Business Development Manager - Europe

Who we are

We are a leader in mobile technology, providing innovative solutions to 1.2 billion consumers. In an ever-increasing digital world, we help businesses grow their digital reach & toolkits to optimize user experience, increase engagement, attract new customers, and boost their revenues.

Think of performance marketing but on steroids as our top-notch marketeers and engineers build digital journeys through an omnichannel marketing approach like no other. Currently, we work with the biggest names in Telco, Insurance, Education, FMCGs, and Retail in over 45 countries in Latin America, Africa, the Middle East, and South-East Asia.

The Role

We are looking for a Business Development Manager to drive growth across Europe by expanding our footprint with Mobile Network Operators, strategic partners, and enterprise clients. This is a commercially focused role combining new business acquisition, strategic account development, and solution selling across Upstream’s full portfolio.

You will work closely with the Product, Pre-Sales, and Customer Success teams to position Upstream as a long-term strategic partner rather than a point-solution provider. You will be reporting to C-level leadership.

*This position is Fully Remote - Open to candidates based anywhere in the European Union

Key Responsibilities:

New Business & Market Expansion

• Identify, qualify, and close new business opportunities with MNOs, MVNOs, and strategic partners across Europe
• Own the full sales cycle: prospecting, pitching, commercial negotiations, and contract closure
• Develop market entry strategies for new European markets in collaboration with leadership

Account & Partner Management

• Build and grow long-term relationships with key decision-makers (Commercial, Marketing, CVM, Digital, IT)
• Expand existing accounts through upselling and cross-selling of Upstream’s solutions (Grow, Mobile Identity, Secure-D, Digital Services)
• Act as the commercial lead for strategic partnerships and joint go-to-market initiatives

Solution & Value-Based Selling

• Position Upstream’s platforms as revenue-generating and engagement-driving solutions, not just technology
• Translate operator and enterprise needs into tailored commercial and technical proposals
• Work closely with Pre-Sales to shape proposals, pricing models, and business cases

Commercial Strategy & Forecasting

• Own revenue targets and pipeline for assigned territories
• Maintain accurate sales forecasts and CRM reporting
• Monitor market trends, competitive landscape, and regulatory considerations

Requirements:
Experience

• 5-10 years of experience in Business Development, Sales, or Strategic Partnerships
• Strong background in telecom, mobile marketing, CPaaS, AdTech, MarTech, or digital services
• Proven track record of selling complex B2B solutions in Europe
• Experience working with Mobile Network Operators is a strong plus

Soft Skills

• Strong commercial acumen and negotiation skills
• Ability to sell consultatively and navigate long enterprise sales cycles
• Comfortable working with technical and product teams
• Excellent presentation and communication skills in English
• Additional European languages are a plus

Mindset

• Entrepreneurial, proactive, and results-driven
• Thrives in a fast-paced, international environment
• Strategic thinker with a hands-on execution-focused approach

Benefits:
We offer a competitive base salary and benefits, directly dependent on the candidate’s qualifications and skills. The real excitement comes from working closely with a dynamic, smart, agile, and highly motivated team in a competitive and fast-paced environment.

Follow us on LinkedIn and stay updated on our latest news. Upstream is an equal-opportunity employer.
The Company does not discriminate on the basis of race, color, creed, pregnancy, religion, gender, national origin, age, disability, marital, or any other legally protected status. The Company also makes reasonable accommodations for disabled employees.
Finally, the Company prohibits the harassment of any individual based on their protected status. This policy applies to all areas of personnel actions including recruitment, hiring, training, promotion, compensation, benefits, transfer and social and recreational programs.