Business Development Manager (Corporate)

Idealsvdr; Warszawa; Hybrid; PLN 180,000 - 240,000; Full time

Job summary

Ideals is hiring a Business Development Manager / Enterprise Account Executive in Warsaw to drive growth in the Corporate segment. You will sell directly to enterprise accounts across industries, manage a multi-month sales cycle, and work with legal and security teams to close complex deals.

English interviews and an English CV are required. You will build a robust pipeline, conduct executive-level engagements, and collaborate with marketing, CS and inbound sales to maximize revenue and customer

Qualifications

• Proven track record in B2B sales with quota responsibility.
• Experience selling to C-level executives in large organisations.
• Strong consultative selling skills and formal methodologies.
• Excellent communication, storytelling and negotiation abilities.
• High learning agility and strategic thinking for enterprise deals.
• Advanced CRM usage and accurate forecasting.

Responsibilities

• Build and manage a pipeline focused on new strategic enterprise accounts.
• Lead solution-based engagements with meetings, exec presentations and demos.
• Upsell and cross-sell within existing customers through white space analysis.
• Develop business cases addressing ROI and customer priorities.
• Structure, negotiate and close complex enterprise deals.
• Navigate enterprise politics and engage C-Suite stakeholders.
• Maintain accurate CRM activity and long-term forecasting.
• Provide customer feedback to product, CS, marketing and inbound sales.

Skills

B2B sales

C-level selling

MEDDIC

SPIN selling

Executive storytelling

CRM tracking

Polish (native)

English proficiency

Education

University degree

Tools

CRM software

Job description

Business Development Manager (Corporate)

Poland

Key Accounts

Hybrid

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.

Please note that all interviews will take place in English. Please provide a copy of your CV in English.

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 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

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