Business Development Manager (Corporate)

Ideals; Warszawa; On-site; PLN 180,000 - 260,000; Full time

Benefits offered by this job

Home workplace budget

Co‑working expense coverage

Individual IT budget

AI‑powered tools

Ideals Academy access

Healthcare benefits

26 days annual leave

Job summary

Ideals in Warsaw seeks a Business Development Manager / Enterprise Account Executive to sell our VDR to large enterprises across industries. You will own new logo acquisition and expand existing accounts, guiding 6–9 month cycles and displacing incumbents with consultative discovery.

You will conduct executive meetings, deliver ROI‑driven business cases, and collaborate with Customer Success, Marketing, and Inbound Sales to maximize revenue. Fluent Polish and English are required.

Qualifications

• 4–7 years of demonstrable quota‑carrying success in B2B sales.
• Proven track record in lengthy or complex enterprise sales cycles.
• Direct selling to C-level executives (CxOs) in large enterprises.
• Strong knowledge of consultative sales methodologies (MEDDIC/CHALLENGER/SPIN).
• Exceptional business communication and executive storytelling.
• High learning agility, analytical thinking, and commercial curiosity.
• High AI fluency and advanced CRM tracking skills.
• University degree (bachelor’s or above).
• Native Polish with advanced English (C1+).

Responsibilities

• Proactively build and manage a pipeline of new strategic enterprise accounts (new logos).
• Conduct solution‑based sales engagements with client meetings and product demonstrations.
• Maintain white space analysis and upsell/cross‑sell within existing base.
• Develop and deliver business cases showing ROI and cost of inaction.
• Structure, negotiate, and close complex deals with procurement, security, and legal teams.
• Navigate enterprise politics and cultivate relationships with C‑Suite executives.
• Track activities in CRM and forecast mid‑ to long‑term revenue.
• Provide customer feedback to product, and collaborate with success, marketing and inbound sales.

Skills

Quota carrying

Enterprise sales

C-level selling

Consultative selling

Executive storytelling

AI fluency

CRM tracking

Polish native

English proficiency

Education

Bachelor's degree

Job description

Get to know us

Ideals is a global B2B SaaS product company recognized as the most highly rated and customer‑centric brand in the secure business collaboration market. Trusted by over 2,000,000 users from 300,000 companies globally, we help people run high‑stakes processes and make important decisions with less stress, higher quality, and shorter hours.

Ideals Virtual Data Room (VDR): Secure document sharing and collaboration for due diligence, fundraising, corporate reporting, licensing, clinical trials, and other complex transactions.

The role

To support the rapid expansion of the Ideals VDR line of business in Poland, we are looking for a Business Development Manager / Enterprise Account Executive based in Warsaw to focus on our Corporate segment. Unlike our advisory‑focused motions, you will sell directly to a wide variety of enterprise corporations across diverse industries (such as energy, pharma, biotech, and telecommunications).

As a quota‑carrying strategic seller, your primary goal will be to grow sales and revenue by acquiring new strategic enterprise accounts and expanding existing ones. You will act as an industry expert, generate demand, navigate complex 6‑ to 9‑month sales cycles, and displace incumbents by using deep discovery and consultative selling frameworks.

Why Ideals?

• Market‑leading position: 18+ years in the VDR business, powering 10%+ of global M&A activity, with a 31% CAGR against competitors’ 11%
• Mature high‑trust sales org: Ideals ranks in the top 10% of over 15,000 sales organizations on RepVue, as rated by sales professionals. Expect strong Sales Enablement, RevOps, Marketing support, and a structured onboarding ramp.
• Real growth trajectory: Profitable and bootstrapped, with 5x revenue growth and unicorn status targeted in the next five years.

What you will do

• Proactively build and manage a pipeline focused on the acquisition of new strategic enterprise accounts (new logos)
• Conduct solution‑based sales engagements, including client meetings, executive presentations, and product demonstrations (face‑to‑face and virtual)
• Maintain "White Space" analysis and execute strategic initiatives to upsell and cross‑sell within the existing customer base
• Develop and deliver comprehensive business cases that quantify the cost of inaction and address customer priorities, pain points, and ROI
• Structure, negotiate, and close complex deals, guiding corporate clients step‑by‑step through enterprise procurement, security compliance, and legal processes
• Orchestrate multi‑threading strategies to navigate enterprise politics, establishing strong relationships with C‑Suite executives and key stakeholders across various verticals
• Keep an accurate track record of personal sales activities in the CRM, including methodical mid‑ and long‑term forecasting
• Provide relevant customer feedback to the product development team and collaborate with Customer Success, Marketing, and Inbound Sales to maximize revenue and customer satisfaction

What you bring

• 4–7 years of demonstrable quota‑carrying success in B2B sales
• Proven track record of managing lengthy or complex enterprise sales cycles
• Significant experience selling directly to C‑level executives (CxOs) and multi‑threading within large enterprise organizations
• Clear understanding of, and practical experience with, consultative sales methodologies (e.g., MEDDIC/MEDPIC, SPIN, Challenger)
• Exceptional business communication skills, enabling you to execute executive storytelling, challenge the status quo, and handle complex contracting negotiations
• High learning agility, analytical thinking, and commercial curiosity to quickly grasp the nuances of various corporate industries
• High AI fluency and advanced CRM tracking skills
• University degree (bachelor’s, equivalent level or above)
• Native‑level proficiency in Polish with advanced English (C1+ level)

Nice to have

• Fluency in an additional language
• Background in SaaS, financial technology, or information security sectors
• Familiarity with enterprise M&A use cases and corporate compliance workflows

Our assessment process

• Screening call with the Talent Acquisition Specialist (45 mins)
• Hiring Manager interview & Cold Call Role‑Play (60 mins)
• Discovery Role‑Play Presentation with the Hiring Manager (60 mins - requires preparation beforehand to build a business case for a target Fortune 500 company)
• Competency‑based interview (CBI) (75 mins)

What we offer

We highly value our people, so we will empower you with all the resources and support to help you reach your full potential.

For your best work

• Home workplace budget
• Co‑working expense coverage
• Individual IT budget for extra equipment
• Top‑tier tech and AI‑powered tools

For your growth

• Access to Ideals Academy with numerous courses
• Investment in external learning and development activities
• Guidance in Personal Development Plan creation
• Professional literature and subscriptions coverage
• Support of your passion as a speaker or writer
• Internal talent mobility opportunities

For your well‑being

• Medical Subscription via LUX MED and an additional wellness budget for your physical and mental health
• Funding for sports competitions
• Paid health‑related time‑off
• 26 business days of annual leave

Extra perks

• Budget for local gatherings in global locations
• Generous internal referral program

Our culture

Commitment, Excellence, Collaboration, Trust and Care are core values to the Ideals team. For us, these are the principles that every Idealer lives and breathes. We are on the lookout for like‑minded individuals who share our values. By doing so, we are able to create a team where talents feel at ease and are able to work to the best of their abilities.

Discover more

Ideals is an equal opportunity employer

Ideals is made up of people from a wide variety of backgrounds and lifestyles. We embrace diversity and invite applications from people from all walks of life. We don’t discriminate against employees or applicants based on gender identity or expression, sexual orientation, race, religion, age, national origin, or citizenship.