Business Development Director - Europe

Vivoka; À distance; EUR 100 000 - 125 000; Plein temps

Résumé du poste

A leading Voice AI technology company in France is seeking a Business Development Director to create strategic partner relationships and drive growth in logistics software sales. The role requires significant B2B sales experience in warehouse automation along with strong communication and negotiation skills. The successful candidate will have autonomy to shape market strategy and work closely with internal teams, contributing to the company's growth while offering competitive compensation and performance-based incentives.

Prestations

Competitive base salary

Performance-based incentives

Flexible work environment

Opportunity to impact future solutions

Qualifications

• 5+ years B2B sales experience in warehouse automation or logistics software.
• Hands-on experience with warehouse mobile devices.
• Demonstrated ability to create new revenue opportunities.

Responsabilités

• Originate new partner opportunities through value discussions.
• Engage with decision-makers to uncover operational pain points.
• Maintain a clean partner pipeline in Pipedrive.

Connaissances

B2B sales experience

Communication skills

Negotiation skills

Proactive prospecting

Technical sales capability

Outils

CRM tools like Pipedrive

Mobile devices (Zebra, Datalogic)

Description du poste

About Us

At Vivoka, a French innovator in Voice AI technology, we build a white-label Voice AI platform used to power mission-critical workflows in logistics, field services, and healthcare - environments where reliability, performance, and ROI truly matter.

We sell our platform to logistics solution providers, system integrators, and 3PL service providers - enabling them to deliver more flexible, cost-effective, and modern solutions to their logistics customers, including warehouse operations and field-based workflows. Our platform is also adopted by large enterprise customers operating their own in-house technology and operations teams.

Learn more about Vivoka at www.vivoka.com.

The Opportunity

This is a new-business and partner development role, focused on creating a strong pipeline, opening strategic partner conversations, and driving deals from first contact through to signature. Success in this role depends on leading value-based discussions, uncovering operational challenges, and clearly demonstrating how Vivoka delivers measurable impact.

As a Business Development Director, you will play a pivotal role in driving Vivoka’s growth by building and developing strategic relationships across the logistics ecosystem. You’ll have a high degree of autonomy to develop the European market, working directly with Vivoka’s leadership, product, and technical teams.

This role is designed for someone with experience selling logistics software solutions particularly Warehouse Execution Systems (WES), Warehouse Management Systems (WMS), or applications running on mobile devices like those of Zebra Technologies.

You’ll report directly to our Chief Revenue Officer in France and collaborate closely with cross-functional teams to deliver tailored solutions.

Your Role

Responsibilities

• Originate and drive new partner opportunities from first contact through discovery, value definition, negotiation, and deal closure.
• Engage senior decision-makers and product leaders to uncover operational pain points and position Vivoka’s AI offering as a strategic platform, not a point solution.
• Partner Value & ROI - Lead discussions around operational gains and cost savings, clearly demonstrating how Vivoka’s voice AI platform enhances their offering and strengthens their value proposition to logistics end-customers.
• Negotiation & Relationship Development - Close high-impact partner deals with a focus on long-term collaboration, aligned go-to-market goals, and mutual growth.
• Strategic Partner Development – Proactively identify, engage, and develop new strategic relationships with logistics integrators, ISVs, and 3PLs.
• Cross-Functional Collaboration - Work closely with Product and Technical teams to scope integration requirements, uncover potential new market opportunities and coordinate with Marketing to support targeted outreach efforts.
• Pipeline Management & Forecasting - Maintain a clean, up-to-date partner pipeline in Pipedrive, and deliver reliable forecasts and market insights to the CRO.
• Partner Enablement & Feedback Loop - Ensure a smooth handoff to the Customer Success team for onboarding and support, and channel partner feedback internally to improve our product and partner experience.

  What Success Looks Like

  In the first 12–18 months, success in this role means:

  • You actively build a pipeline rather than wait for inbound leads.
  • You initiate conversations with new integrators, ISVs, and 3PLs and turn early interest into structured opportunities.
  • You lead value-based discussions that connect operational challenges to measurable outcomes.
  • You are comfortable opening doors, handling ambiguity, and progressing deals without a predefined playbook.
  • You close deals that contribute materially to ViVoka’s 3x growth.

  What You’ll Bring

  Required Experience

  • 5+ years of B2B sales experience in warehouse automation or logistics software, with a demonstrable track record of winning new logos and opening strategic accounts.
  • Deep familiarity with warehouse execution workflows ideally gained through direct engagement with 3PLs, system integrators, or logistics solution vendors.
  • Demonstrated ability to create new revenue opportunities through proactive prospecting and value-led selling, not account maintenance.
  • Hands-on experience selling or deploying solutions on warehouse mobile devices (e.g., Zebra, Datalogic, Newland), with an understanding of the application ecosystem and device constraints.
  • Strong technical sales capability, able to bridge commercial and technical discussions with both business stakeholders and solution architects.
  • Proven ability to win new accounts and grow strategic partnerships, especially with logistics software vendors, integrators, or automation solution providers.
  • Familiarity with structured sales methodologies and CRM tools (Pipedrive or equivalent).
  • Ability to work independently in a startup environment, with self-driven organization and reporting discipline.
  • Exceptional communication, value articulation, and negotiation skills.
  • Comfortable operating without an established brand, large inbound funnel, or predefined playbook.
  • Languages: French (C2), English (C1 required), German (strong plus).

  Desired Skills

  • Familiarity with AI, in particular Voice AI technologies, or related leading-edge innovations.
  • Familiarity with software technologies (mobile devices, Android, Linux, etc) and how they are delivered.
  • Background in white-label software licensing or platform partnerships.
  • Previous experience working with or selling to 3PLs or supply chain tech providers.
  • Experience running outbound sales cadences using tools such as Apollo, Outreach, or HubSpot Sequences.
  • Knowledge of other European languages (Spanish, Italian, Eastern European languages) is a plus.

  What We Offer

  • Impact: Help define the future of warehouse voice solutions in Europe in a fast growing company.
  • Autonomy: Run your territory with the freedom to drive your own strategy — as an employee or independent contractor.
  • Reward: Competitive base salary with performance-based incentives aligned to long-term value creation.
  • Culture: A fast-paced, entrepreneurial team where your work has a visible impact.
  • Flexibility: Remote-first role, with travel as needed.
  • Preferred locations: France or Germany. Open to exceptional candidates based elsewhere in Europe.

  Ready to transform logistics with Voice AI?

  If you have the background and mindset to lead business development in warehouse software and automation, we’d love to hear from you.

  Send your CV to: [e-mail]