Business Development Manager

Your responsibilities:

• Growing sales through partners: You actively work with partners’ sales teams to turn their customer base and business relationships into new sales opportunities for Welyo.

• Building partner-attributed pipeline: Together with the partner’s sales reps, you identify customers who match Welyo’s ICP and develop a quality pipeline. You don’t just wait for ready-made leads - you help generate them.

• Activating partner sales reps: You build a regular rhythm of collaboration with partners’ sales reps and managers —portfolio reviews, lead identification, opportunity follow-ups, and joint customer meetings.

• Discovery and qualification: You lead business conversations, identify the customer’s real problems, and assess sales potential against our ICP.

• Managing sales opportunities: You coordinate collaboration between the customer, the partner’s sales rep, and Welyo teams, keeping track of next steps, owners, and deadlines.

• Co-selling with partners: You lead or co-lead discovery, presentations, demos, workshops, proposals, and the activities that lead to closing the deal.

• Pipeline and forecast management: You keep Salesforce data accurate and up to date and work with numbers — New SQLs, pipeline value, conversion, forecast, and New MRR.

What matters to us:

• At least 2 years of experience in B2B sales, business development, or channel/partner sales

• Independence and a high level of ownership

• Experience building pipeline, not just handling leads passed on to you

• The ability to hold business conversations with Mid-Market customers

• The ability to build relationships with the partner’s sales reps and sales managers

• Experience in discovery, qualification, and managing opportunities

• Experience working toward sales targets

• Understanding of and working with numbers — pipeline, conversion, forecast, MRR

• Good work organization when managing multiple opportunities and partner relationships in parallel

• English at a minimum B2 level

Nice to have

• Experience selling SaaS, Contact Center, UCaaS, AI, or other technology solutions

• Experience selling through telecom operators, resellers, or other partner channels

• Familiarity with Orange, Polkomtel, Netia, or other telco operators

• Knowledge of Salesforce

How we work:

• The partner is the channel — the customer is the goal: we turn partner relationships into concrete pipeline and sales.

• ICP instead of random leads: we focus on customers with a real problem, purchasing potential, and a good relationship with the partner.

• Consistency instead of one-off actions: we work in the rhythm of customer portfolio → discovery → lead → opportunity → pipeline → close.

• Ownership of results: the Business Development Manager is responsible for the commercial use of the partner channel.

• Data-driven sales: Salesforce is the primary source of information on pipeline, forecast, and results.

• We collaborate across teams — we work on shared solutions with Product, Presales, Marketing, RevOps, and the Partnerships team.

What we offer:

• A fixed base of PLN 9,000–12,000 net + VAT and an attractive bonus scheme based on sales results.

• Hybrid work (3 days in the office, 2 days remote).

• Flexible working hours and the option to work remotely.

• Subsidized medical care and sports card.

• Influence on the development of one of Welyo’s strategic sales channels.

• Access to the large customer bases and sales organizations of telco partners.

• Work with modern SaaS, Contact Center, and AI solutions.

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