Business Development Manager

November 25

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Smallpdf

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SaaS • Productivity • Enterprise

Smallpdf is a comprehensive PDF management software that simplifies working with digital documents. It offers a wide range of tools to compress, convert, merge, edit, and e-sign PDFs, among others. The software allows users to manage all their digital documents in one place, supporting various file format conversions and providing features for highlighting, annotating, and organizing PDFs. Smallpdf also ensures secure document handling with encryption and compliance with privacy standards. It caters to both individual users and businesses, providing solutions that enhance document productivity on both desktop and mobile platforms. Trusted by over a billion users, Smallpdf is one of the highest-rated PDF software providers on major B2B platforms.

51 - 200 employees

Founded 2013

☁️ SaaS

⚡ Productivity

🏢 Enterprise

📋 Description

• Market Development & Pipeline Generation • Map the markets: define ICPs, verticals, and key buyer personas (business & technical). • Proactively source leads via outbound (email, phone, LinkedIn, events). • Build and manage a healthy pipeline in HubSpot with accurate forecasting and activity tracking. • Evangelize PDF Tools at industry events, webinars, and through local partnerships. • Full-Cycle Sales Execution • Run discovery, product demos, technical deep dives (with SE/Support help when needed). • Craft business cases and ROI stories that resonate with customer challenges in the document lifecycle. • Lead pricing and contract negotiations to close multi-year, 4–6 figure SaaS deals. • Hand off new wins smoothly to Customer Success / Account Management for onboarding and expansion. • Partners acquisition & animation • Acquire relevant integrators and technical resellers • Animate new and existing partners • Feedback Loop & Internal Collaboration • Consolidate market and product feedback; work closely with Product Managers to inform roadmaps. • Partner with Marketing on German-language campaigns, content, and localization initiatives. • Coordinate with Support and Engineering to ensure a frictionless buyer experience. • Identify and onboard local channel/technology partners where it accelerates growth. • Process & Playbook Building • Document outreach sequences, discovery frameworks, and objection handling to scale what works. • Identify efficiency gaps in tooling/process and propose improvements. • Track and report KPIs (pipeline coverage, win rates, deal velocity, ARR won) and iterate on tactics.

🎯 Requirements

• Language: Native-level German and professional English. • Experience: 3–6+ years in B2B SaaS new business sales (hunter role), ideally selling to technical and business stakeholders. • Partners management: significant experience in developing and animating partners, like system integrators. • Track Record: Consistent achievement of new-logo ARR targets and closing multi-year deals. • Mindset: Entrepreneurial self-starter who loves the zero-to-one phase and thrives with autonomy. • Sales Skills: Confident in outbound prospecting, discovery, value selling, and complex negotiations. • Technical Curiosity: Comfortable discussing APIs/SDKs and technical integrations (you don’t need to code, but you enjoy understanding how things work). You are adjacent to the developers and technical team. You understand the software development process and who is who in the development team. • Tools: Proficient with CRM (HubSpot preferred), LinkedIn Sales Navigator, sequencing tools, and basic reporting. • Collaboration: Skilled at orchestrating internal stakeholders (Product, Marketing, Support) while keeping the customer at the center. • Network: an existing strong business network in the market is a big plus

🏖️ Benefits

• 30 vacation days – yes, you read that right! • Don’t leave your four-legged friends at home, our offices are pet-friendly. • 16 weeks parental leave—100% of your salary—for all new parents • Sabbatical opportunities after 2 years with the company. • 2,000 CHF annual training budget, including additional time off for courses or training. • Internal knowledge sharing & external coaching to further develop your professional and social skills. • Opportunity to participate in the PSOP - Phantom Stock Option Plan (terms & conditions apply).