Business Development Team Lead

Qogita; Amsterdam; On-site; EUR 60,000 - 80,000; Full time

Benefits offered by this job

Hybrid work flexibility

Equity package

Pension contributions

Learning & development budget

Dog-friendly offices

Home-office setup package

Annual company offsite

26 days annual leave + 4 personal days

Job summary

Qogita in Amsterdam is seeking a Commercial Leader to own customer acquisition across Europe, leading SDRs, BDRs and AEs. You will shape the acquisition engine and drive end-to-end pipeline from first contact to close.

You will partner with Growth, Product, Operations, and Marketing to scale Europe, set targets, analyze pipeline data, and hire and onboard a high-performing team. The role blends leadership, strategy, and hands-on execution in a fast-growing B2B tech company.

Qualifications

• 3–6 years in B2B sales or commercial roles in tech.
• Experience leading, coaching, or mentoring a sales team with concrete examples.
• Proven track record of hitting or exceeding targets.
• Experience designing sales tactics or processes that improved performance.
• Strong analytical approach using pipeline data to direct effort.
• Hands-on with a modern CRM such as HubSpot and CRM discipline.
• Stakeholder management across Growth, Product, and Marketing.

Responsibilities

• Lead, coach, and develop SDRs, BDRs, and AEs, setting clear expectations and high performance.
• Own the team's commercial number - new buyers, conversion rate, and deal size, reporting to Head of Business Development.
• Drive weekly 1:1s, call reviews, and deal reviews with actionable feedback.
• Set pipeline management and CRM discipline standards for the team.
• Own hiring and onboarding for the team, ramping reps quickly.
• Identify performance gaps, test tactics, and improve processes and reporting.
• Turn wins and losses into repeatable messaging and best practices.
• Partner with Growth, Product, Operations, and Marketing to remove blockers and feed insights.

Skills

Leadership

Team development

Analytical mindset

CRM discipline

Pipeline management

Strategic thinking

Stakeholder alignment

B2B sales experience

Tools

HubSpot

Job description

The role

You're a commercial leader who owns customer acquisition across Qogita's European markets. You'll lead a team of SDRs and AEs, own the commercial results, and shape how Qogita scales its acquisition engine across Europe. The Business Development team owns acquisition end to end - from first contact through to close - and partners with Growth, Product, Operations, and Marketing to convert Qogita's European pipeline into new buyers.

What You'll Do

• Team leadership: Lead, coach, and develop a team of SDRs, BDRs, and AEs, setting clear expectations and holding the team accountable to a high-performance standard.
• Commercial ownership: Own the team's commercial number - new buyers acquired, conversion rate, and average deal size - reporting to the Head of Business Development on results, pipeline health, and priorities.
• Performance management: Drive output through weekly 1:1s, call reviews, and deal reviews, giving direct feedback that moves individual and team performance.
• Sales execution: Set the standard for pipeline management, CRM discipline, and consistent follow-up, ensuring high-quality execution across the team.
• Hiring and onboarding: Own hiring and onboarding for the team, ramping new reps quickly and building bench strength as the function scales.
• Strategy and improvement: Identify performance gaps, test new tactics, and improve the processes, tooling, and reporting that accelerate customer acquisition.
• Playbook development: Turn wins, losses, and market learnings into repeatable messaging, processes, and best practices the team executes against.
• Cross-functional collaboration: Partner with Growth, Product, Operations, and Marketing to remove blockers and feed customer and market insight back into the business.

What You'll Bring

• 3–6 years in B2B sales or commercial roles, including time in a fast-moving, tech-driven environment.
• Direct experience leading, coaching, or mentoring a sales team, with concrete examples of reps you've developed.
• A consistent track record of hitting or exceeding commercial targets.
• Experience designing and rolling out sales tactics or processes that measurably improved commercial performance.
• A strong analytical approach - comfortable using pipeline and conversion data to direct where the team spends its time.
• Hands-on with a modern sales CRM such as HubSpot, and able to hold a team to CRM discipline.
• Stakeholder management skills - able to align Growth, Product, and Marketing on shared acquisition goals without formal authority.

Perks & Benefits

• Base salary: €60,000 – €80,000 (depending on experience) + commission plan designed to reward results
• 26 days of annual leave + 4 personal days
• Attractive equity package
• Pension contributions
• Annual learning & development budget
• Office-led culture with hybrid flexibility
• Dog-friendly offices
• Home-office setup package
• Office socials and annual company-wide offsite

Who we are

Qogita [Ko-gi-ta] is revolutionizing wholesale procurement. We provide a one-stop shop for branded products, available in a single click at competitive prices. Our vision is to build the world's leading global wholesale trading hub, empowering efficient distribution of goods. We didn't just improve wholesale - we reinvented it.

We're one of the fastest-growing B2B companies globally, backed by top investors behind companies like Facebook, Etsy, and Shopify.

Our tight-knit, highly motivated team thrives on curiosity and impact. Everyone contributes hands-on, takes initiative, and drives results. We value a strong work ethic, smart prioritization, and a relentless focus on excellence.