Business Development Manager

Native Teams is a global platform for work payments and employment. Beyond managing payroll, compliance, and taxes, we integrate financial tools to maximise the value of every work payment, worldwide.

We are expanding our global team and looking for a Business Development Manager to bring their wider knowledge and help us get our product and service more widely known and used.

As a Business Development Manager (BDM), you will pioneer market entry and drive new business growth by building industry connections and managing the full sales cycle from outbound outreach to discovery, solution design, negotiation, and closing. Focused on aggregator platforms and field-based businesses like delivery networks, ride-sharing, logistics companies, restaurant owners, and marketplaces managing gig workers or freelancers, you will develop new territories, forge partnerships, and expand Native Teams' Gig Pay product adoption. This hands-on role blends digital sales with in-person field work to penetrate new markets and achieve revenue targets, with potential for rapid expansion to broader responsibilities based on results.

Would you like to take on a new challenge in the field of sales in a successful, fast-growing global start-up?

Location: Remote

Salary Range: $70,000 - $80,000 per year plus commissions

Key Responsibilities:

Market Development & Partnerships

• Identify and penetrate new markets by building strong relationships with aggregator platforms, restaurant owners, logistics firms, and gig economy operators.
• Attend industry events, conduct in-person meetings, and network to establish partnerships and open doors in untapped territories.
• Research market dynamics, competitive landscapes, and ICP-specific needs to inform go-to-market strategies.

Outbound & Pipeline Generation

• Execute proactive outbound campaigns including cold calling, emails, and field visits tailored to aggregator ICPs.
• Generate pipeline through hands-on market penetration and relationship-building in gig ecosystems.
• Qualify leads based on fit for distributed workforce management and platform operations.

Inbound Handling & Discovery

• Convert inbound inquiries from gig platforms into opportunities with structured qualification.
• Lead consultative discovery to uncover compliance, payroll, and payment challenges in aggregator models.
• Educate prospects on Native Teams' solutions for global gig worker payments and compliance.

Solution Design & Negotiation

• Design tailored proposals for aggregator use cases, including pricing, EOR, and contractor models.
• Navigate negotiations with multiple stakeholders in fast-paced platform environments.
• Collaborate with legal, product, and finance for feasible, client-ready solutions.

Closing & Pipeline Management

• Drive deals to close while managing procurement and internal approvals.
• Maintain CRM hygiene with accurate forecasting, activity logging, and opportunity prioritization.
• Achieve quarterly revenue goals through persistent field-style follow-up.

Cross-Functional & Feedback Loop

• Partner with internal teams for seamless onboarding and relay field insights on aggregator trends.
• Share market intelligence to refine ICP targeting, messaging, and product roadmap.

Requirements:

• Proven field sales experience in aggregator ecosystems (e.g., logistics, delivery, restaurants, ride-sharing).
• Track record of opening new markets and developing industry partnerships from scratch.
• Full-cycle B2B sales skills: outbound, discovery, negotiation, and closing.
• Strong communication for in-person and virtual client interactions.
• CRM proficiency (e.g., HubSpot, Apollo) and organizational skills for complex pipelines.
• Autonomous drive in ambiguous, high-growth environments.
• Fluency in English; Croatian/Spanish/French a plus given European focus.

Preferred Skills & Experience

• Hands-on experience with gig economy platforms or operational businesses managing distributed workers.
• Knowledge of international payroll, compliance, or fintech in aggregators.
• Resilience for cold outreach and long sales cycles in new markets.
• Event networking and partnership-building expertise.

Benefits:

• Dynamic and interesting work in an early-stage, funded startup.
• Ability to influence the next stages of our growth.
• Experience working in the ever-changing world of fintech.
• Opportunities for professional and personal growth.
• Flexible work environment.

Join our team at Native Teams, a fast-growing global start-up. We're looking for driven, passionate individuals to join us as we continue to expand our reach and impact.

At Native Teams, we pride ourselves on our dynamic and supportive work environment, where we encourage personal and professional growth. We believe in hiring talented individuals from diverse backgrounds, not only because we should do it but because fresh perspectives improve our team and our decisions. Our multicultural team is made up of young, energetic, and positive people who are passionate about what they do.

As part of our team, you’ll reflect the people we serve and will have the opportunity to work with thousands and impact millions of lives around the world.

If you're looking for a challenging and rewarding career and the chance to be part of a team that's making a real difference in the world, then we want to hear from you.

Apply now to join the Native Teams family and take the first step toward a brighter future!