Business Development Manager (Corporate)

Ideals; Town of Poland (NY); On-site; USD 64,000 - 97,000; Full time

Job summary

Ideals is expanding its VDR business in Poland, and we are hiring a Business Development Manager / Enterprise Account Executive based in Warsaw to sell directly to a range of enterprise clients.

As a quota-carrying seller, you will lead long 6–9 month cycles, engage C‑suite buyers, present strategic value, and drive revenue by acquiring new logos and expanding existing relationships. Interviews will be in English, and a CV in English is requested.

Qualifications

• 4–7 years of quota-carrying success in B2B sales.
• Proven track record managing lengthy or complex enterprise sales cycles.
• Experience selling to C-level executives and multi-threading within large enterprises.
• Familiarity with consultative sales methodologies (MEDDIC/MEDPIC, SPIN, Challenger).
• Strong business communication and negotiation skills.
• High learning agility and commercial curiosity.
• University degree (bachelor’s or above).
• Native-level Polish with advanced English (C1+).

Responsibilities

• Proactively build and manage a pipeline of new strategic enterprise accounts (new logos).
• Conduct solution-based engagements with client meetings, executive presentations, and product demonstrations (in person and virtual).
• Maintain white space analysis and upsell/cross-sell within existing customers.
• Develop business cases addressing customer ROI and priorities.
• Structure, negotiate, and close complex deals through enterprise procurement and security processes.
• Navigate enterprise politics and build relationships with C-Suite and stakeholders across industries.
• Keep accurate CRM activity records and forecast mid- and long-term sales.
• Provide customer feedback to product, CS, Marketing, and Inbound Sales to maximize revenue and satisfaction.

Skills

Quota-carrying sales

C-level engagement

Consultative selling

CRM proficiency

Communication skills

English proficiency

Polish proficiency

Education

Bachelor’s degree or higher

Tools

CRM software (e.g., Salesforce)

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.

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 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)