Business Development Manager - International

Glartek, fast-growing and VC-backed company founded in 2017, is a leader in EHS (Environment, Health, and Safety) Connected Worker technology. Our core mission is to help our customers increase safety, ensure quality, and deliver exceptional operational performance. We achieve this with EHS Connected Worker technologies, integrating AI, AR, and IoT, providing visibility, and optimization tools, and offering reassurance throughout the work lifecycle: before, during, and after work execution. Glartek’s mobile-first, scalable platform supports leading companies in Safety (e.g., risk management and control of work), Quality (e.g., audits and inspections), and Learning and Development (e.g., skills and training management), as well as Sustainability and real-time Communication & Collaboration. Our customer base includes large asset-intensive organizations like Veolia and Finerge, and global manufacturers such as Lactalis, Daimler and International Paper. We are scaling internationally and expanding our commercial team.

With offices in Lisbon and Leiria, Glartek offers a dynamic scale-up environment where innovation, autonomy, and impact are core to our culture.

We are looking for a highly motivated and results-driven Business Development Manager to drive growth across assigned international territories. Reporting directly to the Head of Sales, you will own the full sales cycle — from pipeline generation and outbound prospecting through strategic account development and deal closure. This role requires a strong hunter mentality, the ability to engage senior decision-makers (including C-level stakeholders), and comfort operating in a fast-paced SaaS environment. You will play a critical role in expanding Glartek’s global footprint by identifying new opportunities, building strong customer relationships, and executing strategic sales initiatives.

• Identify, target, and develop new business opportunities across international markets.
• Generate pipeline through outbound prospecting including cold calling, email outreach, social selling, and partner collaboration.
• Research target accounts, identify key stakeholders, and initiate engagement with decision-makers and C-level executives.
• Qualify inbound and outbound leads to ensure strong opportunity development.

• Develop mid- and long-term strategic account plans to penetrate new markets and accounts.
• Manage and advance opportunities through the full sales cycle to successful closure.
• Prepare and deliver tailored product presentations, proposals, and RFP responses.
• Conduct consultative sales conversations to understand customer needs and demonstrate product value.
• Collaborate with channel partners and strategic alliances to expand pipeline.

• Stay informed on industry trends, competitors, and market developments.
• Provide customer and market insights to product, marketing, and leadership teams.
• Work closely with marketing to optimize outbound campaigns and automation initiatives.

• Maintain accurate CRM records and manage pipeline forecasting. Pipedrive knowledge is a plus
• Track weekly, monthly, and quarterly sales metrics and performance targets.
• Apply structured sales methodologies to drive opportunities through the buying cycle.

• 3+ years of experience in business development, SaaS sales, or international technology sales.
• Proven experience generating pipeline through outbound prospecting and cold outreach.
• Strong consultative selling and strategic account planning skills.
• Experience selling complex or technical solutions.
• Excellent communication, presentation, and negotiation skills.
• Highly motivated “hunter” mindset with resilience and drive.
• Ability to engage senior stakeholders and decision-makers.
• Strong organizational and time-management abilities.
• Experience with CRM platforms (Salesforce, HubSpot, Pipedrive, or similar).
• Technical curiosity and ability to understand industrial technology solutions.
• Experience in Manufacturing, Utilities, Automotive, or industrial sectors is a plus.
• Existing network within manufacturing or industrial environments is advantageous.
• Bachelor’s degree or equivalent experience preferred.
• Fluent Portuguese & English required. Spanish, or other languages are a strong advantage.
• Availability to travel domestically and internationally (up to 50%).