Business Development Manager – EMEA

We are hiring a driven and strategic Business Development Manager (BDM) to own the entire lead-to-solution cycle for tier 1 accounts in the EMEA region. You will build and nurture relationships with decision-makers, guide prospects through discovery and qualification, and develop solution-fit conversations. Once the opportunity reaches maturity, you'll hand it over to the Sales team, while staying involved as a supporting stakeholder.

This is a high-responsibility role with autonomy. While you will receive some support from BDRs, you are expected to generate and convert pipeline independently and be fully accountable for your own targets.

• Own the Process:
  
  Manage the journey from first contact to sales handover. Lead discovery, develop business cases, and align stakeholders.
• Develop & Convert Pipeline:
  
  Independently build and drive opportunity pipeline across assigned accounts and regions, with light support from BDRs.
• Strategic Targeting:
  
  Research, identify, and prioritize Tier 1 accounts. Use industry trends, trigger events, and account intelligence to guide outreach.
• Cross-Functional Collaboration:
  
  Work closely with marketing, solution engineers and sales to ensure continuity of information and effective handover once an opportunity is sales-ready.
• Post-Handover Involvement:
  
  Remain involved after handover to ensure a consistent and informed customer experience.
• Partner & Consultant Alignment:
  
  Engage relevant consultants and ecosystem partners to co-develop project opportunities and position Hai Robotics effectively.
• Internal Contributions:
  
  Contribute to ongoing strategy projects (e.g., vertical positioning, market development plans, win/loss analysis).

Candidate Requirements

• Minimum 5 years of experience in business development or solution sales
• Minimum 3 years of experience in logistics, warehouse automation, robotics, or supply chain
• Proven track record of owning complex deals from discovery to solution fit
• Self-starter with strong ownership mentality
• Skilled at translating operational pain points into business cases
• Able to engage multiple stakeholder levels, from technical teams to senior leadership
• Excellent communication, relationship-building, and presentation skills
• Strong organizational skills and follow-through
• Comfortable working with Salesforce, Apollo, Sales Navigator, and CRM platforms
• Familiarity with outbound sequencing and multi-stakeholder opportunity tracking
• Languages: Fluent English required. German and/or French strongly preferred. Additional EMEA languages are a plus.
• Location:Hybrid (based in Hoofddorp, NL, with travel across EMEA) We do not offer relocation or visa sponsorship for this role.

Nice to Have

• Background in selling ASRS, ACR, AMR, or shuttle systems
• Familiarity with system integrators and warehouse consultants
• Experience in fast-growth, high-complexity B2B tech environments

• Unique opportunity to shape business development in a category-defining robotics company
• Autonomy, ownership, and visibility within a growing team
• Work on cutting-edge warehouse automation projects that change industries
• Grow your career in an organization that values results, initiative, and collaboration

Founded in 2016, Hai Robotics is a leading global provider of Automated Storage and Retrieval Systems (ASRS), delivering unparalleled system flexibility and maximizing operational efficiency for facilities of all sizes and conditions. With 1,500+ projects implemented across 40+ countries, supported by 8 global offices and 60+ partners worldwide, Hai Robotics is a reliable resource for providing local support.

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