Business Development Manager — Custom Software & AI Services

EthBerry; Tangerang; Hybrid; IDR 300,000,000 - 480,000,000; Full time

Benefits offered by this job

Full-remote work

14 paid vacation days

7 paid sick days

Public holidays in residence

Work from own laptop

Paid software licences

Competitive compensation

Job summary

EthBerry is seeking an experienced Business Development Manager to acquire international clients for custom software and AI services. This individual-contributor role owns the full sales cycle: defining target accounts, generating pipeline, engaging decision-makers, leading discovery, and coordinating commercial proposals with delivery and engineering specialists.

You will take qualified opportunities through negotiation and contract signature, remain involved through kickoff, and develop

Qualifications

• 3+ years of B2B sales or business development in software or IT services.
• Proven pipeline generation and closing track record.
• Experience managing full sales cycle from discovery to signature.
• Ability to discuss software delivery credibly with engineering teams.
• Strong written and spoken English for proposals and negotiations.
• Maintain disciplined CRM records and reliable forecasts.
• Ability to work independently in a distributed team.

Responsibilities

• Build a qualified pipeline through outbound, referrals, partnerships, communities, and events.
• Research target accounts and engage founders, product and engineering leaders.
• Lead discovery calls to define business problem, stakeholders, budget, and procurement.
• Collaborate with delivery and technical teams to define scope, estimates, options, and delivery models.
• Prepare and present proposals, statements of work, and terms.
• Own follow-up, objections, negotiation, and contract signature.
• Maintain accurate CRM records, pipeline stages, and forecasts.
• Handover engagements to delivery with expectations and support kickoff.
• Provide market signals back to EthBerry on positioning and offerings.

Skills

B2B sales

Pipeline generation

Sales cycle management

Software delivery knowledge

English communication

CRM discipline

Independent work

Tools

HubSpot

Pipedrive

Salesforce

LinkedIn Sales Navigator

Job description

Business Development Manager — Custom Software & AI Services

We are looking for an experienced Business Development Manager to acquire international clients for custom software and AI services. This is an individual-contributor role with direct ownership of the complete sales cycle: defining target accounts, generating pipeline, engaging decision-makers, leading discovery, and coordinating commercial proposals with delivery and engineering specialists. You will take qualified opportunities through negotiation and contract signature, remain involved during project kickoff, and develop expansion opportunities after delivery begins.

What you will do

• Build a qualified pipeline through targeted outbound, referrals, partnerships, professional communities, and selected events
• Research target accounts and engage founders, product leaders, engineering leaders, and decision-makers
• Lead discovery calls to establish the business problem, stakeholders, budget, timeline, procurement path, and delivery fit
• Work with delivery and technical specialists to define scope, assumptions, estimates, commercial options, and delivery models
• Prepare and present proposals, statements of work, and commercial terms
• Own follow-up, objection handling, negotiation, and contract signature
• Maintain accurate CRM records, pipeline stages, next steps, and forecasts
• Hand signed engagements to delivery with documented expectations and remain involved through kickoff and account development
• Feed client objections, win/loss findings, and market signals back into EthBerry's positioning and service offering

Required experience

• 3+ years of B2B sales or business development in custom software, IT services, technology consulting, digital agencies, or outsourcing
• Demonstrated success generating your own pipeline and closing new business
• Experience managing a complete sales cycle from prospecting and discovery to proposal, negotiation, and signature
• Ability to discuss software delivery credibly and conduct technical discovery together with engineering specialists
• Strong written and spoken English for client communication, proposals, and negotiations
• Experience maintaining disciplined CRM records and reliable forecasts
• Ability to work independently in a distributed team and coordinate stakeholders across sales and delivery

Useful, not required

• Experience selling AI, cloud, fintech, mobile, or product-development engagements
• Understanding of time-and-materials, fixed-price, and dedicated-team delivery models
• Experience with HubSpot, Pipedrive, Salesforce, LinkedIn Sales Navigator, or equivalent tools

What we offer

• Full-remote work with a flexible schedule outside agreed client and team overlap
• 14 paid vacation days and 7 paid sick days per year
• Official public holidays in your country of residence in addition to the paid days above
• Work from your own laptop; EthBerry provides the project accounts and paid software licences required for the role
• Compensation agreed individually based on relevant experience and demonstrated results
• Direct access to delivery and technical specialists during discovery, scoping, and proposal preparation
• The contract does not include health insurance, company hardware, or office-based benefits

Hiring process

• Application review
• HR screening — 30 minutes. We discuss relevant experience, English, availability, contractor terms, and expectations
• Deal-history interview — 60 minutes. You walk through one closed opportunity and one lost opportunity, including sourcing, qualification, stakeholders, objections, commercial structure, and outcome
• Live discovery role-play — 60 minutes. We provide the scenario during the call; no take-home preparation is required
• Final cultural-fit interview — 30 minutes