Alibaba.com-Regional Business Development Manager-AI GTM

Alibaba.com; Województwo mazowieckie; On-site; PLN 180,000 - 300,000; Full time

Job summary

Accio Work is hiring a Business Development Manager to lead its GTM in Poland. You will build partnerships with local e-commerce platforms, establish a channel network, and drive local customer growth across the CEE region.

Define the go-to-market approach for your territory, build partner infrastructure, and convert relationships into measurable customer growth. Fluency in Polish and English is required, with a proven track record in B2B SaaS or cross-border trade tech.

Qualifications

• 3–5+ years of experience in business development, partnerships, or sales in B2B SaaS, e-commerce, or cross-border trade tech.
• Experience with local e-commerce platforms and partners.
• Proven track record of building partnerships or channel networks from scratch.
• Native or business-fluent Polish + English.
• Excellent negotiation and relationship-building skills with senior stakeholders (C-level, platform heads).
• Self-starter: comfortable with ambiguity in a fast-growing, early-stage market environment.

Responsibilities

• E-commerce platform partnerships: identify, prioritise, and secure partnerships with platforms, marketplaces, and associations in CEE.
• Channel network building and manage relationships with local associations: design and build a channel network of agencies, consultants, resellers, and SaaS partners.
• Local customer growth: drive net-new customer acquisition through direct outreach, partner-led demand generation, events, and community building.

Skills

Polish

English

Negotiation

Relationship building

B2B sales

Job description

We are hiring a Business Development Manager to lead Accio Work’s GTM in Poland. You will be the face of Accio Work in CEE Region— responsible for:

• Building partnerships with local e-commerce platforms, marketplaces, eco-system partners
• Establishing a channel and reseller network
• Growing the local customer base for Accio Work
• Build the local market impact

You will define the go-to-market approach for your territory, build the partner and channel infrastructure, and convert relationships into measurable customer growth.

Key Responsibilities

1. E-commerce Platform Partnerships

• Identify, prioritise, and secure partnerships with e-commerce platforms, marketplaces, and industry associations across CEE
• Negotiate partnership agreements that create win-win value: co-marketing, joint customer acquisition, and product integrations
• Manage the full partner lifecycle — from outreach and onboarding to co-execution and renewal
• Act as the single point of contact for strategic platform partners

2. Channel Network Building and Manage Relationship with Local Assoication

• Design and build a channel network (agencies, consultants, resellers, SaaS partners, and industry communities) for Accio Work in CEE
• Recruit, enable, and support channel partners with training, sales collateral, and joint pipeline development
• Establish partner performance tracking and incentive mechanisms
• Build a repeatable channel playbook that can scale to other European markets

3. Local Customer Growth

• Drive net-new customer acquisition for Accio Work through a combination of direct outreach, partner-led demand generation, events, and community building
• Build a strong local pipeline: identify high-potential segments (e-commerce sellers, wholesalers, agencies, and growing businesses), prioritise them, and convert them through value-based selling
• Support the full sales cycle of local partners — discovery, demo, negotiation, and closing
• Gather local market intelligence (competitor landscape, customer needs, buying behaviour) and feed it back into product and marketing strategy

Must-Haves

• 3–5+ years of experience in business development, partnerships, or sales, ideally in B2B SaaS, e-commerce, or cross-border trade technology
• Ideally have experience and connection with local E-commerce platforms & the partners of them
• Proven track record of building partnerships and/or channel networks from scratch
• Native or business-fluent Polish +English is must to have
• Excellent negotiation and relationship-building skills, with the ability to work with senior stakeholders (C-level, platform heads)
• Self-starter: comfortable with ambiguity in a fast-growing, early-stage market environment

Nice-to-Haves

• Experience with AI tools or AI-powered SaaS products
• Experience working in a cross-border or international team (e.g., with a China or global HQ)
• Familiarity with Alibaba.com, Amazon, Shopify, or other major e-commerce platforms from a seller or partner perspective