Business Development Manager

Who are we? At Nosto, we’re on a mission to make every impression relevant. We’re a global leader in the booming e-commerce space and work with amazing customers like FIGS, Muji, Kylie Cosmetics and O’Neill. Nosto is at the forefront of the agentic shopping revolution, redefining how ecommerce brands deliver intelligent and personalized customer experiences. Through its Commerce Experience Platform powered by experience.AI™ and its central AI agent Huginn, Nosto is building a new generation of agentic commerce where AI does not simply react to prompts, but proactively identifies opportunities, optimizes merchandising, enhances search relevance, personalizes discovery journeys, and automates decision-making across the entire shopping experience. From conversational AI search and cross-language product discovery to autonomous merchandising recommendations and AI-powered shopping assistants, Nosto combines large language models, vector search, real-time behavioral intelligence, and purpose-built AI agents into a unified platform used by leading global brands. As retailers increasingly move toward AI-driven commerce operations, Nosto is positioning itself as one of the category leaders shaping the future of intelligent, adaptive, and omnichannel shopping experiences. As a Senior Business Development manager at Nosto, you’ll help solve one of the biggest challenges in retail today: delivering authentic, relevant shopping experiences that drive results. We believe in listening closely to customers and achieving big things by making steady progress every day. About the opportunity Nosto is looking to hire a Senior Business Development Manager to be part of the commercial team. As a Senior Business Development Manager, you will play a key role in driving Nosto’s growth by identifying new business opportunities, building relationships with leading ecommerce brands and agency partners, and helping merchants navigate the next generation of AI-powered commerce experiences. You will work closely with prospects to understand their business challenges, demonstrate the value of Nosto’s Commerce Experience Platform, and help position Nosto at the forefront of the agentic commerce transformation. This is an opportunity to join a fast-growing global technology company operating at the intersection of ecommerce, AI, personalization, and digital experience innovation. Responsibilities - what are you going to do: - Own the full sales cycle from prospecting to close, including discovery, demos, commercial negotiations, and contract execution in mid-market and enterprise ICPs - Build and manage a pipeline of qualified opportunities to consistently achieve or exceed quarterly and annual revenue targets. - Develop strategic relationships with key stakeholders, decision-makers, and executive buyers within target accounts. - Conduct consultative discovery sessions to understand customer pain points, business objectives, technical requirements, and success criteria. - Deliver tailored product demonstrations and value-based presentations that align the platform’s capabilities with customer goals. - Collaborate cross-functionally with Solutions Engineers, Customer Success, Marketing, Partnerships, and Product teams to drive successful deal progression. - Create accurate sales forecasts, maintain CRM hygiene, and provide visibility into pipeline health, deal risks, and growth opportunities. - Negotiate pricing, commercial terms, procurement processes, and legal agreements while protecting company value and margins. - Stay informed on market trends, competitive landscape, emerging technologies, and customer use cases to position the company effectively. Requirements - what we expect from you: - 3–5 years of experience in B2B SaaS sales, preferably within ecommerce, martech, personalization, AI, or enterprise technology environments. - Proven track record of consistently meeting or exceeding quota targets in a full-cycle Account Executive role. - Strong consultative selling and discovery skills, with the ability to engage both business and technical stakeholders. - Experience managing complex sales cycles involving multiple decision-makers, procurement processes, and commercial negotiations. - Excellent communication, presentation, and relationship-building skills, with the ability to articulate technical and business value clearly to customers. What we respect: - Curiosity and adaptability toward emerging technologies, including familiarity with AI-driven and agentic tools such as modern prospecting, automation, and workflow platforms like Clay. - A self-starter mentality with the ability to operate independently, take ownership of outcomes, and proactively identify opportunities without constant direction. - A customer-first mindset focused on building long-term relationships, understanding business challenges deeply, and creating measurable value for clients. - Strong collaboration and transparency across teams, with a willingness to share knowledge, contribute ideas, and help elevate the broader organization. - High standards of execution, accountability, and continuous learning in a fast-moving environment where innovation and experimentation are encouraged. - Understanding of Shopify, Shopware, Salesforce Commerce Cloud and other ecommerce platform ecosystems What we currently offer: - Apple Devices - Ergonomic and centrally located offices with flexible working hours and remote working options - Opportunities to meet and collaborate with awesome team members from all over the world - An extra day off on your birthday - Mental Health App benefit - Paid time off to do good for the community around you - About five weeks of vacation and other benefits depending on the location Job location: Berlin or Munich