Business Development Manager – Nordics / France / Poland

Who We Are Xebia is a global digital consulting company helping organizations accelerate growth and innovation through technology and AI. With teams across multiple regions, we combine deep industry understanding with delivery at scale – so clients can move faster from strategy to measurable outcomes. What We Do We help clients deliver business results with end-to-end services – from digital strategy and product design to software engineering, cloud, data & AI, and managed delivery. We’re built for complex, outcome-based engagements: modernizing platforms, accelerating time-to-market, improving operational efficiency, and enabling new revenue streams. Across industries including financial services, retail & e-commerce, travel and logistics, media, and manufacturing, we partner with leading brands such as Spotify, Disney, ING, UPS, Tesco, Truecaller, AllSaints, Volotea, Schmitz Cargobull, Allegro, and InPost. What sets us apart? Our mindset. Our vibe. Our people. And while that’s hard to capture in text – come visit us and see for yourself. About the job We are seeking a highly motivated Business Development Manager with a proven track record in sales to join our team. As the Business Development Manager, you will be responsible for developing new business opportunities and driving revenue growth within existing clients across Nordics / France / Polish market. You will be: actively acquiring new customers primarily in Nordics / France / Polish market , focusing on the AI-driven professional services offering of Xebia, collaborating closely with our regional and global alliances to strengthen sales opportunities, bringing selected portfolio of our existing clients’ relationships to the next level, ensuring accounts growth and successful collaboration, taking direct responsibility for building a profitable portfolio in a region, co-creating an effective sales strategy for selected markets and constant monitoring of market trends, taking responsibility for effective sales strategy execution in a region, utilizing strategic client hunting practices, industry/market analysis, internal communication, external promotions, and constant in-depth client analysis to uncover revenue opportunities, building, managing and accurately forecasting a strong Sales Pipeline, building in-depth knowledge of clients’ business priorities, challenges and initiatives that can be translated into opportunities, driving the development of best-in-class RFP submissions that strategically map Xebia capabilities to specific Client needs, confidently representing the Xebia values, market positioning and capabilities in all conversations with our Clients and Partners, building strategic, long-term relationships with key contacts at target Xebia Clients, cooperating with top experts in the industry across the globe, travelling to clients’ locations and Xebia offices. Your profile: • 6+ of experience in IT/Professional Services selling to organizations of all sizes in Poland and international markets, • a proven track record of success and overachievement in winning opportunities and quota attainment, • proven experience of constructing and closing big-scale outcome-based deals, • excellent understanding of next-generation AI-focused service offering , • previous experience in working with hyperscalers, experience in working with e.g. AWS / Databricks / Nvidia is a big plus, • experience with the global deliver model including nearshoring and offshoring, • ability to manage in a complex matrix environment and should be strong and focused on customer service excellence, • excellent relationship building skills, • technology background in IT consulting / services or Software Engineering services company understanding the nitty-gritty of the latest technology stack, • highly referenceable previous/current customers, • strong solution-selling background, • legitimate and proven self-starter. Highly motivated to jump in and get things done, • excellent leadership and…