Business Development Team Lead

You're a commercial leader responsible for customer acquisition across Qogita's European markets. You'll lead a team of SDRs and AEs, own commercial performance, and build a scalable, data-driven acquisition engine. You're analytically strong, systems-driven, and know how to create the energy, focus, and accountability that keep a team performing at a high level. Working closely with Growth, Product, Operations, and Marketing, you'll turn pipeline into new buyers.

• Team leadership: Lead, coach, and develop a team of SDRs, BDRs, and AEs, setting clear expectations and holding the team accountable to a high-performance standard.
• Commercial ownership: Own the team's commercial number - new buyers acquired, conversion rate, and average deal size - reporting to the Head of Business Development on results, pipeline health, and priorities.
• Performance management: Drive output through weekly 1:1s, call reviews, and deal reviews, giving direct feedback that moves individual and team performance.
• Sales execution: Set the standard for pipeline management, CRM discipline, and consistent follow-up, ensuring high-quality execution across the team.
• Hiring and onboarding: Own hiring and onboarding for the team, ramping new reps quickly and building bench strength as the function scales.
• Strategy and improvement: Identify performance gaps, test new tactics, and improve the processes, tooling, and reporting that accelerate customer acquisition.
• Playbook development: Turn wins, losses, and market learnings into repeatable messaging, processes, and best practices the team executes against.
• Cross-functional collaboration: Partner with Growth, Product, Operations, and Marketing to remove blockers and feed customer and market insight back into the business.
• 5+ years in B2B sales or commercial roles, including time in a fast-moving, tech-driven environment.
• Direct experience leading, coaching, or mentoring a sales team, with concrete examples of reps you've developed.
• A consistent track record of hitting or exceeding commercial targets.
• Experience designing and rolling out sales tactics or processes that measurably improved commercial performance.
• A strong analytical approach - comfortable using pipeline and conversion data to direct where the team spends its time.
• Hands-on with a modern sales CRM such as HubSpot, and able to hold a team to CRM discipline.
• Stakeholder management skills - able to align Growth, Product, and Marketing on shared acquisition goals without formal authority.
• Base salary: €60,000 – €80,000 (depending on experience) + commission plan designed to reward results
• 26 days of annual leave + 4 personal days
• Attractive equity package
• Pension contributions
• Annual learning & development budget
• Office-led culture with hybrid flexibility
• Dog-friendly offices
• Home-office setup package
• Office socials and annual company-wide offsite
  
  

Who we are 
Qogita [Ko-gi-ta] is revolutionizing wholesale procurement. We provide a one-stop shop for branded products, available in a single click at competitive prices. Our vision is to build the world's leading global wholesale trading hub, empowering efficient distribution of goods. We didn't just improve wholesale - we reinvented it.

We're one of the fastest-growing B2B companies globally, backed by top investors behind companies like Facebook, Etsy, and Shopify.

Our tight-knit, highly motivated team thrives on curiosity and impact. Everyone contributes hands-on, takes initiative, and drives results. We value a strong work ethic, smart prioritization, and a relentless focus on excellence.