Head of Business Development, US

About Nebulab

Nebulab is a strategy, design, and development consultancy for mid-market and enterprise consumer brands on Shopify. We were founded in 2011, we've partnered with more than 100 brands, and we've been remote-first since day one. We're about 40 people across Europe and beyond, and every one of them has at least five years of industry experience. Most are well past it.

In the US, our clients include Cometeer, LAKE, Huckberry, and MeUndies, and several of those relationships have run for years. Almost all of that business came through word of mouth and referrals. That's a good sign for the work, but it isn't a go-to-market strategy. In 2026 we started traveling to see clients, sponsoring events, and hosting our own. Now we want someone to own the US market full time.

The role

You'll be our first business development hire in the US. There's no team to inherit, and nobody has worked this market full time. You won't start from a blank page, though: you'll have a few strong client relationships, a defined ideal customer profile, documented positioning, a partner program, and a CRM full of target accounts. What's missing is the person who turns them into a US pipeline.

Our deals don't come from volume. We sell to $50M–$300M brands where DTC is a primary channel. Engagements last months or years, and deals are six figures. The buyers are VPs and Heads of E-commerce or Digital, and CTOs, and they rarely buy from a cold email. They buy from people they already trust, often when their current agency has let them down. Your job is to make sure Nebulab is on the shortlist when that happens.

You'll report to Alessandro Desantis, the partner who leads business development, and you'll scope deals with the partners and senior practitioners who deliver the work. Nobody hands a deal off to a separate delivery team after the signature, and every retainer client has a Nebulab partner involved in its strategy. What you sell is access to senior people, and that's exactly what the client gets.

What you'll do

• Own the US number. Set pipeline and revenue targets with the partners and hit them, from first conversation to signed proposal.
• Build the network. Get to know the e-commerce and digital leaders at our target accounts, stay close to them over months or years, and be the first call when their current agency stops working.
• Run the partner channel. Build referral relationships with Shopify, the tech partners we deliver with most (Klaviyo, Global-e, Elevar, and others), and complementary agencies. Turn informal favors into joint account mapping and co-marketing.
• Shape our events. Decide which events we sponsor, attend, or skip, and host our own small dinners and gatherings for operators in the cities where our clients cluster.
• Close the loop with marketing. Tell us what US buyers care about so our content, case studies, and campaigns give you something worth sending. You won't be writing it alone.
• Keep the CRM honest. Maintain our target list in Close and Clay so the partners can see where every US deal stands.

Who you are

You've sold high-consideration services to e-commerce brands, and you already know a good number of the people who buy them.

You'll likely have:

• 7+ years in business development or sales at a Shopify agency, an e-commerce consultancy, or a Shopify ecosystem partner (an app, platform, or tech company selling to mid-market brands).
• A track record of closing six-figure services deals with VP- or C-level buyers, over sales cycles measured in months.
• A US network among DTC brand operators and the Shopify partner ecosystem that you can put to work from day one.
• Enough technical and design literacy to hold your own in a scoping call with a CTO and to know when to bring in a practitioner.
• Comfort working in a small, remote-first company with most of the team in Europe, where you'll set your own priorities and report on them openly.

Bonus points if you:

• Have worked on the partner side at Shopify or a major Shopify tech partner.
• Have hosted events or built a community for e-commerce operators.
• Are based in or near one of our client clusters, such as New York or Los Angeles.

This role is probably not for you if you're used to working inbound leads, handing off to account managers, or having an SDR team book your calls.

Why this is worth your time

• Something real to sell. Our retainers run for years because the people who pitch are the people who ship. You won't have to oversell anything, and you won't have to apologize for the delivery.
• Small on purpose. We'll probably never be a 300-person agency, and we don't want to be. You get the reach and influence of joining early, at a company with fifteen years of track record behind it.
• A path to ownership. Our leadership track leads to partnership. Partners own part of the company. There's no application process: partnership is offered to people who already act like owners.
• Compensation. Base salary plus commission on the business you bring in.
• Location. Remote within the US, with regular travel to clients and events, and trips to Europe.
• Time to grow. 10% of your working hours (about 165 a year) is Investment Time, for whatever makes you better at your job or helps you recharge. On top of that, up to 4 days and $500 a year for conferences, and a budget for books and courses.
• Time off. 22 vacation days, plus national holidays, sick leave, and special paid leave.
• A week with the whole team, every year. Our retreat is the one time we all meet in person. The last one was in Ericeira, Portugal, where we surfed, ran workshops, and rewrote our values together.
• Transparency you can check. How we work, from pay to hiring to how we sell, is documented publicly at playbook.nebulab.com.

We're a remote-first company that has been named one of Europe's Best Workplaces. We hire on the ability to do great work and help colleagues do theirs, regardless of background.

How to apply

Along with your application, send a short cover letter. Rather than summarizing your resume, tell us about one market, territory, or relationship you built from nothing: what you did, and what came of it. Our hiring process is in the playbook, so you'll know every step before you start.