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.

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

As a Business Development Manager for Gig Pay, you will take ownership of driving new business for Native Teams’ Gig Pay product, focused on companies that manage distributed gig workers, freelancers, or operational contributors. This role requires a strong understanding of how platforms and aggregators operate, including delivery networks, ride-sharing platforms, logistics networks, marketplaces, and other scale-driven gig ecosystems.

You will manage the full sales cycle, from market development and outbound engagement to discovery, solution design, negotiation, and closing. Unlike traditional software roles, this position involves a mix of digital sales and hands-on, “field-style” commercial development, including cold calling, in-person meetings, and new market penetration. Your work will directly influence market expansion, product adoption, and revenue growth within the gig economy segment.

Location: Remote

Salary Range: Flexible

Key Responsibilities

Market Development & Pipeline Creation

• Identify prospective clients within the gig economy, including aggregators, on-demand platforms, marketplaces, logistics networks, and agencies.
• Develop new markets through outbound outreach, networking, industry events, field sales, and commercial partnerships.
• Build and manage a pipeline aligned with defined ICPs and revenue goals.

Strategic Consultative Selling

• Conduct in-depth discovery conversations to understand client operations, payout structures, compliance considerations, and contributor models.
• Position Gig Pay as a compliant, scalable, and efficient alternative for compensating gig workers, freelancers, and task-based contributors.
• Work with multiple stakeholders across Finance, Operations, HR, Legal, Product, and C-level functions.

Solution & Proposal Design

• Prepare tailored pricing and commercial proposals taking into account volume, jurisdiction coverage, payment cadence, compliance needs, and platform design.
• Work with internal teams to validate feasibility and ensure the offer matches operational expectations.

Negotiation & Closing

• Lead commercial negotiations through to contract signature, vendor onboarding, and handover.
• Manage longer enterprise cycles as well as repeatable mid-market motions depending on the ICP.
• Consistently achieve quarterly and annual revenue targets.

Forecasting & Operational Discipline

• Maintain accurate pipeline data, forecasting, and deal progression inside the CRM.
• Provide visibility into market traction, bottlenecks, client requirements, and close probability.

Cross-Functional Collaboration

• Work with Customer Success and Operations to ensure smooth activation and usage post-sale.
• Partner with Product, Finance, and Legal on custom requirements or new feature requests from the market.
• Share structured feedback to influence product roadmap and go-to-market strategy.

Industry Engagement & Representation

• Attend industry events, trade shows, accelerator programs, and ecosystem gatherings to expand network and pipeline.
• Participate in in-person meetings with prospects and partners to build trust and credibility.
• Act as a commercial ambassador for Gig Pay in the broader gig economy ecosystem.

Requirements

• Proven experience in full-cycle B2B sales, ideally with exposure to platform or marketplace environments.
• Strong knowledge of or experience working with aggregators, delivery platforms, ride-sharing platforms, or similar ecosystems (e.g., Wolt, Glovo, Uber, Bolt, Deliveroo, logistics networks, staffing platforms, etc.).
• Comfort with a hybrid sales approach that includes outbound, field sales, cold calling, and in-person client development.
• Ability to communicate effectively with senior stakeholders including C-level, Finance, Operations, and Legal.
• Strong negotiation capabilities and confidence designing commercial structures.
• Fluent in spoken and written English.

Preferred Skills & Experience

• Exposure to payments, gig economy, compliance, fintech, HR tech, workforce tech, or platform business models is a strong advantage.
• Experience working in fast-moving, unstructured, or early-market environments.
• Ability to build market presence from the ground up, not just manage inbound demand.
• Multilingual capabilities considered a plus.

Benefits

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

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!