Business Development Manager

On The Spot Development is a software development company focused on building R&D teams for heavily invested startups worldwide. We aim to directly сonnect tech talents with emerging tech companies to develop their products — from scratch to unicorn.

We are looking for a highly driven and resourceful Business Development Manager who already operates with modern sales tools and is actively using AI in their workflow. At OTS, we are in the process of strengthening our outbound capabilities with better tooling, automation, and AI. We are looking for someone who can not only work within this direction but also help shape and accelerate it. You will be responsible for generating new business opportunities, owning the outbound pipeline, and closing deals in close collaboration with Account Management (AM) and Recruitment teams.

Responsibilities:

• Own outbound pipeline generation end-to-end (from ICP definition to meetings and deals)

• Build and continuously optimize outreach campaigns (mainly LinkedIn)

• Use automation tools to scale prospecting and outreach where it makes sense

• Leverage AI to:
  

  • personalize outreach at scale

  • generate hypotheses and messaging

  • improve conversion rates across funnel stages

• Identify and prioritize high-value accounts based on OTS ICP (tech companies, scaling R&D teams)

• Lead discovery calls and effectively position OTS value proposition 

• Maintain a clean and structured pipeline in CRM

• Work closely with Account Management and Recruitment teams to align on client needs and move opportunities forward efficiently

• Continuously test and iterate on outreach strategies, messaging, and channels

Requirments:

Core Experience

• 2+ years in B2B sales / business development in IT outsourcing / outstaffing or similar services

• Proven track record of outbound-driven deals (not only inbound handling)

‍AI & Automation 

• Hands-on experience using AI in sales workflows (e.g., ChatGPT or similar tools)

• Experience with Clay (or similar enrichment/orchestration tools) is a strong plus

• Experience building or operating automated outbound workflows (e.g., Apollo, HeyReach, Lemlist, n8n, etc.) is a strong plus as well‍

• Ability to design and iterate outreach systems, not just execute them

‍We are actively moving in this direction as a company, so we’re looking for someone who can bring practical experience and help us level up here.

Sales Skills

• Strong discovery and qualification skills, ability to quickly identify real opportunities

• Ability to sell consultative, multi-step services (not transactional deals)

• Excellent communication and negotiation skills

• Ability to adapt messaging to different personas (Founders, CTOs, VP R&D)‍

Tools & Workflow

• Experience with LinkedIn Sales Navigator

• Experience with CRM systems (HubSpot preferred)

• Strong operational discipline in pipeline management

• Comfortable working with Google Workspace tools

Mindset

• Ownership: treats the pipeline as their own business

• Analytical: tests hypotheses, measures results, iterates

• Structured but flexible: able to operate in a non-corporate environment

• Proactive and self-driven 

Benefits:

• Work in a highly professional team. Informal and friendly atmosphere in the team

• Paid vacation — 20 business days per year, 100% sick leave payment

• Equipment provision

• Partially compensated educational costs (for courses, certifications, professional events, etc.)

• Ability to work from our comfortable office in Warsaw

• For Poland, legal and accounting support

• 5 sick days per year

• Medical insurance

• English classes 2 times a week (online)

• Bright and memorable corporate life: corporate parties, gifts to employees on significant dates