This is a remote position.
We are looking for a Business Developer for our Georgia-based client, a vendor-neutral digital transformation consultancy headquartered in Tbilisi. The company helps Georgian SMBs and select international clients implement CRM systems, business process automation, AI agents, and web solutions. As a certified partner of multiple leading technology platforms, it recommends solutions based on each client's needs rather than a single vendor.
The Business Developer will own the Georgian sales pipeline end-to-end, from generating new opportunities and conducting discovery meetings to preparing offers, negotiating, closing deals, and handing projects over to the delivery team. This is a senior, full-cycle B2B sales role requiring strong market knowledge, technical discovery skills, and the ability to work autonomously.
Your Duties
As a Business Developer you will be responsible for:
- Own and develop the Georgian sales pipeline through outbound prospecting and qualified inbound leads.
- Identify potential SMB clients that match the company's Ideal Customer Profile.
- Make first contact with new leads within 3 working hours and arrange discovery meetings within 2 working days.
- Conduct discovery meetings and qualify prospects using the company's five-point scoring framework: Position, Competence,
- Expectation, Situation, and Character.
- Identify client needs, operational challenges, and potential disqualifiers early in the sales process.
- Collaborate with the Tech Lead to scope suitable solutions and prepare project offers.
- Present offers to clients within 24 working hours after discovery meetings.
- Manage follow-ups, handle objections, negotiate terms, and close deals.
- Ensure a smooth handover to the delivery team within 2 working hours of payment.
- Maintain accurate and up-to-date records in Zoho CRM, logging all calls, emails, and meetings on the same day.
- Manage follow-up dates, offer links, and contract links for active leads and deals.
- Forecast pipeline activity and participate in weekly reviews with the Managing Director.
- Attend selected in-person client meetings in Tbilisi when necessary.
- Share market feedback, objection patterns, pricing insights, and client needs to improve the company's ICP, offers, and pricing.
Requirements
- 5+ years of B2B sales experience in Georgia, including at least 3 years of full-cycle deal-closing experience.
- Proven experience selling to SMB decision-makers, including CEOs, Heads of Sales, Heads of Marketing, and Heads of Operations.
- Background in CRM, SaaS, IT consulting, digital services, marketing technology, or a comparable complex B2B sales environment.
- Experience managing the complete sales cycle, from prospecting and discovery to negotiation and closing.
- Native or fully fluent Georgian and professional working proficiency in English.
- Ability to conduct technical discovery conversations about workflows, data models, integrations, and automation.
- Strong CRM discipline and experience maintaining accurate sales records and pipeline information.
- Based in Tbilisi or willing to relocate.
- Reliable transportation and availability to attend in-person client meetings when required.
- Strong communication, negotiation, organizational, and relationship-building skills.
- Ability to work independently and take ownership of the sales pipeline.
Salary: Competitive
