Business Development Manager DACH (all genders)

About the role

You'll be the second dedicated BDM seat selling our HubSpot consulting and Agentic Growth Stack into the DACH enterprise market, working from our Lisbon hub. Our growth today is supply-constrained on the commercial side, not the delivery side. You'll personally generate pipeline from cold into German-speaking Mittelstand and enterprise accounts (≥ 250 employees, B2B), run the discovery and qualification, and co-author SoWs with our senior consultants until close. The bar at 12 months is ≥ €500k in net-new logo ACV (signed, not pipeline) and ≥ €2M qualified pipeline maintained on a rolling basis. You'll be the first commercial seat in Lisbon, with the option to anchor the next commercial hire in Portugal in 2027. A note on background. We hire on enterprise B2B services-selling fundamentals and DACH market fluency, not on platform-specific tenure. If your background is Salesforce Partner, Microsoft Dynamics Partner, ServiceNow, SAP CX, or adjacent SaaS and MarTech (Adobe, Marketo, Pardot, Outreach, Gainsight, Zendesk), we want to talk to you. We invest 3 months in HubSpot ramp covering product depth, persona pain, and our Agentic Growth Stack positioning. The expectation is that you ramp into HubSpot Partner sales seriously, not that you arrive pre-loaded.

Responsibilities

• You'll land ≥ €500k in net-new logo ACV from the Lisbon seat in your first 12 months
• You'll build and maintain ≥ 4x annual quota in qualified open pipeline (≥ €2M at any given time) from month 6 onward
• You'll run ≥ 60 first meetings with qualified DACH enterprise prospects in your first 9 months
• You'll establish a clean, weekly-reviewed pipeline in HubSpot Sales Hub within 30 days, with all stages, next steps, and decision-makers maintained without follow-up from Sales leadership
• You'll co-author and close 6+ enterprise SoWs in tight partnership with our Senior Consultants
• You'll anchor our first commercial seat in Lisbon , contribute to one DACH-focused virtual event or webinar from Lisbon, and lay the ground for the next commercial hire in Portugal in 2027
• You'll maintain a personal outbound activity rhythm of ≥ 200 personalised touches per month (LinkedIn, email, phone), tracked in HubSpot
• What You Bring

Requirements

• 24+ months of personal pipeline generation from cold in a complex B2B environment with deal sizes ≥ €50k ACV
• Direct experience selling consulting, B2B SaaS, software implementation, or comparable B2B services with sales cycles of 3 to 9 months. Background can be HubSpot Partner, Salesforce Partner, Microsoft Partner ecosystem, or adjacent SaaS/MarTech
• Native German plus business English. Direct working knowledge of how DACH Mittelstand and enterprise buyers actually buy (procurement, sponsor/champion structure, contract behaviour)
• A discovery and qualification approach you can describe from lived experience (MEDDIC, SPIN, Challenger, or your own framework). Track record of disqualifying bad-fit deals cleanly, not defending them in pipeline
• Direct experience using HubSpot Sales Hub or Salesforce as your primary day-to-day system, with pipeline hygiene as a personal habit
• Demonstrated remote or hybrid self-management. You don't need a manager looking over your shoulder to hold the activity bar
• Genuine excitement to ramp into HubSpot Partner sales depth in your first 3 months. We fund the ramp (HubSpot Sales Hub Implementation certification, Solutions Selling, AGS positioning) and pair you with our Senior AE on your first deals
• Direct HubSpot Partner sales experience (Sales Hub, Service Hub, Marketing Hub at enterprise scale)
• Cross-platform sales experience (e.g., you've sold both Salesforce and HubSpot, or Dynamics and HubSpot)
• Lisbon-based with existing DACH professional network
• Background in selling AI, MarTech, RevOps, or AUTOMATE-adjacent capabilities
• Your Team
• Tech Stack
• Sales Stack: HubSpot Sales Hub (CRM, sequences, meetings, deals, pipeline reporting), LinkedIn Sales Navigator
• Outbound: Personalised email + LinkedIn + phone, cadence management in HubSpot
• Internal Tooling: Jira, Confluence, Forecast, Claude AI for outbound research and message drafting
• Selling-Adjacent Tools: ZoomInfo, Apollo, Cognism, or comparable enrichment

Benefits

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at Thorit? Share your experience