Sales Representative & Business Development Manager – Edge IoT (CEE, DACH, France, Nordics)

CTHINGS.CO builds Edge IoT systems end to end: gateways, connectivity hardware, software and the cloud platform that ties them together. We help companies connect, monitor and manage their devices and operations securely and at scale.
At the core is Orchestra – a secure edge platform to deploy, manage and update IoT gateways and their applications at scale. It brings fleet management, containerized apps, OS/BSP and PKI together in one place.
Founded in 2018 and headquartered in Warsaw, we are an international team of around 50 people with proven deployments at national scale.
We work with integrators, technology partners and enterprises across Europe, and grow together with our partner network.

Why now

EU regulation is turning secure edge infrastructure into a must-have. Under the Cyber Resilience Act, every connected product sold in the EU must support secure updates across its lifecycle from December 2027. NIS2 requires around 160,000 organizations in 18 sectors to secure their systems, including distributed edge assets.
Orchestra gives companies a ready answer to both: secure device management, updates and security in one platform. You won't be selling a nice-to-have – you'll be solving a problem your customers already have to solve.

The role

We are looking for Business Development Managers who generate new business and own sales in their region. You build a network of integrator partners, win enterprise customers together with them and lead accounts from first conversation to rollout and expansion. This is a role for someone who sells complex technical solutions in long, multi-stakeholder cycles – and sees partners as the delivery channel, not the competition.
We are hiring for these regions:

Region	Focus
CEE	Mainly Poland, our home market with active references
DACH	Germany, Austria, Switzerland – our largest market
France	Including Benelux where relevant
Nordics	Denmark, Sweden, Norway, Finland
Other European markets	Open to strong candidates with a relevant network

You will be supported by an experienced sales team who will introduce you to the CTHINGS.CO world. Over time, you will be responsible for the full sales and customer retention cycle, backed by presales (demos, workshops, PoC support), marketing and our Partner Program and Partner Portal.

What you'll do

• Generate new business and build a strong pipeline in your region.
• Develop and grow relationships with partners and turn them into a steady source of opportunities.
• Lead complex deals end to end – from first conversation to contract and expansion.
• Understand customer needs and shape solutions together with our presales and product teams.
• Own your regional plan, pipeline and forecast.
• Represent CTHINGS.CO at industry events across Europe and in your professional network.

What you bring

• 5+ years selling B2B / enterprise solutions.
• A track record of closing large, complex deals and hitting your targets.
• Solution / consultative selling skills.
• Experience selling through and with partners.
• Interest in and working knowledge of IoT or related technologies.
• Fluent English plus the language of your market.
• Strong negotiation skills and comfort working independently in a remote team.

Nice to have

• An existing network of partners and customers in your region.
• Background in IoT, OT, telecom or industrial technology.
• Experience selling platforms, SaaS or white-label solutions.
• A degree in business or engineering – a plus, not a must.

What we offer

• Competitive base salary plus attractive performance-based bonuses.
• B2B or employment contract, depending on your country.
• Fully remote work from Europe, with travel as needed.
• Real ownership and a direct impact on company results.
• A fast-growing start-up with global ambitions and a multicultural, inclusive team.