Business Development Manager, Corporate

iDeals; Warszawa; On-site; PLN 250,000 - 450,000; Full time

Benefits offered by this job

Home workplace budget

Co-working expense coverage

Individual IT budget

AI-powered tools

Training and development budget

Wellness budget

Annual leave 26 days

Internal mobility opportunities

Job summary

Ideals is seeking a Business Development Manager / Enterprise Account Executive in Warsaw to drive new logo acquisitions and expand existing enterprise relationships across industries including energy, pharma, biotech, and telecom.

As a quota-carrying strategist, you will navigate multi-month sales cycles, present compelling business cases, and guide clients through procurement, security, and legal steps. Interviews are conducted in English, and the role offers top-tier enablement and tools.

Qualifications

• Proven track record of quota-carrying success in B2B sales, with enterprise deals.
• Experience selling to C-level executives and navigating multi-threaded orgs.
• Strong consultative selling methodologies and discovery discipline.
• Bachelor's degree and fluency in English; Polish is a plus.

Responsibilities

• Proactively build and manage a pipeline focused on new enterprise logos.
• Conduct solution-based sales engagements, including executive meetings and demos.
• Maintain white space analysis and upsell/cross-sell within existing accounts.
• Develop business cases quantifying ROI and value for CXOs.
• Structure and close complex deals through procurement and security steps.
• Navigate enterprise politics and maintain CRM activity and forecasts.
• Provide product feedback and collaborate with Success, Marketing, and Inbound Sales.

Skills

B2B sales

Enterprise sales

C-level engagement

Consultative selling

MEDDIC/SPIN/Challenger

CRM proficiency

Polish (Native)

English proficiency

Education

Bachelor's degree

Tools

CRM tools

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 through the acquisition of new strategic enterprise accounts and the expansion of existing ones. You will act as an impactful industry expert, generating demand, navigating complex 6- to 9-month sales cycles, and displacing incumbents by utilizing deep discovery and consultative selling frameworks.

Please note that all interviews will take place 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 ROIs
• 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)
• 4-year university degree (bachelor's)
• 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
• 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

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

Equal opportunity employer

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.