Business Development Executive

FOTC; Polska; Hybrid; PLN 180,000 - 290,000; Full time

Benefits offered by this job

Compensated days off (up to 31)

UNUM group insurance

Private medical care and sport card

Remote or hybrid from offices in Wrocl

Company retreats

Company equipment provided

Job summary

FOTC is hiring for a strategic B2B sales role in Poland, offering 100% remote or hybrid work from our offices in Wrocław, Warsaw or Szczecin. You will lead end-to-end sales to Mid-Market and Enterprise clients, building a strong pipeline and engaging C-level and IT decision-makers.

You will manage tenders, collaborate with presales, and expand our footprint in the Polish market while meeting quarterly KPIs and driving growth with Google Cloud and Workspace solutions.

Qualifications

• You already have experience in B2B sales and independently managing multi-stage sales cycles.
• You are a strong hunter who proactively acquires new clients and delivers results.
• You understand consultative selling and tailor value propositions to client needs.

Responsibilities

• Consultative and Advisory Selling: manage end-to-end complex sales for Mid-Market and Enterprise clients.
• Active Pipeline Building: generate leads via outbound, networking, referrals, events, and your network.
• Sales Opportunity Qualification: assess potential, needs, budgets, and deal velocity; prioritize the pipeline.
• C-Level and IT Collaboration: present tailored value propositions to C-level and IT directors; build long-term relationships.
• Tenders and Bidding Processes: lead and coordinate tender, RFI, and RFP processes.
• Client Handover: ensure seamless handover to account management/delivery teams.
• Market Development: identify new segments and use cases; provide market feedback.

Skills

Hunter mindset

B2B sales experience

C-Level/IT outreach

CRM management

Negotiation & presentations

Independent, self-organized

Tools

Pipedrive

Job description

We’re FOTC- a team of cloud enthusiasts helping companies get the most out of Google Cloud and Google Workspace. Whether it's moving to the cloud, building smarter workplaces, using AI, or just making everyday work easier-we're here for it.

We’ve been around for over 10 years, and in that time we’ve worked with more than 6,500 companies in 50+ countries. Big names, small teams, startups, scaleups-you name it. From our offices in Wrocław, Warsaw and Szczecin- or from wherever we’re working remotely-we help businesses grow with the right tech.

We’re a Google Cloud Premier Partner, but more than that -we’re people who genuinely like solving problems, testing new ideas, and turning complex stuff into simple solutions.

What we believe in

We believe work should make sense — not just on paper, but in real life. That means innovation, partnership, responsibility, flexibility & adaptation, transparency, and a team you can count on. We support each other, share what we know, and celebrate wins (big and small).

If you're someone who likes figuring things out, isn’t afraid to take initiative, and wants to work with tech that actually makes a difference-you might just find your place with us.

Because at FOTC, it’s not just about cloud. It’s about people.

The ideal candidate has their own network of contacts built over the years in the Mid-Market and Enterprise segments, as well as proven methods for effectively reaching key decision-makers on the client side. You know how to open doors to large organizations, initiate C-Level and IT-level conversations, and consistently turn them into real sales opportunities.

Your responsibilities will include

• Consultative and Advisory Selling: Driving end-to-end complex consultative sales processes for Mid-Market and Enterprise clients (new business acquisition).
• Active Pipeline Building:Generating leads via outbound, networking, referrals, industry events, and leveraging your own network of contacts.
• Sales Opportunity Qualification: Assessing client potential, business needs, decision-making processes, budgets, and deal velocity, as well as effectively prioritizing your pipeline.
• C-Level and IT Collaboration: Presenting tailored value propositions to C-level executives and IT directors, and building strong, long-term business relationships.
• Tenders and Bidding Processes: Actively leading and coordinating sales operations within tender, RFI, and RFP processes.
• Client Handover: Ensuring a seamless handover of acquired clients to the account management/delivery team.
• Market Development: Identifying new segments, use cases, and sales opportunities, while providing the organization with market feedback regarding clients, competitors, and our product offerings.

Who we are looking for

• You already have experience in B2B sales and independently managing multi-stage sales cycles.
• You possess a strong hunter mindset: you enjoy acquiring new clients, are proactive, consistent, and results-driven.
• You have a deep understanding of consultative selling: you know how to listen, ask the right questions, analyze client needs, and craft compelling value propositions based on those insights.
• You are a confident business communicator: skilled in delivering presentations, conducting negotiations, and talking with decision-makers.
• You are highly self-organized: you work independently, systematically manage your pipeline and CRM, and ensure timely follow-ups and accurate data.
• Languages: Native/fluent Polish and English at a minimum B2 level, allowing for fluent business communication.

You don't have to be a Google Expert! We don’t expect you to be an expert in Google Workspace or cloud technologies right from day one. We provide comprehensive product and technical onboarding, along with support from our internal experts, so you can quickly get up to speed with the solutions we sell.

Nice to have

• Experience in selling Google Workspace, Google Cloud, or Gemini Enterprise solutions.
• Experience collaborating with a major technology vendor.
• Experience selling projects related to AI, automation, data, or cybersecurity.
• Experience leading public tenders or large enterprise procurement processes.
• Familiarity with Pipedrive and prospecting/sales intelligence tools.

What else is worth knowing?

• Quarterly KPIs and Targets: We operate on clearly defined goals evaluated on a quarterly basis.
• Partnership with Google: As a Google Cloud Premier Partner, we work directly with Google teams, whose support you can leverage throughout your sales processes.
• Expert Support:Your role is to lead sales and manage client relationships. For technical matters, you can count on full support from our Presales and Tech teams.

Recruitment process

Stage 1: Connect & Discover

An initial conversation with a recruiter to learn about your experience, working style, and expectations. We’ll also share how sales works at FOTC, the types of clients we serve, our direction for growth, and what we expect from this role.

Stage 2: Deep Dive Sales Meeting

A 60-minute Google Meet session focused entirely on sales: your approach to prospecting, pipeline building, client conversations, negotiations, and closing deals. We will review real examples from your career and openly discuss our KPIs, goals, and expectations. This stage may also include a sales conversation simulation to assess your practical skills.

We offer

• B2B contract
• compensated days without service delivery obligation (up to 31!)
• UNUM group insurance
• private medical care and sport card
• 100% remote or hybrid from our office in Wrocław, Warsaw or Szczecin
• company retreats abroad or in Poland once a year (bonding time, yeah!)
• company equipment provided