Business Development Representative, EMEA

About the role

The Senior Business Development Manager is responsible for driving top-of-the-funnel growth across the EMEA region. This role focuses on creating, qualifying, and developing new pipeline by engaging enterprise and mid-market brands, retailers, and manufacturers facing increasing quality, product safety, and regulatory complexity. 
The role requires strong, ongoing collaboration with Account Executives (AEs) and Marketing, and leverages AI-driven tools and insights to improve prospecting efficiency, targeting, and opportunity quality.

What you'll do

Top-of-the-Funnel Pipeline Generation

• Proactively identify, research, and qualify prospective customers through outbound prospecting, inbound leads, events, and industry networking.

• Leverage AI-powered prospecting and data tools to identify high-intent accounts, prioritize outreach, and personalize engagement at scale.

• Use market intelligence, regulatory trends, and competitive insights to uncover new early-stage opportunities.

• Build targeted outreach strategies aligned with regional and industry-specific pain points, including product safety, supplier compliance, audits, recalls, and on-time shipment.

Early-Stage Engagement & Solution Positioning

• Clearly communicate how Inspectorio’s solutions address customer challenges across quality, compliance, analytics, etc.

• Align early-stage messaging with Account Executives.

Relationship Building & Stakeholder Mapping 

• Build and nurture early-stage relationships with key decision-makers and influencers.

• Map accounts and identify buying committees.

Market & Industry Expertise

• Stay informed on industry trends, regulatory requirements, and emerging technologies impacting the EMEA region.

Collaboration with Marketing & Sales

• Work closely with Marketing to shape top-of-the-funnel campaigns, events, ABM programs, and content for the region.

• Provide direct feedback to Marketing on lead quality, messaging performance, and regional effectiveness.

• Collaborate with Account Executives on account planning, opportunity strategy, and early deal shaping to maximize conversion rates.

• Metrics, Reporting & Performance Track and report top-of-the-funnel KPIs, including meetings booked, qualified opportunities created, pipeline contribution, and regional performance.

Qualifications

• 5+ years of experience in Business Development, Sales, or Account Executive roles, with a strong emphasis on top-of-the-funnel pipeline creation, within B2B SaaS, Supply Chain, Quality, Compliance, or related industries.

• Proven experience generating pipeline across international markets.

• Fluent in English, with French, German, or Italian as a second/third language.

• Strong qualification and consultative communication skills.

• Demonstrated ability to collaborate effectively with Account Executives and Marketing teams.

• Comfortable operating in a fast-paced, global, high-growth environment.

• Experience selling enterprise software related to quality management, inspections, audits, product safety, or regulatory compliance.

• Familiarity with global supply chains and regulatory frameworks affecting the EMEA region.

• Experience working with mid-market to enterprise customers.

• Hands-on experience using HubSpot CRM (preferred).

• Experience leveraging AI tools for prospecting, research, or sales engagement. 

• High level of ownership, integrity, and accountability. 

Benefits

Why it would be awesome to work with us

• 🍹 Unlimited Annual Leave: We prioritize your well-being and trust you to manage your time.

• 🏝️ Flexible Working Environment: Whether from home, our global hubs or a coffee shop, work where you're most comfortable.

• 💪 Project Ownership: You get to lead  the initiatives you're passionate about, professionally or socially.

• 🌱 Grow with us: We're invested in your personal and professional development.
• 🌎 Global, diverse, and innovative team: Be part of a welcoming community from 30+ countries, where unique perspectives drive innovation.

• 🤝 Feel at home: Work closely with colleagues who value your voice, share our E.A.C.H. values, and help you be the best version of yourself.

• 🎉 Celebrate together: Enjoy remote and hub company and team  events that strengthen our bonds and build a fun culture.

Our Values

• EXCELLENCE: We pursue mastery and craftsmanship. "Good enough" is our enemy. We have a thirst and desire for knowledge. There's always an opportunity to be better.

• AUTONOMY: We act independently when recognizing opportunities for improvement. We seek guidance and clear goals instead of orders. We self-assess the quality and impact of our work.
• COURAGE: We share our opinion, even if it's uncomfortable. We are candid with colleagues. We are willing to experiment and try something new, even if we're not sure it will succeed.
• HUMBLENESS: We crave opportunities to learn from the people around us. We leave our egos outside the office. We focus on listening to other perspectives.