Business Development Manager DACH (all genders)

About Thorit Thorit is one of Europe's leading HubSpot Partners and a leading consulting and technology firm in the DACH region. We combine strategic consulting with hands-on implementation, from CRM architecture to fully automated, AI-powered go-to-market infrastructure. Our clients are enterprise B2B companies who do not just want to adopt a platform, they want a real growth system. Our team is based in Böblingen and Lisbon, our clients across the DACH region and beyond. Your Role As Business Development Manager DACH, based in Lisbon, you build and convert a German-speaking enterprise B2B pipeline into the DACH market from the Lisbon hub. You land >= €500k in net-new logo ACV within the first 12 months while doubling Thorit's outbound coverage capacity beyond the Böblingen sales seat. The seat is in Lisbon, but the territory, working hours, prospects, language of business, and quota all sit in the German market. We are hiring this role because Thorit's growth today is supply-constrained on the commercial side, not on the delivery side. Adding a second BDM seat in Lisbon doubles dedicated outbound capacity into DACH at meaningfully lower cost-of-sale, taps Lisbon's large German-speaking tech and consulting community for a different talent pool than Böblingen draws from, and anchors Thorit's commercial presence at the Lisbon hub. Today Lisbon is 100% delivery; you become the first commercial seat there. Your Responsibilities Net-New ACV. Land >= €500k in net-new logo ACV (signed SoWs, not pipeline) into DACH from the Lisbon seat within 12 months. Pipeline Coverage. Build and maintain >= 4x annual quota in qualified open pipeline (so >= €2M qualified at any given time) from month 6 onward. First Meetings. Run >= 60 first meetings with qualified DACH enterprise prospects (>= 250 employees, B2B, fit-ICP) within 9 months. Outbound Activity. Maintain >= 200 personalised outbound touches per month (LinkedIn, email, phone), tracked in HubSpot. Pipeline Hygiene. Maintain a clean, weekly-reviewed pipeline in HubSpot Sales Hub: all stages, next steps, and decision-makers without follow-up from Sales leadership. SoW Co-authoring. Co-author and close 6+ enterprise SoWs in tight partnership with the Senior Consultants on the delivery side. Lisbon Commercial Anchor. Anchor Thorit's first commercial seat in Lisbon, contribute to one DACH-focused event or webinar from Lisbon, and lay the ground for a second commercial hire in Portugal in 2027. What We Offer Competitive compensation with a transparent salary band and a structured bonus model tied to delivery outcomes and client satisfaction. Private health insurance plus Portuguese social security contributions. Meal allowance per working day, paid via local meal card. Urban Sports Club access across 8,000+ locations in Europe. Blinkist Business (4,500+ book summaries) and Babbel (3 months) for continuous learning. Remote Work Program, up to 4 weeks per year from anywhere in the EU, with €500 setup allowance. Local Lisbon office access for hybrid working, plus tight coordination with the DACH team. Modern stack: HubSpot, Jira, Confluence, Claude AI, and the freedom to shape how you work. Direct leadership access, flat hierarchies, and visible impact on the company. How to Apply Send your application through our careers page. No cover letter needed. What we want to see: your CV plus a concrete example of a deal cycle or account play you shipped end-to-end. Your Profile Native German plus business-fluent English. You know how German Mittelstand and enterprise buyers actually buy (procurement involvement, sponsor and champion structure, contract behaviour) and you have personally worked DACH accounts. 2+ years generating pipeline from cold in a complex B2B environment with deal sizes >= €50k ACV. You can describe your personal outbound playbook (channels, cadence, message framework) without referring to a generic SDR script. Solution and services selling: you have sold consulting, software implementation, or B2B services with deal sizes >= €50k ACV and sales cycles of 3 to 9 months. You can explain MEDDIC, SPIN, or Challenger from lived experience. HubSpot Sales Hub (or Salesforce) as your primary day-to-day system. Pipeline hygiene is your personal habit, not a manager mandate. Discovery and qualification: you run a 30 to 45 minute discovery call that surfaces real pain, decision process, budget, timeline, and competition. You disqualify cleanly when fit is wrong. Remote self-management: you have done remote or hybrid sales before. You will be the only commercial seat in Lisbon at first. Lisbon-based with availability for 2 to 3 days per week at the Lisbon hub, working DACH timezone hours. What Makes You Excel Consulting-Sales partnership: you work with delivery consultants as partners, not as objects to be managed. You know when to bring a consultant into a deal and when to keep them out. Commercial maturity: you negotiate without panicking, escalate the right deals to Markus, Steffen, or the CEO at the right moment. You know the difference between a discount that closes a deal and a discount that signals weakness. Resilience and activity discipline: outbound at this level is grinding work. You hold the activity bar in slow weeks, recover fast from a lost deal, keep prospecting after closing a big one. Cultural bridging: you build rapport with a Frankfurt CFO and a Stuttgart VP Sales over video, despite never being in the same room. You can cite your personal quota and attainment from prior roles, not just team-level numbers.