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 RoleWe 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 UnionKey Responsibilities:New Business & Market ExpansionIdentify, qualify, and close new business opportunities with MNOs, MVNOs, and strategic partners across EuropeOwn the full sales cycle: prospecting, pitching, commercial negotiations, and contract closureDevelop market entry strategies for new European markets in collaboration with leadershipAccount & Partner ManagementBuild 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 initiativesSolution & Value-Based SellingPosition Upstream’s platforms as revenue-generating and engagement-driving solutions, not just technologyTranslate operator and enterprise needs into tailored commercial and technical proposalsWork closely with Pre-Sales to shape proposals, pricing models, and business casesCommercial Strategy & ForecastingOwn revenue targets and pipeline for assigned territoriesMaintain accurate sales forecasts and CRM reportingMonitor market trends, competitive landscape, and regulatory considerationsRequirementsExperience5-10 years of experience in Business Development, Sales, or Strategic PartnershipsStrong background in telecom, mobile marketing, CPaaS, AdTech, MarTech, or digital servicesProven track record of selling complex B2B solutions in EuropeExperience working with Mobile Network Operators is a strong plusSoft SkillsStrong commercial acumen and negotiation skillsAbility to sell consultatively and navigate long enterprise sales cyclesComfortable working with technical and product teamsExcellent presentation and communication skills in EnglishAdditional European languages are a plusMindsetEntrepreneurial, proactive, and results-drivenThrives in a fast-paced, international environmentStrategic thinker with a hands-on execution-focused approachBenefitsWe 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.
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.
