Business Development Manager

We make smart devices and push the boundaries of the IoT sector every single day. Shelly is a strong company with a startup mindset - no bureaucracy, just bold ideas, creative problem-solving, and a team that genuinely loves what they do. We turn every spark of an idea into a real product - from first concept to full production - and bring smart automation to over 3 million households around the world. From heating, lighting, appliances, curtains, and more - if it runs on electricity, chances are we can automate it. We’ve built over 100 smart devices (and counting!), and everything happens right here at our headquarters in Sofia. Sounds exciting? Keep reading... Business Development Manager – South and East Europe Your Role You turn market potential into sustainable commercial growth across South and East Europe. You shape the regional market development strategy, open doors to new clients and partners, and build relationships that grow from a first conversation into long-term business. Requirements • You bring 5+ years of experience in business development, B2B sales, key account management, or strategic partnerships, ideally in IoT, smart home, consumer electronics, building automation, electrical products, or a related technology field • You have a proven track record of entering new markets, building a strong commercial pipeline, and converting opportunities into revenue • You understand distributor, retail, e-commerce, installer, system integrator, and professional B2B sales channels • You know how to research and prioritise markets, customer segments, and channel opportunities across a diverse international region • You communicate clearly, build trust quickly, and adapt your approach to different cultures, markets, and decision-makers • You negotiate confidently and manage complex sales cycles from first contact through proposal, agreement, and onboarding • You use CRM tools, forecasts, and commercial data to keep your pipeline clear and your decisions grounded • ​You communicate confidently in English, both written and spoken Responsibilities • You develop and execute the market development strategy for South and East Europe, with clear priorities, targets, and action plans • You map individual markets, identify the strongest customer segments and sales channels, and turn your insights into focused growth initiatives • You source, approach, and qualify new distributors, retailers, e-commerce partners, installers, system integrators, and strategic B2B clients • You manage the full business development cycle - from prospecting and discovery to presentations, proposals, negotiations, closing, and onboarding • You build trusted relationships with key decision-makers and develop new accounts into sustainable, long-term partnerships • You maintain regular communication with new and existing clients, strengthen engagement, and identify opportunities to grow each account • You understand each client’s commercial and technical needs and position the right Shelly products and solutions in a clear and compelling way • You own the regional pipeline, revenue targets, forecasts, and CRM data, and keep progress visible and accurate • You monitor market trends, competitor activity, pricing, and customer feedback, and use what you learn to continuously refine the regional strategy • You work closely with Sales, Marketing, Product, Technical, Operations, and Finance teams to create strong offers and a smooth client experience • You represent Shelly at partner meetings, trade fairs, and industry events, and turn new connections into real business opportunities Benefits Work: • A welcoming, collaborative team • Meaningful products and services that people actually use and love. • Learning opportunities to sharpen your skills • Competitive salary + Performance bonuses • Modern office in a great location • Fun team buildings and company events Lifestyle: • 26 days of paid annual leave • Flexible working hours • Additional health insurance • Free access to all Shelly devices (yes, you can smarten up your whole home!) • Multisport Card • Fully sponsored yearly public transport card Ready to join the Shelly Revolution? Let’s build the future of smart living together. Hit that Apply button - we can’t wait to meet you.