Business Development Manager (North America or EU) - 2 posts in Sheffield

Overview

The Business Development Manager, Ecosystem -- EU / Rest of World OR North America is accountable for new revenue generation across Inpart's European and international Ecosystem OR North American markets with a dual and equal focus on:

• Achievement of individual revenue target within assigned EU and Rest of World OR North American territories
• Full-cycle sales execution from prospecting through close
• Building and maintaining a balanced pipeline across both TTO and Biotech segments
• Navigating diverse cultural contexts and regulatory environments across multiple international markets

Product scope

• Connect (TTO subscriptions) -- A research marketing platform to facilitate collaborations with industry
• Deal -- CRM and partnership management platform for TTOs and Biotech organizations

Core responsibilities

• Carry an individual revenue quota across both TTO and Biotech segments within EU and Rest of World OR North American territories
• Own and manage assigned accounts and territory with clear ownership boundaries
• Execute full-cycle sales activities: prospecting, discovery, demo, proposal and pricing, negotiation, and close
• Build and maintain a healthy, balanced pipeline with consistent weekly and monthly activity
• Manage sales cycles ranging from 1-6 months depending on customer size, geography, and complexity

Accountability

• Direct delivery of new ARR targets across TTO and Biotech customers in EU and Rest of World OR North American markets.

Market Development: TTOs & Biotech Across Multiple Regions

• Develop deep understanding of both TTO and Biotech buying processes across different European and international OR North American markets
• Build relationships with senior stakeholders including Heads of Technology Transfer, Innovation leaders, and Biotech BD executives across diverse geographies
• Articulate clear value propositions for technology/asset visibility, partner discovery, and deal flow management in local contexts
• Adapt sales approach based on customer maturity, regional budget cycles, cultural nuances, and organizational structures
• Identify and pursue strategic opportunities within assigned territories, with ability to prioritize across multiple markets
• Navigate language differences and work effectively with customers in multiple European and international OR North American markets
• Maintain accurate and up-to-date CRM records (Salesforce or equivalent)
• Provide weekly forecasts with clear visibility into deal stages, timelines, and risks across multiple geographies
• Track and report on key sales metrics including pipeline coverage, win rates, and sales velocity by region
• Ensure consistent qualification of opportunities using established frameworks
• Partner with Marketing to optimize lead generation and campaign effectiveness for international markets
• Provide structured feedback to Product on customer requirements and feature requests from diverse markets
• Share competitive intelligence and market insights with leadership, particularly regional differences
• Collaborate with Senior Director and peer BDM to share best practices and support team success

Success Criteria

• Achievement of individual revenue quota (ARR targets)
• Balanced pipeline contribution from both TTO and Biotech segments
• Consistent forecast accuracy and deal quality
• Positive customer feedback and reference-ability across multiple markets
• Effective territory coverage and account penetration across EU and Rest of World OR North America
• Strategic market prioritization demonstrating understanding of regional opportunities

Qualifications & Experience

• Required:
• 3-5+ years of B2B SaaS sales experience with consistent quota achievement
• Proven track record selling across multiple European and/or international markets OR North American markets dependent on the role applied for
• Experience managing full sales cycles from prospecting through close
• Strong understanding of pipeline management, forecasting, and CRM discipline
• Excellent communication, presentation, and negotiation skills
• Cultural awareness and ability to work effectively across diverse markets
• Self-starter with ability to work independently in a hybrid environment, and attend the relevant office on a regular basis (frequency to be confirmed)
• Based in UK, ideally Sheffield area OR in Toronto with ability to travel for customer meetings and conferences across Europe and internationally or North America

• Preferred:
• Experience selling into Life Sciences, Healthcare, or Research/Academic markets
• Familiarity with technology transfer, innovation commercialization, or biotech BD processes
• Background selling workflow, CRM, or deal management software
• Experience working in early-stage or high-growth SaaS companies
• Knowledge of European OR North American innovation ecosystems and university structures
• Additional language skills (particularly German, French, or Spanish) dependent on role applied for

What We Offer

• Competitive base salary plus uncapped commission structure
• Remote-first work environment with flexible working arrangements
• Professional development opportunities and clear career progression
• Opportunity to shape the go-to-market strategy in a growing segment
• Work with innovative technology addressing real-world challenges in innovation and partnerships
• Exposure to diverse international markets and cultures