Business Development Manager (B2B SaaS / AdTech)

AdShift is a European Mobile Measurement Platform (MMP) - SaaS for mobile companies that need to measure and optimize user acquisition campaigns and in-app ad revenue. We combine install attribution, ad revenue measurement, deep linking, and fraud prevention in a single SDK. Built in CEE, with EU data residency and GDPR-native architecture. We already work with live and pilot customers, including teams looking at alternatives to incumbents like AppsFlyer, Adjust, Singular, or Kochava. We are building a repeatable go-to-market motion and looking for the first Business Development hire to open the market with the founding team. You will be the first commercial hire focused on finding, qualifying, and progressing mobile app companies into AdShift customers - and on turning market feedback into a sharper GTM. This is not a “send emails and hand off” SDR seat. You will own market development end-to-end: research → outreach → demo → discovery → handoff to founders for technical deep-dives and close support. You will also own continuous improvement of our ICP, positioning, and outbound playbook based on what actually works in conversations.

You will:

• Build and work a pipeline of ICP-fit mobile apps across CEE (and later Western Europe)
• Run multi-channel outbound: LinkedIn (connection requests, DMs, InMail), email sequences, and warm intros
• Book and run discovery / product demos with Heads of Monetization, Heads of Marketing, Growth leads, and founders
• Qualify leads against a clear ICP (ad-monetized apps, expensive MMP switchers, re-engagement / deep-link use cases)
• Map the buying committee, existing MMP stack (AppsFlyer, Adjust, Kochava, Singular, Branch), and switching triggers
• Own and iterate GTM fundamentals: ICP segments, personas, buying signals, value props, and competitive messaging
• Run structured win/loss and objection tracking - separate what is unique and purchase-relevant from what is market standard
• Stress-test positioning vs AppsFlyer, Adjust, Kochava, Branch (price, features, switching cost, fraud, deep links, ad revenue)
• Document conversations and competitive intel weekly so messaging and target lists get sharper every sprint
• Hit a clear activity and outcome cadence (outreach volume, demos booked, qualified opportunities)
• Work closely with founders on messaging, case studies, and offer structure (pilot vs paid)

Success in the first 90 days looks like:

• Active outbound process running against a prioritized target list
• Consistent demo calendar with ICP-fit accounts
• Updated ICP + GTM notes: which segment/persona/message converts, which does not, and why
• Clear competitive positioning write-up (when AdShift wins vs AppsFlyer / Adjust / Kochava - and when it does not)
• First opportunities progressing from reply → demo → pilot / paid discussion

Who we sell to

Primary ICP

• Ad-monetized apps - B2C apps with meaningful scale, paid UA (Meta / Google / TikTok / ASA), and in-app ads (AppLovin MAX, AdMob, IronSource, etc.).
• Expensive MMP switchers - teams on AppsFlyer / Adjust / Kochava paying separately for attribution + fraud + deep links.
• Re-engagement / deep-link use cases - apps attributing push / email / SMS re-engagement and wanting one SDK instead of Branch + an MMP.

Buying personas

• Head of Monetization
• Head of Marketing / Growth
• UA Manager
• CEO (smaller companies).

Who you are

Must-have

• Experience in B2B business development or sales (SaaS preferred) - outbound experience required
• Comfortable owning the full cycle from cold outreach to qualified opportunity
• Able to turn customer conversations into sharper ICP, messaging, and targeting - not just activity metrics
• Strong written and spoken English; solid Polish for local market conversations
• Curious enough to learn a technical product (attribution, SDK, ROAS, ad revenue)
• Structured: CRM hygiene, follow-ups, weekly pipeline discipline
• Self-starter energy - early-stage company, founders still in the weeds

Nice-to-have

• Experience selling into marketing / growth / adtech / martech buyers
• Familiarity with mobile UA, MMPs, mediation, or performance marketing vocabulary
• Experience refining ICP / GTM in an early-stage SaaS environment
• LinkedIn Sales Navigator / Lemlist (or similar sequencing tools) experience
• Prior work in a startup or first commercial hire environment

What we offer

• Real ownership: first BD seat, direct impact on company trajectory
• Direct access to founders and product - short feedback loops, no corporate layers
• Live customer stories and a concrete ICP to sell into (not a blank slate)

Hybrid setup (Warsaw) with flexibility

Opportunity to grow into a broader commercial / Head of Sales path as we scale