Sales Manager

Edvantis is looking for a results-driven, hunter-type Sales Manager to open new doors in the international markets (with the focus on the EU and North America) and win new customers for our software engineering, IT services, and digital solutions. You will own the full sales cycle, from territory planning and outbound prospecting through discovery, solution shaping, proposal, commercial negotiation, and signed contract, with a clear focus on new-logo acquisition. The role combines entrepreneurial business development, consultative selling, executive engagement, and disciplined sales execution. You will work closely with Presales, Delivery, Engineering, Marketing, and Leadership to translate Customers’ challenges into credible solutions and profitable, long-term business relationships. You’ll get real influence over the business, a team that takes ownership seriously, and the conditions to do your best work. Responsibilities: - Build and execute a territory plan covering ideal customer profile, target-account lists, market priorities, outreach strategy, and partner routes to market - Generate your own pipeline through LinkedIn, email, calls, networking, industry events, partners, referrals, and relevant professional communities - Qualify opportunities and run discovery with CTOs, CIOs, VPs of Engineering, Heads of Product, business owners, and other decision makers - Identify Customers’ challenges and demands, align them with Edvantis capabilities, and shape suitable solutions together with Presales, Delivery, and Engineering teams - Position and sell software engineering, IT outsourcing, professional & managed services, Data & AI, digital transformation, and custom software development - Lead proposals, pricing, commercial negotiations, and contract closing across relevant engagement models, including dedicated teams, staff augmentation, time & materials, fixed-price projects, and project-based delivery - Manage the sales process through MSA/SOW negotiation and ensure a structured handover of won deals to Account Management and Delivery - Maintain accurate HubSpot CRM data, opportunity stages, next steps, and a reliable sales forecast - Provide market insights, competitor intelligence, and Customers’ feedback to the Business Development and Leadership teams. - Build and maintain a network of strategic Clients, Partners, consultancies, system integrators, investors, and industry contacts that can create qualified opportunities Requirements: - 3–5+ years of B2B sales experience in IT services, software outsourcing, software engineering, or consulting, with a proven track record of winning new Clients rather than only growing existing accounts - Demonstrated hunter’s mindset: self-drive, resilience, and comfort with outbound prospecting, rejection, and opening conversations with new decision makers - Experience in selling complex, consultative services with sales cycles of approximately 3–9 months and annual deal values of €200,000+ - Ability to build and execute territory and account plans, prioritize prospects by ICP fit, and convert outreach into a qualified pipeline - Expertise in discovery, consultative & solution selling, opportunity qualification, pipeline management, and proposal leadership, negotiation, and closing - An established or quickly buildable network in one or more target European regions and relevant industries - Strong commercial acumen across pricing, margins, revenue models, negotiation trade-offs, contracts, and profitable customer relationships - Solid understanding of IT services, software development outsourcing, nearshore/offshore cooperation, and delivery models such as dedicated teams, staff augmentation, project-based delivery, time & materials, and fixed price - Working understanding of software delivery operations, SDLC, and Agile methodologies - Technical literacy in areas such as Data & AI, modern web & mobile technologies, and digital transformation, sufficient for credible conversations with technical buyers - Ability to recognize and address buyers’ concerns related to information security, delivery continuity, and cross-border cooperation - Executive presence and credible communication with C-level, business, product, and engineering stakeholders - Excellent presentation, interpersonal, negotiation, analytical, and problem-solving skills - High ownership, proactivity, self-motivation, accountability, and ability to work independently in a structured, data-driven way - Ability to lead cross-functional virtual teams without direct authority and collaborate effectively with Presales, Delivery, Engineering, Marketing, and Leadership teams - Cultural intelligence and the ability to adapt communication and sales style to different European and international business cultures - Willingness and ability to travel for Customers’ meetings, industry events, and relationship development - Fluency in business English (German, French, or other European language relevant to the target market is highly welcomed) - Hands-on experience with HubSpot CRM and prospecting tools such as LinkedIn Sales Navigator, Apollo, Lusha, or comparable platforms - English level — Upper-Intermediate Will be a plus: - Experience working with Eastern European service providers - Experience with partner or channel sales, tender/RFP processes, and referral ecosystems - Existing relationships with consultancies, venture capital or private equity firms, system integrators, or other organizations that may refer Clients - Experience in practical use and combination of different sales methodologies - Sales, Business Development, or Account Management certification or formal training We offer: - Impact & autonomy: the decision-making power to open new doors and grow accounts your own way, in a culture that trusts people with outcomes - International reach: clients worldwide, with networking, industry events and in-person client visits that help turn conversations into long-term partnerships - A strong starting point: 20+ years in the market, a large established account to work with from day one, clients who have stayed with us for years, strong technical and marketing teams that help you win new clients, and delivery leaders in the team who keep the promises you make - Professional environment: experienced company, account, delivery, and engineering leaders who discuss deals, wins, and losses openly. You learn from people who have done it, and they learn from you - Work conditions: remote-first with flexible hours, competitive compensation, and benefits package Відгукнутись на вакансію