Senior Business Development Manager

InPost UK; Wideopen; On-site; GBP 70,000 - 110,000; Full time

Job summary

InPost UK is seeking a Senior Business Development Manager to lead the full new business cycle for large retail and e‑commerce accounts. You will identify high‑value prospects, sign commercial agreements, and go live, operating at director/Head‑of level with multi‑stakeholder processes.

You will advocate for out‑of‑home delivery as a strategic lever, educate senior buyers on the InPost proposition, and structure deals that reflect client scale and ambition.

Qualifications

• Significant experience in B2B and B2C field sales to large retail or e‑commerce.
• Proven track record of consistently exceeding new business targets at a senior or large-account level.
• Experienced in managing complex, multi-stakeholder sales processes within large retail organisations.
• Well versed in commercial negotiation of significant contracts, including bespoke commercial structures (2+ years).
• Confident CRM user — Salesforce or Microsoft Dynamics preferred.
• Full UK driving licence.

Responsibilities

• Generate a strong, qualified pipeline of large retail and e‑commerce prospects through field outreach, networking, referrals, and market analysis.
• Lead complex, multi-stakeholder sales processes from opportunity identification through to commercial agreement and client go‑live.
• Build and sustain senior‑level relationships across logistics, ecommerce, marketing, and payments functions within large retail organisations.
• Prepare commercially sophisticated, tailored offers — conducting high-stakes negotiations and structuring bespoke deals that reflect client scale.
• Monitor competitor activity and market trends, proactively feeding intelligence into commercial strategy and sharing insights with the wider team.
• Identify upsell opportunities across InPost's product portfolio during onboarding and initial go‑live with new clients.
• Coach and mentor BDMs, sharing deal learnings and best practice to raise the team's capability.
• Maintain accurate pipeline and CRM data, and deliver sales performance reports against targets.

Skills

B2B sales

Large account management

CRM (Salesforce or Dynamics)

Negotiation

PowerBI

MS Office

AI tools (Claude, Gamma)

UK driving licence

Tools

PowerBI

MS Office

AI tools

Job description

Want to be part of a UK hub, in a global business that is scaling rapidly, evolving fast and radically changing the decades-old delivery universe? If so, read on, as we’re looking for a Senior Business Development Manager to join our Commercial team!

Our mission? To switch up the status quo and become the UK’s leading out-of-home business. With a fast-growing network of thousands of smart lockers, hundreds of leading retail partners and the launch of our transformative Send service, we’re bringing freedom to anyone with a parcel.

At InPost UK, we’re building an unparalleled group of talent that’s committed to help us power our mission to reshape the way parcels move, and redefine eCommerce logistics. Our team is packed full of top-notch experts in e-commerce, technology, scale-up growth, sustainability, logistics and supply chain. We’re a passionate bunch with high ambition – we collaborate, innovate, support each other, and leave egos at the door.

About The Role

Out-of-home delivery is reshaping the way people shop — and InPost is leading that shift across the UK. We’re looking for a Senior BDM who doesn’t just fill a pipeline, but builds one with purpose: targeting the biggest retail and e-commerce names, navigating complex deals at director level, and closing agreements that genuinely move the needle on our B2C growth.

Hunt & Win

Own the full new business cycle for large retail accounts — from identifying high-value prospects to signing commercial agreements and going live. You'll operate at director and Head-of level, navigating multi-stakeholder processes with confidence.

Challenge & Convert

Advocate for out-of-home delivery as a genuine strategic lever for retailers. You'll challenge the status quo, educate senior buyers on the InPost proposition, and structure deals that reflect the real scale and ambition of each client.

Lead & Elevate

Act as a senior commercial voice in the team — sharing market intelligence, mentoring BDMs, and contributing to InPost's go-to-market strategy for the large retail segment. Your deal learnings become the team's playbook.

What You’ll Be Doing

• Generate a strong, qualified pipeline of large retail and e-commerce prospects through field outreach, networking, referrals, and market analysis.
• Lead complex, multi-stakeholder sales processes from opportunity identification through to commercial agreement and client go-live.
• Build and sustain senior-level relationships across logistics, e-commerce, marketing, and payments functions within large retail organisations.
• Prepare commercially sophisticated, tailored offers — conducting high-stakes negotiations and structuring bespoke deals that reflect client scale.
• Monitor competitor activity and market trends, proactively feeding intelligence into commercial strategy and sharing insights with the wider team.
• Identify significant upsell opportunities across InPost's product portfolio during the onboarding and initial go-live phase with new clients.
• Coach and mentor BDMs, sharing deal learnings and best practice to raise the collective quality of commercial conversations across the team.
• Maintain accurate, insight-rich pipeline and CRM data, and deliver timely sales performance reports against targets.

What We Need From You

We’re looking for people who are ready for a fast paced environment, get their kicks out of problem solving and can balance getting today’s stuff done, whilst building for the future. We’re looking for people with drive and natural curiosity – who want to do things differently. And do them brilliantly.

Essential Experience

• Significant experience in B2B and B2C field sales or business development, selling services to large retail or e-commerce businesses
• Proven track record of consistently exceeding new business targets at a senior or large-account level
• Experienced in managing complex, multi-stakeholder sales processes within large retail organisations
• Well versed in commercial negotiation of significant contracts, including bespoke commercial structures (2+ years)
• Confident CRM user — Salesforce or Microsoft Dynamics preferred
• Full UK driving licence

Valued Experience

• Background in parcel delivery, logistics, payments, or e-commerce service provision
• Strong existing network of senior contacts across UK large retail or e-commerce
• Experience contributing to go-to-market strategy, segment targeting, or value proposition development
• Comfortable in a scale-up environment — fast-moving, high-growth, and occasionally ambiguous
• Sales methodology certification (e.g. Challenger Sale)
• Additional European language — beneficial but not required

Commercial Skills

• Advanced pipeline generation and strategic account pursuit at director level
• Ability to structure bespoke commercial solutions and address sophisticated objections
• Highly compelling, customised presentations to C-suite and director audiences
• Analytical, data-oriented approach — uses frameworks and insight to drive strategy
• Proficiency in MS Office, PowerBI, and AI tools (Claude, Gamma)

The InPost Process

We pride ourselves on our candidate experience. We want to make this as straightforward as possible, for you and for us! We will try our best to get back to you within a few days to let you know if we’d like to take you to the first stage. This normally involves a 20 minute chat with our Talent Team. If we both feel the connection, you’ll then go through another one or two stages, depending on the level of the role.

At InPost, we love uniqueness. Our strength is our people.

We strive to create an open, equal, inclusive environment in which everyone has the opportunity to flourish and be themselves.