Head of BD — Maritime B2B SaaS

TheMost.Pro; Helsinki; Hybrid; EUR 80 000 - 100 000; Full time

Job summary

A leading B2B SaaS company is seeking a Head of Business Development to expand its operations in the Nordic and Baltic regions. The role involves developing market strategies, managing customer acquisition, and leading a regional team. Ideal candidates have over 7 years in business development, proven success in high-value contracts, and familiarity with maritime operations. This position supports both remote and on-site work in Helsinki.

Qualifications

• 7+ years in B2B SaaS business development, growth, or sales leadership.
• Proven success in closing high-value enterprise contracts (€25k+) with long sales cycles.
• Experience working with maritime operators, ports, or government digital initiatives.

Responsibilities

• Lead regional market entry and go-to-market strategy development.
• Build relationships with ports, shipping operators, terminals, and maritime tech networks.
• Drive enterprise sales, pipeline creation, and customer acquisition.

Skills

B2B SaaS business development

Sales leadership

Negotiation skills

Stakeholder management

Fluent English

Job description

Overview

Location: Helsinki, Remote

We are seeking a Head of Business Development to drive the expansion of a B2B SaaS company providing essential software for maritime operations. The role focuses on developing the company’s footprint in the Nordic and Baltic regions, enabling ports, shipping lines, and terminals to optimize digital workflows, compliance, and operational efficiency.

Responsibilities

• Lead regional market entry and go-to-market strategy development.
• Build relationships with ports, shipping operators, terminals, and maritime tech networks.
• Drive enterprise sales, pipeline creation, and customer acquisition.
• Tune the value proposition and product positioning to local regulations and operations.
• Oversee lead management, sales conversion, and account growth.
• Monitor performance with KPIs and optimize regional strategies.
• Represent the company at maritime events and innovation forums.
• Recruit and guide a regional commercial team as adoption grows.

Requirements

• 7+ years in B2B SaaS business development, growth, or sales leadership.
• Proven success in closing high-value enterprise contracts (€25k+) with long sales cycles.
• Experience working with maritime operators, ports, or government digital initiatives.
• Familiarity with market entry and expansion in European Nordic/Baltic markets.
• Strong negotiation, partnership development, and stakeholder management skills.
• Fluent English; additional Nordic/Baltic languages advantageous.
• Hands-on, entrepreneurial, and results-focused approach.
• Flexible to undertake domestic and international travel to support market expansion.