - Strong relationship-building skills with the ability to quickly establish trust and credibility with prospective clients and guide them through the buying journey. - Ability to independently run full sales cycles and close mid-size deals (up to 900k PLN in value). - Good understanding of IT services models (T&M, Fixed Price, Managed Services, Retainers). - Strong discovery skills and ability to translate business challenges into technical solution proposals. - Excellent communication, storytelling, and relationship-building skills. - Comfortable operating in a dynamic environment where speed, ownership, and proactive communication are critical to success. - Excellent English and Polish (C1+), other languages would be a plus. Requirements - Experience in AI and data-driven commerce, personalization, or analytics-led transformation. - Expertise in digital commerce - familiarity with ecosystems like Shopify, SAP Commerce, Salesforce, OMS, PIM/MDM, or headless architectures. - Understanding of AI-first software engineering and automation trends. 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.

Role Description As a Sales Development Representative at AppViewX, you will be responsible for: - Meeting and exceeding monthly goals within specified territory by developing a pipeline of opportunities. - Building contacts with potential customers to cultivate new business opportunities. - Applying various prospecting forms of media – cold calls, email prospecting, LinkedIn, video, etc. - Keeping CRM updated appropriately. - Managing all aspects of the pipeline development process including account/contact research, prospecting, and setting appointments. - Successfully managing and overcoming prospect objections. - Consistently meeting sales activity metrics on a daily basis. - Following up on all assigned leads within designated SLA timeframes. - Uncovering additional opportunities through targeted outbound prospecting and mining expansion opportunities. - Working within the specified hours of assigned territory to maximize productivity. - Gaining and maintaining product and competitive knowledge utilizing AppViewX resources. Qualifications - 2–4 years of experience as a Sales Development Representative, preferably in a cybersecurity or enterprise SaaS environment. - Strong written and verbal communication skills, with a focus on value-based messaging. - Proven ability to engage and qualify prospects in a B2B, enterprise-focused sales cycle. - Comfortable engaging with IT and security decision-makers via phone, email, and LinkedIn. - Self-motivated and results-driven, with the ability to manage multiple priorities in a fast-paced environment. - Detail-oriented with strong active listening skills. - Team-oriented, with a collaborative approach and willingness to share best practices. Requirements - Proven ability to articulate complex cybersecurity solutions to both technical and non-technical stakeholders. - Prior experience handling objections specific to cybersecurity sales cycles. - Experience or familiarity with Identity & Access Management (IAM) or Public Key Infrastructure (PKI) solutions. Benefits - Competitive incentives. - Health & wellness policies. - Saving & investment schemes. - Time off/sabbatical eligibility. - Dedicated Learning & Development opportunities. - Flexibility to work remotely and define your own hours.

Role Description As the Regional Business Development Manager, you will play a pivotal role in expanding our market share and fostering relationships with key stakeholders. You will be responsible for attending industry and association meetings, conducting site reviews, and engaging with customers to promote our propane, butane, and LNG systems. This position offers an exciting opportunity to lead business development initiatives, contribute to strategic planning, and capitalize on emerging opportunities in the energy sector. - Conduct comprehensive market research to identify potential clients, industry trends, and competitive landscapes within the regions. - Develop and implement strategic plans to acquire new business opportunities, including lead generation, proposal development, and contract negotiation. - Build and maintain strong relationships with existing and prospective clients through effective communication, presentations, and site reviews. - Attend industry conferences, trade shows, and association meetings to enhance the company's visibility and network with key influencers and decision-makers. - Work closely with internal teams, including engineering, project management, and marketing, to ensure seamless project execution and customer satisfaction. - Provide regular reports on business development activities, market trends, and progress towards sales targets. - Develop accurate quotes and provide timely follow-up. - Proficient use of SalesForce CRM or other platform. Qualifications - Proven track record of successful business development and sales in the energy sector, preferably with experience in propane, butane, or LNG systems. - Minimum of 3 to 5 years of Industrial Sales experience with 5+ years of experience preferred. - Strong understanding of the assigned energy markets. - Excellent communication and presentation skills. - Strong analytical and organizational skills. Requirements - BS/BA preferably in a discipline of Engineering, Business, or a related field. - The flexibility to travel up to 50%. Benefits - Free HSA health plan or traditional PPO. - 401(k) with generous company match (Safe Harbor). - Dental, vision, and optional coverage like accident & critical illness insurance. - HSA and FSA accounts to save on healthcare costs. - Company-paid Life, Long Term Disability, and AD&D insurance. - Confidential support for mental health, family matters, legal concerns, and more through our Employee Assistance Program. - Discounts on gyms, shopping & entertainment. - Health benefits kick in fast – first of the month after 30 days. - Paid Time Off. - Paid Holidays. - Bereavement Leave.