Sales Manager – Full-Cycle IT Sales
Locations and Tech
Ukraine
remote
English
negotiation skills
analytical skills
IT sales
account management
What we’re looking for:
- – 2+ years of B2B sales experience in IT development / outsourcing
- – A technical or delivery background: previous experience as a BA, PM, Presales Engineer, or in another role that gave you a solid understanding of the software development process
- – Proven outbound sales experience. You know how to find and engage clients, not just work with ready-made leads
- – Experience with fixed-price projects: understanding where the initial scope ends, how to properly document agreements in the contract, and how to handle additional work through change requests rather than turning it into a conflict
- – Ability to independently conduct discovery calls and talk to clients about their business, not just technology
- – Understanding of how scope and estimation are created for IT projects
- – Experience working with PMs and delivery teams during presales
- – Strong negotiation skills and the ability to guide complex clients toward a decision
- – Ability to understand client needs, ask the right questions, and identify potential risks
- – Understanding of what quality client service means and the ability to build long-term client relationships
- – English: Upper-Intermediate / Advanced (B2+/C1)
- – Ability to use AI effectively to improve sales and presales efficiency
- – Confidence working with technical teams, estimates, scope, budgets, and timelines
- – High level of ownership, independence, and initiative
- – Confident use of CRM and sales pipeline management
What you’ll do:
- – Build and manage your own pipeline through outbound sales. LinkedIn is our primary channel – we have 4 outreach accounts, a defined ICP, signal-based playbooks, and lead databases built with Clay / Apollo
- – Work with inbound leads from Upwork, our website, referrals, as well as independently identify and engage potential clients and decision-makers through LinkedIn
- – Develop our partnership channel: agencies, freelance consultants, fractional CTOs, and marketing agencies without in-house development capabilities. Build white-label partnerships and referral flows, not only direct deals with end clients
- – Work not only with project-based sales but also with outstaffing / team extension opportunities
- – Run discovery calls with complex clients and identify their business needs
- – Work with PMs and the delivery team to define the scope, solution, and estimation
- – Own the commercial side of presales and coordinate the technical side with the delivery team
- – Identify when a Lead DevOps should be involved in presales and coordinate the request through the PM
- – Lead negotiations, handle objections, and manage commercial terms
- – Independently manage deals from the first contact through contract signing
- – Grow existing client accounts by identifying opportunities for change requests, new project phases, additional work, upsell, and cross-sell
- – Keep the CRM, sales pipeline, and forecasts accurate and up to date
- – Use AI to improve prospecting, discovery, and presales processes
Targets & expectations:
- – Target: 2 new contracts per month once fully ramped up (within approximately 2-3 months)
- – Markets: EU, UK, and US. Average deal size and sales cycle will be discussed openly during the interview process
- – Daily CRM discipline: accurate pipeline management and realistic, honest forecasting
What will be a plus:
- – Experience selling web/mobile development services
- – Experience working with clients from the EU, UK, or US
- – Previous experience in IT outsourcing
- – Previous experience as a BA, PM, or Presales Engineer before moving into sales
What you’ll get:
- – Interesting projects across different industries – work with e-commerce, healthcare, logistics, education, and other domains, so you can expand your sales expertise and industry knowledge
- – International clients and real sales challenges – work with clients from the EU, UK, and US and sell real web and mobile development solutions
- – A strong technical team behind you – work with experienced Middle and Senior specialists who can help turn your sales opportunities into solid solutions
- – Direct access to decision-makers and experts – communicate directly with company leadership, PMs, developers, and other technical specialists without unnecessary layers
- – Freedom to build your own sales approach – we provide the tools, ICP, outreach infrastructure, and support, while you have the freedom to shape and improve your sales strategy
- – Real ownership of your deals – manage the full sales cycle from prospecting and discovery to negotiations and closing, and see the direct impact of your work
- – Flexible working hours – start your day anytime between 8:00 and 11:01, with an 8-hour working day
- – Fully remote work – work from wherever you are most productive
- – Paid vacation and sick leave – take the time you need to rest and recover
- – Company equipment – everything you need to work comfortably and effectively
- – Less bureaucracy, more action – we keep processes lean so you can focus on clients, deals, and results
- – A supportive environment – your initiative, independence, ideas, and professional growth are valued
- – Competitive compensation + performance-based bonuses – your results directly influence your earning potential
Recruitment Process:
HR Screening → HR Interview → Head of Sales Interview → Final Interview → Offer
We’ll review your CV and all the information you provide within five business days. If your experience matches what we’re looking for, we’ll schedule a call to get to know you better.
*If not, it simply means we’re not ready to move forward together at this stage. But don’t worry – our journey is just beginning, and we’d be happy to stay in touch. As the team grows, new opportunities will come up.
Wishing you the best of luck with your plans and goals.
If you’re interested in selling not just development services, but solutions that actually help clients grow their business, we’d love to meet you!
Send CV
