What you will do

• Build a qualified pipeline through targeted outbound, referrals, partnerships, professional communities, and selected events
• Research target accounts and engage founders, product leaders, engineering leaders, and decision-makers
• Lead discovery calls to establish the business problem, stakeholders, budget, timeline, procurement path, and delivery fit
• Work with delivery and technical specialists to define scope, assumptions, estimates, commercial options, and delivery models
• Prepare and present proposals, statements of work, and commercial terms
• Own follow-up, objection handling, negotiation, and contract signature
• Maintain accurate CRM records, pipeline stages, next steps, and forecasts
• Hand signed engagements to delivery with documented expectations and remain involved through kickoff and account development
• Feed client objections, win/loss findings, and market signals back into EthBerry's positioning and service offering

Required experience

• 3+ years of B2B sales or business development in custom software, IT services, technology consulting, digital agencies, or outsourcing
• Demonstrated success generating your own pipeline and closing new business
• Experience managing a complete sales cycle from prospecting and discovery to proposal, negotiation, and signature
• Ability to discuss software delivery credibly and conduct technical discovery together with engineering specialists
• Strong written and spoken English for client communication, proposals, and negotiations
• Experience maintaining disciplined CRM records and reliable forecasts
• Ability to work independently in a distributed team and coordinate stakeholders across sales and delivery

Useful, not required

• Experience selling AI, cloud, fintech, mobile, or product-development engagements
• Understanding of time-and-materials, fixed-price, and dedicated-team delivery models
• Experience with HubSpot, Pipedrive, Salesforce, LinkedIn Sales Navigator, or equivalent tools
• Experience developing partner or referral channels

What we offer

• Full-remote work with a flexible schedule outside agreed client and team overlap
• Full-time independent-contractor engagement
• 14 paid vacation days and 7 paid sick days per year
• Official public holidays in your country of residence in addition to the paid days above
• Work from your own laptop; EthBerry provides the project accounts and paid software licences required for the role
• Compensation agreed individually based on relevant experience and demonstrated results
• Direct access to delivery and technical specialists during discovery, scoping, and proposal preparation
• The contract does not include health insurance, company hardware, or office-based benefits

Hiring process

1. Application review
2. HR screening — 30 minutes. We discuss relevant experience, English, availability, contractor terms, and expectations
3. Deal-history interview — 60 minutes. You walk through one closed opportunity and one lost opportunity, including sourcing, qualification, stakeholders, objections, commercial structure, and outcome
4. Live discovery role-play — 60 minutes. We provide the scenario during the call; no take-home preparation is required
5. Final cultural-fit interview — 30 minutes