Business Development Manager — IT Services & New Business

The Codest is a software engineering partner with partner hubs in Poland, working with international companies to build and develop digital products and business-critical systems.

Our experience comes from building products ourselves, including Yieldbird. Today, we help clients strengthen their engineering teams, take responsibility for defined product areas and apply AI where it creates practical value.

We start with the client’s problem, then agree on the right scope, team and delivery model. We value clear responsibilities, honest conversations and relationships that can grow through successful delivery.

We are looking for an experienced business development professional to win new clients and turn our go-to-market strategy into commercial results.

This is a hands-on sales role with ownership of the full sales cycle: identifying target accounts, creating conversations, qualifying opportunities, developing proposals, negotiating terms and closing agreements.

Our priority markets are the Nordics, DACH and the UK. You will focus on established product companies, scale-ups and enterprises, particularly in fintech, payments, banking, marketplaces and SaaS.

You will work directly with our founders, technical leadership, delivery, recruitment and marketing teams. We have a defined market focus and target-account research. You will bring the commercial judgement and execution needed to turn that foundation into business.

• Software product development and ownership of a defined module or delivery workstream.
• Team augmentation to strengthen an existing engineering organisation.
• Discovery, prototyping and practical AI integration engagements.

You should be comfortable discussing a delayed roadmap, a missing capability or a complex integration, working with technical colleagues to shape a credible commercial response.

• Generate new business through targeted prospecting, referrals, partner relationships, relevant events and marketing-generated opportunities.
• Research priority accounts and identify a credible reason to engage.
• Build relationships with CTOs, CIOs, engineering and delivery leaders, procurement teams and other stakeholders involved in buying technology services.
• Qualify opportunities carefully and decide where to invest time, including when to walk away.
• Work with technical and delivery leaders to develop proposals with clear scope, responsibilities, assumptions and commercial terms.
• Own negotiations and move opportunities through procurement, contracting and signature.
• Protect commercial viability by aligning commitments with our capacity and agreed margins.
• Keep CRM updated with realistic forecasts and clear next steps.
• Ensure smooth delivery handovers and identify account growth opportunities.
• Share and analyze buyer feedback and sales insights with marketing and leadership.
• Use AI and sales tools to improve research, prioritisation and preparation while checking the accuracy of their output.

• At least three years of direct B2B sales experience in software development or IT engineering services.
• A demonstrable record of acquiring new clients and closing deals you personally helped originate.
• Experience selling to international customers and navigating buying processes involving several stakeholders.
• The ability to sell both team augmentation and engagements with a defined delivery scope.
• Commercial understanding of pricing, delivery costs, margins and contract commitments.
• Enough technical fluency to discuss software delivery challenges and recognise when to involve an engineering expert.
• A disciplined approach to pipeline management, forecasting and follow-up.
• Practical experience using CRM, prospecting and AI tools to support sales.
• Excellent written and spoken English.

During the recruitment process, we will ask you to walk us through deals you originated and closed: how you gained access, qualified the need, managed stakeholders and secured the agreement. Anonymised examples are welcome.

Your first 90 days

Days 1–30: Understand our offer, delivery capabilities, customer experience and commercial model. Join delivery and recruitment discussions, agree your account priorities and begin prospecting during onboarding.

Days 31–60: Lead qualified buyer conversations, map decision-makers and establish opportunities with a clear problem, potential value, timing and agreed next step.

Days 61–90: Progress suitable opportunities into technical discovery, proposals and negotiations, working towards the first signed engagements. Review results and refine the approach with leadership.

Specific targets will be agreed against the starting pipeline, assigned markets and realistic buying cycles.

Recruitment process

• A 30-minute introductory call with our recruiter.
• A 30-minute conversation with our CEO about your experience and sales results.
• A 60-minute discussion with our CEO and CTO, including an anonymised deal walkthrough and a practical target-account scenario.
• Offer.

To apply or ask a question, contact ewa.szczodrak@thecodest.co.