Head of Business Development Central Europe (Germany, Austria, Netherlands)

Germany·BerlinFull-timeexecutive

SalesBusiness Development Manager

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Quick Summary

Key Responsibilities

Define strategy, priorities, and KPIs across key verticals — Company Creation, Accounting/Tax Advisory, Tech/Integrations, Financing, Insurance, Affiliates. Build and lead the teams: Hire, coach,

Technical Tools

SalesBusiness Development Manager

Responsibilities

~1 min read

→Own the partner GTM for Central Europe: Define strategy, priorities, and KPIs across key verticals — Company Creation, Accounting/Tax Advisory, Tech/Integrations, Financing, Insurance, Affiliates.
→Build and lead the teams: Hire, coach, and structure lean, high-performing teams across Business Development, Partnerships, and Affiliates with clear targets and operating rhythms.
→Orchestrate key business models end-to-end: Own the full partner journey across company creation, accounting, finance, and credit partnerships. Define the roadmap, the operating model, and ensure execution across stakeholders.
→Expand and professionalise the ecosystem: Build tiering, incentive structures, enablement programs, and governance frameworks that scale partner-related revenue.
→Represent Qonto externally: Be the senior face of Qonto in the German and Central European ecosystem — boards, associations, major partner relationships, C-level negotiations.

Team leadership in Germany: Proven track record building and managing high-performing teams in Partnerships, Business Development, or Sales in the German market.
Strategic partner expertise: You've built B2B2SME partnerships from scratch (0→1) and scaled them — ideally in Fintech, SaaS, Accounting, or a regulated environment in Germany.
C-level influence: You're comfortable negotiating and closing at executive level. You craft clear, decision-driving narratives and decks.
Business ownership mindset: You own goals, budgets, prioritisation, and execution across multiple stakeholders. Data-driven, impact-oriented — you operate like a General Manager.
Product/tech fluency: Enough API and integration understanding to lead technical partnerships with Product and Tech teams. Accounting/DATEV or E-Commerce ecosystem knowledge is a strong plus.
Languages & location: Fluent German and English. Based in Berlin.

Germany's acceleration moment: Qonto's 2nd biggest market with ambitious growth targets and a strong product roadmap — e-invoicing, integrations, Financing Hub. You'll create a step change in how partnerships generate and influence revenue.
Senior leadership visibility: Direct exposure to Qonto's senior leadership and the mandate to represent the company externally in Germany and Central Europe.
Strong senior ICs to amplify: You'll guide and collaborate with senior contributors — Company Creation Lead, Accounting Lead, Strategy teams — to build upsell motions, prioritise initiatives, and drive delivery.
A cross-functional environment with real counterparts: Strong Product, Tech, and Growth teams who operate as partners, not service functions.

Your manager will be Malte Dous, Regional Managing Director Central Europe.

His path? 15+ years scaling platforms and partnerships in Germany. Malte started at BCG (6 years), then built Zalando's Partner Program from a small initiative to a multi-hundred-million business over 4 years. He went on to lead as General Manager Germany at Wayfair, then spent 5+ years at DocMorris as Managing Director Marketplace and Category Management. He holds a PhD from the University of St.Gallen and joined Qonto in 2025 to lead Central Europe.
What does he bring to the team? Deep expertise in scaling partnerships and marketplaces in the German market — he's done it three times at Zalando, Wayfair, and DocMorris. He gives full ownership of the partnership's function and backs leaders who think entrepreneurially and drive results.

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