Business Development Manager

Company Overview

Nosto is a leading global company in the fast-growing e-commerce sector, partnering with prestigious brands such as FIGS, Muji, Kylie Cosmetics, and O’Neill. The company is pioneering the agentic shopping revolution by delivering intelligent, personalized shopping experiences driven by AI technology. Powered by their Commerce Experience Platform and AI agent Huginn, Nosto transforms e-commerce through proactive AI solutions that optimize merchandising, search relevance, product discovery, and automate decision-making across the shopping journey.

Role Summary

As a Business Development Manager, you will be vital to expanding Nosto's market presence by identifying new business prospects and forging strong partnerships with e-commerce brands and agencies. Your responsibility will be to guide potential clients through understanding the value of AI-powered commerce and positioning Nosto as a leader in this transformative space.

Key Responsibilities

• Manage the entire sales process from identifying prospects to closing deals, including conducting discovery, delivering demos, negotiating terms, and finalizing contracts.
• Maintain and grow a pipeline of qualified leads to consistently meet or surpass revenue goals on a quarterly and annual basis.
• Foster strategic relationships with key decision-makers and stakeholders within target accounts.
• Lead consultative sessions to assess customer challenges, objectives, technical needs, and success metrics.
• Provide customized product demonstrations and presentations that connect platform capabilities with client goals.
• Collaborate across teams including Solutions Engineering, Customer Success, Marketing, Partnerships, and Product to ensure smooth deal progression.
• Generate accurate sales forecasts, uphold CRM data integrity, and communicate pipeline status, risks, and opportunities.
• Negotiate pricing, commercial terms, procurement steps, and legal contracts, safeguarding company interests and margins.
• Stay current on market dynamics, competitive intelligence, emerging technologies, and client use cases to effectively position Nosto.

Qualifications

• 3 to 5 years of experience in B2B SaaS sales, preferably in e-commerce, marketing technology, personalization, AI, or enterprise software sectors.
• Demonstrated success in consistently achieving or exceeding sales quotas within full sales cycles.
• Strong skills in consultative selling and discovery, engaging with both technical and business audiences effectively.
• Experienced in managing complex sales involving multiple stakeholders, procurement processes, and negotiations.
• Exceptional communication, presentation, and relationship management abilities to convey technical and business value clearly.

Preferred Traits

• Curiosity and flexibility regarding new technologies, with familiarity in AI-driven tools and platforms for prospecting, automation, and workflows such as Clay.
• Proactive, self-driven attitude with ownership of results and the ability to independently identify new opportunities.
• Customer-centric approach focusing on developing long-term relationships, comprehending client challenges deeply, and delivering measurable benefits.
• Collaborative spirit marked by transparency, knowledge sharing, idea contribution, and a commitment to team success.
• High standards for execution, accountability, and ongoing learning in a dynamic environment that encourages innovation and experimentation.

Benefits

• Provision of Apple devices for work.
• Access to ergonomically designed, centrally located offices with flexible hours and options for remote work.
• Global team collaboration opportunities with talented colleagues worldwide.
• An additional day off on your birthday.
• Access to a mental health application benefit.
• Paid volunteer time to contribute within your community.
• Approximately five weeks of paid vacation plus additional benefits depending on your location.

Diversity and Inclusion

Nosto is an equal opportunity employer committed to providing a workplace without discrimination based on race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or veteran status. Reasonable accommodations are available for candidates with disabilities or special needs upon request.