International Key Account Manager / Business Development Manager (Nordics)

KUBO is an award-winning provider of HR, software, and engineering services. It supports technology-driven industry leaders with staffing, recruitment, team leasing, and managed services. With offices in Toruń, Gdańsk, and Gothenburg, we serve as an international vendor providing local expertise. Since our establishment in 2014, our continuous growth has been driven by a team of over 150 professionals, guided by a distinctive feedback culture.

We are looking for an experienced, relationship-driven Key Account Manager / Business Development Manager to lead KUBO’s commercial growth in Sweden and the wider Nordics. You will own the full sales cycle (from prospecting to close), grow key accounts, and coordinate delivery with our recruitment teams. The role blends new business hunting with account farming, aiming to convert pilot wins into long-term framework/MSA partnerships.

Key responsibilities

Client Relationship Management

• Build and maintain strong, long-term relationships with decision-makers (C-level, Directors, Procurement, HR/TA, Vendor Mgmt)

• Act as the primary point of contact for all client-related matters, ensuring client satisfaction and loyalty.

• Understand clients' needs and challenges, providing tailored solutions to address them.

Business Development

• Identify and pursue new business opportunities through an active professional network and market research.

• Own the full sales cycle: outreach, discovery, solution mapping, proposal, negotiation, close.

• Collaborate with internal teams to prepare and deliver compelling proposals.

Account Development

• Expand existing accounts via upsell/cross-sell (IT & Engineering roles, SOW/managed projects, squads).

• Map stakeholders across business and tech; orchestrate multi-threaded engagement to increase wallet share.

• Protect margin while staying competitive (rate cards, commercials, discount frameworks).

Representation & Communication

• Represent KUBO at meetings and events in Sweden/Nordics; tailor narrative EN/SE.

• Collaborate closely with Delivery/Recruitment (ATS) to prioritize roles and ensure realistic commitments.

• Keep the CRM accurate (activities, stages, probabilities) and provide clear pipeline/GP forecasts.

Market Knowledge & Tendering

• Track Nordic market trends, competitor moves, and rate benchmarks to refine positioning.

• Lead RFI/RFQ/RFP responses and work within MSP/VMS ecosystems (e.g., Fieldglass, Beeline).

• Co-create and negotiate NDA, MSA, SOW, T&Cs with Sales Lead/Legal.

Ideal candidate profile

Language Skills

• Swedish C1+ (business fluency for negotiation and presentations).

• English C1 required.

• Polish B2+ is a plus.

Experience

• 2+ years in international B2B sales, ideally IT outsourcing / body leasing / permanent recruitment.

• Proven success closing services deals with Procurement and senior stakeholders (MSA/SOW experience).

• Hands-on with CRM (HubSpot/Salesforce/Pipedrive), ATS (e.g., Traffit/Teamtailor), and LinkedIn Sales Navigator.

Conditions

• Competitive base + commission on GP (clear tiered model).

• Employment type: Employment contract or B2B - your choice.

• Hybrid/remote setup - with some presence in one of the offices in Poland (Gdańsk, Toruń or Wrocław) or in Gothenburg; and openess for business trips (~20–30%).

• Strong Delivery/Recruitment and Marketing support; modern tools (CRM, ATS, Sales Navigator).

• Real influence on the Nordics strategy.

Recruitment steps

• Initial call with recruitment team

• Interview with Business Development Director and CEO