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Business Development Team Lead
Qogita EU B.V.
About the role
You're a commercial leader responsible for customer acquisition across Qogita's European markets. You'll lead a team of SDRs and AEs, own commercial performance, and build a scalable, data-driven acquisition engine. You're analytically strong, systems-driven, and know how to create the energy, focus, and accountability that keep a team performing at a high level. Working closely with Growth, Product, Operations, and Marketing, you'll turn pipeline into new buyers.
What you'll do
Team leadership: Lead, coach, and develop a team of SDRs, BDRs, and AEs, setting clear expectations and holding the team accountable to a high-performance standard.
Commercial ownership: Own the team's commercial number - new buyers acquired, conversion rate, and average deal size - reporting to the Head of Business Development on results, pipeline health, and priorities.
Performance management: Drive output through weekly 1:1s, call reviews, and deal reviews, giving direct feedback that moves individual and team performance.
Sales execution: Set the standard for pipeline management, CRM discipline, and consistent follow-up, ensuring high-quality execution across the team.
Hiring and onboarding: Own hiring and onboarding for the team, ramping new reps quickly and building bench strength as the function scales.
Strategy and improvement: Identify performance gaps, test new tactics, and improve the processes, tooling, and reporting that accelerate customer acquisition.
Playbook development: Turn wins, losses, and market learnings into repeatable messaging, processes, and best practices the team executes against.
Cross-functional collaboration: Partner with Growth, Product, Operations, and Marketing to remove blockers and feed customer and market insight back into the business.
What you'll bring
5+ years in B2B sales or commercial roles, including time in a fast-moving, tech-driven environment.
Direct experience leading, coaching, or mentoring a sales team, with concrete examples of reps you've developed.
A consistent track record of hitting or exceeding commercial targets.
Experience designing and rolling out sales tactics or processes that measurably improved commercial performance.
A strong analytical approach - comfortable using pipeline and conversion data to direct where the team spends its time.
Hands-on with a modern sales CRM such as HubSpot, and able to hold a team to CRM discipline.
Stakeholder management skills - able to align Growth, Product, and Marketing on shared acquisition goals without formal authority.
What's on offer
Base salary: €60,000 – €80,000 (depending on experience) + commission plan designed to reward results
26 days of annual leave + 4 personal days
Attractive equity package
Pension contributions
Annual learning & development budget
Office-led culture with hybrid flexibility
Dog-friendly offices
Home-office setup package
Office socials and annual company-wide offsite
Who we are Qogita [Ko-gi-ta] is on a mission to make global trade radically efficient by building the operating system for modern wholesale.
Wholesale is a €50 trillion market still largely run through phone calls, catalogues and trade shows. Behind every product sits a fragmented chain of sourcing, trading and logistics that makes wholesale slower, more complex and expensive than it should be.
Qogita is changing this by connecting the global market into a single order book, building the rails to move products across borders efficiently, and providing the intelligence to help businesses know what to stock, what it’s worth and where it should go.
We operate across health and beauty in 30+ European markets, with ambitions to reach every category, everywhere. Backed by Accel, Bessemer, Dawn and LocalGlobe, we’re one of Europe’s fastest-growing B2B companies.
We’re an ambitious, pragmatic and highly collaborative team, united by a desire to reshape one of the world’s biggest markets.