Business Development Manager IT / Sales Manager (Nearshoring • German B2+)

Business Development Manager

Founding sales hire — Mereb Poland · Warsaw

Position

Business Development / Sales Manager

Company

Mereb Technologies Sp. z o.o. (Mereb Poland)

Location

Warsaw, Poland — hybrid (office + remote)

Contract

Full-time B2B (umowa B2B)

Base

USD 3,500 – 4,000 net / month

OTE Year 1

USD 90,000 – 110,000 (base + commission at target)

Commission

8% of gross margin on new logos (Year 1) + 3% Year 2 tail

Reports to

CEO (Nebyu, founder)

Start date

As soon as possible

About Mereb Poland

Mereb Technologies Sp. z o.o. is the European hub of Mereb.tech, a profitable, founder-led IT services group approaching our fifth year of operation. We combine a Polish legal entity (EU contracts, GDPR-compliant DPAs, EUR/PLN invoicing, German-speaking sales) with a high-quality engineering team in Ethiopia — a hybrid nearshore model built for European mid-market companies that want senior engineering talent at honest pricing.

We sell custom software development, dedicated engineering teams, cloud and AI implementations, and product engineering. Our typical engagement is EUR 80k–250k ACV. We are profitable, founder-funded, and growing through cash flow — not a runway-clock experiment.

You will be the first sales hire in Europe. The Polish entity is fully set up. The CEO and delivery team support you directly. You build the European sales engine.

The Role

You own the full European sales cycle, end-to-end. Two channels, in priority order:

• 1. Polish outsourcing companies (subcontract channel) — primary, fastest revenue. Sell engineering capacity to Polish software houses that are over-booked. Shorter cycle (4–8 weeks), technical-to-technical conversations, lower margin but faster cash. This is your Year 1 revenue base.

• 2. German mid-market direct clients — strategic, higher margin. Sell our hybrid Poland-EU + Ethiopia delivery model to German Mittelstand and digital-first companies. Longer cycle (4–6 months), higher ACV, this is the long-term margin story.

You are not a BDR. You own discovery, scoping, proposals, negotiation, and close. The CEO and delivery leads back you up on technical scoping and references.

What You Will Do

• Build and own the EU pipeline — outbound on LinkedIn, email, calls, plus events and partner channels.

• Run discovery calls and qualify ruthlessly. Walk away from the wrong fits early.

• Lead proposal and SOW development with delivery — pricing, scoping, team composition.

• Negotiate and close contracts in EUR / PLN against EU legal frameworks.

• Develop the Polish subcontract channel — relationships with 15–25 mid-sized Polish software houses.

• Open the German direct channel — ICP-targeted outbound, attendance at OMR, DMEXCO, Bits & Pretzels and similar.

• Maintain a clean CRM and a weekly forecast the CEO can trust.

• Feed market intelligence back into pricing, positioning, and service productisation.

Ramp & Performance Expectations

Mutual clarity, set on Day 1:

• Months 1–3 (ramp): ICP and target list locked, CRM populated, 30+ first meetings booked, 5+ qualified opportunities in pipeline, first signed subcontract pilot.

• Month 6: EUR 250k+ in qualified pipeline, 2–3 signed subcontract deals, 1+ direct German opportunity in late stage.

• Month 12 (target): EUR 600k–800k in signed ACV, mix of subcontract and direct, predictable monthly pipeline cadence.

What We Need From You

Must-have

• 3–7 years of B2B sales experience in IT services, software outsourcing, or nearshoring.

• Proven track record closing deals of EUR 80k+ ACV, with at least one EUR 150k+ deal you owned end-to-end.

• German: C1 minimum, native or near-native strongly preferred. You will sell to German CTOs and procurement.

• English: full professional fluency.

• Strong outbound discipline — LinkedIn, calls, email sequences, events. You build pipeline, you don't wait for it.

• Comfortable in a bootstrapped, no-marketing-team, build-it-yourself environment.

• Based in or willing to relocate to Warsaw; eligible to work in Poland on a B2B contract.

Nice-to-have

• Existing network of decision-makers in Polish software houses or German mid-market tech.

• Polish (any level) — useful for the subcontract channel.

• Background that includes work with offshore/nearshore delivery — you understand the trust questions buyers will ask.

Compensation & What We Offer

• Base: USD 3,500 – 4,000 net per month on a B2B contract (umowa B2B).

• Commission: 8% of gross margin on new logos in Year 1, plus a 3% Year 2 tail on the same logos. Uncapped. Paid monthly on collected revenue.

• On-Target Earnings (Year 1): USD 90,000 – 110,000 all-in. Strong over-performance comfortably exceeds USD 130,000.

• Hybrid working model — Warsaw base, flexible remote.

• Direct line to the CEO. No layers, no politics, decisions in days not quarters.

• Founding-sales-hire equity-equivalent upside as the Polish entity scales (discussed at offer).

• Travel budget for European tech events and client visits.

What We Are Honest About

Strong BD candidates ask hard questions. Here are our straight answers:

• We are profitable and founder-funded. That means the role is funded from cash flow, not a runway clock. We have been profitable every year since founding. We are also cost-conscious — your commission is real money to us, which is exactly why it is uncapped and tied to gross margin you actually generate.

• Delivery is in Ethiopia. European buyers ask about this. We will arm you with a complete trust pack: GDPR DPA, IP assignment chain, data residency answers, working-hours overlap, and reference clients. You will not be a guinea pig in your first 50 calls.

• You are first. Positioning is good but not perfect. You will refine ICP and messaging with the CEO in the first 90 days. If you want a polished playbook handed to you, this is the wrong role.

Hiring Process

• Stage 1: 30-min intro call with CEO.

• Stage 2: 60-min deep-dive on your sales track record — specific deals, numbers, what you did vs. the team.

• Stage 3: Practical exercise — you build an ICP and outbound plan for one of our two channels and present it.

• Stage 4: Reference calls (we will speak to 2–3 of your past managers or clients).

• Offer within 2 weeks of Stage 1 for the right candidate.

How to Apply

Send to nebyu@mereb.tech or info@mereb.tech with:

• Your CV.

• A short note (max 200 words): the largest deal you closed, what made it close, and what you would do differently.

• Your German level — be honest, we will test it.

No cover letters. No generic applications. Show us you can sell, starting with selling yourself.