Senior Business Development Director (New Logos)

Overview

About the Role & Team

We are seeking a highly driven, results‑oriented New Business Sales Executive to accelerate our growth by acquiring net-new customers (“new logos”) among Continental European HQ’ed clients in the technology sector. This is a pure hunter role where success is measured by your ability to identify prospects, open new doors, build relationships, and convert opportunities into long‑term customers. You will get educated in selling IDC's full portfolio - Research, Data, Custom Solutions and Events

 

You will be responsible for creating and executing your own territory plan, generating pipeline, leading the sales cycle from first outreach to signed contract, and establishing our company’s footprint in new accounts.

 

 

What You’ll Do

• Identify, target, and acquire new customers within your assigned territory.
• Build and manage a strong pipeline through proactive outbound prospecting, networking, industry events, and strategic research.
• Own the full sales cycle, from initial outreach, qualification, discovery, and solution presentation to negotiation and closing.
• Develop deep understanding of customer challenges, business drivers, and industry trends.
• Collaborate closely with Sales Support, Customer Success, Consultants and our Analyst team to ensure we operate as one unified hunting team and deliver a strong, seamless customer experience.
• Achieve or exceed quarterly and annual new logo acquisition targets.
• Maintain accurate CRM hygiene, forecasting, and activity reporting.
• Serve as the customer ambassador internally, providing feedback on market needs and competitive insights.

 

What You Bring

• Self-starter with good organization and time management skills; able to work at fast pace, to achieve targets & business goals.
• 3-5 years of experience in B2B sales with a clear track record of closing new logos.
• Demonstrated success in outbound hunting, cold outreach and pipeline generation.
• Strong negotiation and closing skills, with experience running complex or multi‑stakeholder sales cycles.
• Must have the ability to travel from time to time.
• Excellent communication skills, both written and verbal.
• Business English is a must. Additional language skills is a plus.
• Familiarity with CRM systems (e.g., Salesforce, Dynamics, HubSpot).
• Experience selling SaaS, tech, or subscription‑based solutions is a plus.
• Customizing proposals based on customer requirements and meeting budgeted sales targets.
• Accurately reporting the sales pipeline in the CRM (Salesforce) and local market intel/inputs to grow the business based on trends and requirements.
• Collaborating with IDC teams consisting of Analysts, Consultants and other Sales professionals.

 

Why This Role Stands Out At IDC, your work helps shape how the world understands technology and where it goes next. You collaborate with curious, high-caliber colleagues who value rigor, integrity, and shared success. As the premier global provider of trusted technology intelligence, IDC equips business and technology leaders with the evidence they need to make confident decisions. Our insights inform strategy, investment, and innovation across industries and regions.

 

Recognized by IIAR as Analyst Firm of the Year for five consecutive years, IDC sets the standard for credibility and impact. With more than 1,000 analysts worldwide and a truly global perspective, we combine deep expertise with practical relevance. Here, your ideas matter, your voice is heard, and your contributions provide the insights leaders rely on every day. It is meaningful work, backed by a culture that supports growth, collaboration, and long-term career development with a globally respected brand.

 

What We Offer

• Competitive base salary + uncapped commission plan.
• Presidents Club for our high performers
• Hybrid work model
• Opportunity to own a high-impact role with autonomy and clear growth trajectory.
• A collaborative team culture with strong support from leadership.
• Tools and enablement to help you prospect efficiently and close deals.

 

Equal Opportunity Employer

IDC is committed to providing equal employment opportunities for all qualified persons. Employment eligibility verification required. We participate in E-Verify. 

 

 

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