Business Development Lead (B2B SaaS, Mobility)

Product that needs your engagement: Mobion is a cloud-based white-label platform for ride-hailing and corporate transport services. Launched in 2016 by Devart, it supports operators in 6+ countries and has handled over 20 million rides for 4M+ users and 500K drivers. Our ecosystem includes rider and driver apps, a real-time dispatch system, admin dashboards, and branded web portals, all backed by a secure, scalable Azure infrastructure. We offer both SaaS and franchise models to help partners grow fast across regions. Your mission: As Business Development Lead, you will own new revenue for Mobion and turn a proven platform into a predictable, outbound-driven sales engine — winning new operators proactively and taking the product into new markets. This is a player-coach role: you will personally prospect, run demos, and close deals, especially in the first 6–12 months, while building the processes, partner channels, and team around you. You will own a revenue target for new business (ARR from new operators) and be accountable for pipeline coverage and win rate, with variable compensation tied to results. You will compete with established white-label mobility providers, choose which regions to enter, and test which channels work best in each — direct outbound, partners, or inbound — then scale what proves itself. With short decision-making paths and a direct line to leadership, you will shape how sales, marketing, and customer success work together, and your impact will show quickly in revenue. Your future team of professionals: You will lead a cross-functional commercial team — a Sales Manager, a Customer Success Manager, and a Marketing team (3 people) — and work closely with the product team. The impact you will make: - Sell personally. Lead the full sales cycle, from prospecting and qualification to demo, pilot, contract, and onboarding handover. - Build outbound from scratch. Define the ICP and target account lists, segment markets, craft messaging, and launch multi-channel outreach: email sequences, LinkedIn, cold calls, WhatsApp/Telegram, and in-person meetings. Track response, meeting, and demo conversion rates for each channel and double down on what works. - Set up sales infrastructure. Build the pipeline stages, CRM hygiene, metrics, and a playbook that works without you. - Develop partnerships. Build a network of resellers, industry associations, and complementary vendors in target markets. - Lead the commercial team. Coach and manage the Sales Manager, set direction for Marketing and Customer Success, and align acquisition, sales, and retention around shared revenue goals. - Open new markets. Test which channels work best for each region and represent Mobion at industry events. Your first months: - First 3 months: Define ICP and build target account lists for 2–3 priority markets (starting with LATAM). Launch multi-channel outbound and reach a steady pace of 15+ qualified demos per month. Sign the first 2–3 operators to paid pilots and set up the CRM pipeline stages and reporting. - First 6 months: Close 4–6 new operators on contract. Build a qualified pipeline of 30+ opportunities with ≥3× coverage of the next quarter’s target. Sign the first 2 reseller or channel partners, and have the Sales Manager working independently from a documented playbook. - First 12 months: Have a predictable outbound engine with known conversion and CAC per channel, at least one market where partners bring a meaningful share of deals, and a clear plan for the next markets. We’re looking for someone with: - 5+ years in B2B SaaS or platform sales, including 3+ years of personal quota ownership and closing deals end-to-end. - A proven track record of building outbound from zero, from ICP and messaging to first closed deals. - Experience selling to non-tech, operations-driven businesses in complex mid-market deals: multiple decision-makers, 1–6 month cycles, pilots, and implementation. - Experience launching a B2B product in a new country or region and owning the commercial result. - Experience leading а cross-functional commercial team (sales, marketing, and/or customer success), including pipeline management, coaching, and performance tracking. - Excellent written and spoken English (C1+). Will be a plus: - Experience in mobility, ride-hailing, fleet management, logistics, or delivery software. - Experience with white-label or platform products, reseller networks, or partner-led sales. - Ability to evaluate channel efficiency (CAC, payback) and prioritize where to invest. Benefits you get - Maintain your work-life balance 19 days of annual vacation granted on a pro-rata basis No overtimes required - Hybrid type of cooperation Whether you prefer to work remotely in the comfort of your home office or from one of our 4 offices, you can still take part in increasing the world`s awareness about quality Ukrainian products from any part of the world - Stay healthy Medical insurance from one of the top insurance companies in Ukraine with a wide range of included services, as well as special programs for relatives; and special options for those who live abroad. 15 working days of sick leave per year — because your health is a priority. - Grow with us In-house English courses — increase your proficiency through our online courses and speaking clubs with a native speaker Online learning activities — workshops, lectures, and webinars to enhance your leadership, management, and self-awareness skills Experience exchange — we are proud of our team of professionals who gladly share their deep expertise in all kinds of fields with the rest of the team Promotions, rotations, and transitions — when you believe your skills could benefit a different role or team. - Stand with Ukraine! We have an active pro-Ukrainian position, and that means we help our army, our servicemen, and their families not only through constant donations and volunteering, but also through our military leave policy, special health insurance options, and financial help We are a perfect match if you share our values We are professionals in our field. We know how to turn up our professionalism to the maximum, because we are experts who enjoy solving complex tasks. We know how to focus on the product, think big, and at the same time delve deep into the details. We create a calm and friendly atmosphere within the company. We value the freedom of open and transparent communications. Radical honesty is embedded in the foundation of our culture. We are open to new things and constantly develop and practice regular knowledge sharing, which helps us evolve continuously. Most importantly, the company creates an environment where we can fulfill our potential upon a solid foundation. Our Hiring process: - Introductory interview with the recruiter - Skill assessment interview - Case interview - Offer call We approve of a flexible approach, so these steps might be changed individually. We strive to ensure transparency and openness in the hiring process, and we understand the importance of providing timely feedback. If your resume meets the job requirements, we will contact you to clarify details and schedule an interview within 2 weeks after your application is submitted. The timeframe for feedback between interview stages may take up to 2 weeks. Відгукнутись на вакансію