Head of Business Development — Nordic

14 hours ago

Tallinn, Harjumaa, Estonia TheMost Full time €70,000 - €120,000 per year

Location:
Tallin, Europe

Our client is a fast-growing provider of mission-critical software for shipping lines, port agents, terminals, and port authorities. Their solutions streamline documentation, workflows, compliance, and coordination across the maritime logistics chain. The company is already active across several European markets and is now seeking a
Head of Business Development
to lead its expansion into the UK, Ireland, Nordic, and Baltic regions — markets known for digital innovation in maritime logistics.

Key Responsibilities

  • Develop and execute a go-to-market strategy for the Nordic and Baltic regions.
  • Identify and build strategic partnerships with ports, terminals, shipping lines, maritime tech clusters, and government bodies.
  • Drive pipeline generation, enterprise sales, and market entry, establishing the company as a trusted provider in the region.
  • Adapt the value proposition and product positioning to local regulatory and operational requirements.
  • Oversee demand generation, lead nurturing, sales conversion, and account growth.
  • Set and monitor regional KPIs, report performance, and refine tactics to accelerate growth.
  • Represent the company at industry conferences and innovation hubs.
  • Build and lead a small regional commercial team as market traction increases.

Requirements

  • 7+ years of experience in business development, sales, or growth leadership in B2B software (SaaS preferred).
  • Proven track record of closing complex enterprise deals (€25k+) with long sales cycles.
  • Experience working with maritime authorities, port operators, shipping lines, or government-backed digitalization initiatives.
  • Strong understanding of port logistics, shipping technology, or supply chain digitalization trends.
  • Familiarity with market entry or regional expansion in Europe (Nordics/Baltics preferred).
  • Excellent stakeholder management, negotiation, and partnership development skills.
  • Fluent English (mandatory); knowledge of a Nordic or Baltic language is a strong plus.
  • Entrepreneurial, hands-on, and results-driven mindset with the ability to thrive in fast-moving, cross-cultural environments.

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