MELP - Business Development Manager (Estonia)

7 days ago

Tallinn, Harjumaa, Estonia HEMES Full time €40,000 - €60,000 per year

Location:
Estonia, remote-first with regular on-site client meetings in Tallinn and across the country

Company:
MELP ) – an employee benefits and recognition platform used by leading enterprises across the Baltics and beyond

About MELP

MELP helps companies boost employee engagement and retention by centralizing benefits, recognition, and everyday perks in one simple platform. Our customers include large enterprises and public sector organizations. We are scaling in the Baltics and preparing for further international expansion.

The mission

Own new business growth in Estonia. You will open doors, run a consultative sales process with HR and business leaders, and close multi-year agreements. High performers can grow into a broader country leadership role as the region scales.

What you will do

  • Build and execute an outbound plan for Estonia: prospect, map accounts, book meetings, and create a qualified pipeline.
  • Lead the full sales cycle: discovery, value-based demos, solution design with light ROI logic, proposals, negotiation, close, and handover to Client Service.
  • Meet customers in person when it impacts conversion.
  • Speak the language of HR and business stakeholders and translate their needs into MELP use cases across recognition, benefits marketplace, and employee communications.
  • Work existing warm leads and references, land initial deals, and expand to multi-entity or multi-country scope when relevant.
  • Keep CRM hygiene tight in HubSpot and report on activities, pipeline, and forecast.
  • Track the market and competitors in Estonia and identify segments with the highest velocity across enterprise, mid-market, and public sector.
  • Collaborate with marketing on outreach messaging, events, and partner activities.

What will help you succeed

  • Proven B2B new business experience in Estonia, ideally selling to HR or business leadership. Backgrounds we value include HR tech, benefits, insurance, telecom, healthcare services, training or similar consultative sales.
  • Strong prospecting muscle and comfort with outbound. You know how to build your own meetings and are relentless with follow-ups.
  • Excellent relationship skills, credibility in executive conversations, and the ability to run structured discovery and value demos.
  • Operational discipline: you manage pipeline rigorously and can navigate longer sales cycles for larger accounts.
  • Fluency in Estonian and solid English for daily business use.
  • Willingness to travel for client meetings within Estonia.
  • Comfort with modern sales tools: HubSpot CRM, LinkedIn, video meetings, and sales enablement tools.

What we offer

  • Competitive base salary plus performance-based bonuses.
  • Impact role opening a new market with support from a senior, hands-on leadership team.
  • A strong product with sticky adoption, broad use cases, and referenceable enterprise customers.
  • Remote-first setup, flexible tools and equipment, and pragmatic decision-making.
  • Clear growth path. Consistently strong results can evolve into a Country Manager scope as we scale.
  • Support from an experienced executive team with a track record of several successful exits.

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