Business Development Manager — IT Sales / Deal Closing

About us

Join.To.IT is a Ukrainian software development company founded in 2012. We build web, mobile, AI, and custom software solutions for clients across the US, Europe, and other international markets.

We’re looking for an experienced BDM who wants to focus on sales, negotiations, and closing — not lead generation.

You’ll work with qualified opportunities, primarily from Upwork, and own the sales process from discovery to signed contract.

What you’ll do

• Manage the full sales cycle: discovery → proposal → negotiation → closing
• Work with qualified opportunities — no lead generation or cold outreach
• Conduct discovery calls and identify clients’ business needs
• Lead negotiations, handle objections, and close deals
• Prepare commercial proposals with the technical team
• Participate in estimations and technical pre-sales
• Build strong relationships with international clients
• Grow existing accounts through upselling and cross-selling
• Ensure a smooth handover to delivery while staying involved in key client relationships

What we’re looking for

• 2+ years of experience in IT Sales / Business Development
• Experience with Upwork
• Proven experience managing the full sales cycle and closing deals
• Understanding of outsourcing and outstaffing
• Experience with technical pre-sales
• Strong negotiation and communication skills
• Ability to understand business needs and match them with technical solutions
• English B2+

Nice to have

• Experience selling dedicated teams or software development services
• Experience with AI, web, or mobile projects
• Upselling and cross-selling experience
• Understanding of SDLC

What we offer

• Office in Kyiv, near Vasylkivska metro station
• Shelter, Starlink, and uninterrupted power supply
• Medical insurance
• Paid vacation and sick leave
• Free gym access
• Compensation for professional education and certifications
• International projects and opportunities for professional growth

Focus on selling, not searching for leads

Our LeadGen team builds the pipeline. You focus on what you do best: understanding clients, negotiating, closing deals, and growing relationships.