The posting
8allocate is a digital engineering and AI company that designs, builds, and modernizes software products, data platforms, and operational systems for international clients.
Founded in 2015 and headquartered in Estonia, the company operates through distributed engineering teams across Europe and Latin America
Position overview:
This is a new, ground-up role for a senior commercial leader who will drive new enterprise revenue and build a scalable growth engine. It combines hands-on enterprise selling, new business development and GTM leadership. You will personally lead and close strategic opportunities while uniting our existing Sales, SDR, Marketing, Content and Events capabilities into one predictable commercial system.
You will sell across our core business directions, including Applied AI & Product Engineering and Global Capability Centers, in close partnership with the Head of Solutions to shape and win the right deals. This is a peer partnership, not a reporting line: you will report directly to the CEO.
We are deliberately testing a focused set of priority verticals, but vertical fit is a plus rather than a requirement. A strong track record in complex enterprise IT Services sales in adjacent industries is just as relevant.
Requirements:
- 10+ years in enterprise sales, business development or commercial leadership within IT Services, Technology or Software, including senior roles with direct revenue ownership.
- A track record of originating and closing multi-million-dollar deals in complex, consultative engagements such as platform migrations, legacy modernization, digital transformation, custom platform builds or AI integration. Commoditized, price-led sales (flat-fee websites, low-cost app development) are not relevant experience for this role.
- Sustained ownership of the US market. You have built and closed business with US enterprise clients over multiple years, not just a single US project.
- Experience running 6–12+ month sales cycles with multiple stakeholders, formal procurement and complex negotiations.
- Executive presence and C-level credibility. You build trusted relationships with founders, C-level and senior business leaders, because in this role clients buy the person as much as the solution.
- Deal-shaping skills. You are confident with pricing, commercial models, contract structures and negotiation, and you work closely with Solutions, Delivery and Marketing to shape winning proposals.
- An active network of clients, partners and industry relationships that you can turn into real opportunities from your first weeks in the role.
- An AI-first working style. You use AI and automation every day for account research, prospecting, sales execution and knowledge work.
- Excellent English and willingness to travel internationally.
Nice to have:
- Experience selling AI Transformation, Product Engineering, Digital Transformation, Managed Services or Global Capability Centers (GCC), ideally engagements that grew from an initial entry offering into larger, long-term programs.
- Complex enterprise IT Services sales in adjacent industries such as Fintech, Healthcare, Energy or similar. Direct experience in our priority verticals is not required.
- Experience building or leading SDR, marketing or demand-generation functions, or working closely with them to create a repeatable pipeline engine.
Key responsibilities:
- Own new business revenue across priority markets, with a focus on strategic enterprise accounts, new logos and high-value opportunities.
- Personally originate and close strategic deals, owning the full cycle from first conversation through negotiation and contract signature.
- Build executive-level client relationships grounded in a deep understanding of each customer's business, operating model, priorities and decision-making structure.
- Lead strategic pursuits and deal shaping together with the Head of Solutions and subject-matter experts, covering value proposition, commercial model, pricing and negotiation.
- Define and execute the GTM strategy for priority markets, industries and ICPs, validating where to play and identifying new avenues for revenue growth and market expansion.
- Build a predictable commercial engine that unites Sales, SDR, Marketing, Content and Events under clear pipeline and revenue accountability.
- Represent the company in the market through executive relationships, industry events and strategic partnerships, and work with the leadership team to open new markets and shape commercial strategy.
- Own commercial performance and forecasting, including pipeline quality, conversion, deal economics, revenue growth, and channel ROI.
- Scale the commercial organization as revenue grows, including hiring trusted people from your own network as the function expands.
The ground work is done. Here is what is ready for you:
- Team: 1 Junior Sales, 3 SDRs, 1 Researcher, supported by two modern outbound stacks with around 80% of signal tracking, research and outreach automated.
- Сontent support from a part-time specialist, plus an SEO consultant engaged on a project basis.
- Design and development resources available for you.
- Head of Solutions as your presales counterpart, partnering with you on every major pursuit.
- Architecture and engineering expertise from people who deliver enterprise projects for global clients and step into sales conversations on multi-million-dollar deals.
- An in-house AI lab, with early accelerator offerings already in client testing.
Expected results first 6 months:
- Weeks 1–2: Immerse yourself in our portfolio, clients, markets, ICP, current pipeline, sales motion and GTM capabilities, and identify the highest-potential commercial opportunities.
- Month 1: Activate your network, open strategic enterprise conversations and build an initial high-value pipeline. We are not looking for someone who waits for the system to ramp up; we expect you to bring opportunities from your own network from week one.
- Month 2: Close your first new-business deal using one of our proven "opener" offerings, which are faster-to-sell entry points that lead into larger engagements. Set clear GTM and pipeline priorities across the highest-potential markets, ICPs and offerings.
- Month 6: Establish a repeatable commercial motion, a strong enterprise pipeline and a clear plan to scale revenue, markets and the commercial organization.
Expected results after 12 months:
- 40%+ of new qualified pipeline generated through inbound and marketing-led channels.
- Significant growth in new enterprise revenue, including strategic new logos.
- A strong pipeline of high-value enterprise opportunities across priority markets.
- A validated ICP and GTM strategy with clear market and industry priorities.
- A predictable commercial system spanning Sales, SDR, Marketing, Content and Events.
- Full visibility into performance, covering pipeline, conversion, revenue contribution and channel ROI.
- A scalable commercial organization ready to support international expansion and larger enterprise deals.
Interviewing approach:
- HR Interview with 8allocate.
- 1,4-hour Interview with the CEO and COO.
- 2-3 hours Paid live working session. We'd rather work with you than test you. Together with the team, you'll work through a real business scenario built for this role, in real time. It shows both sides what working together actually looks like. We value your time, so the session is paid at your hourly rate, regardless of the outcome.
- 1-hour Final conversation with a company co-founder.
- Reference check.
Benefits from 8allocate:
- Team & Culture: Team events, offsites, and a culture that keeps people connected.
- Learning & Development: Budget for courses, certifications, and conferences.
- Wellbeing: Flexible support in line with company policy, with options to support your physical and mental wellbeing (sport, mental health, or medical insurance).
- Rest & Recovery: Paid vacation and sick leave.
