Fractional GTM & Business Development Lead — B2B Technical Services

Fractional GTM & Business Development Lead — B2B Technical Services We are an established European technical-services company delivering complex digital products for B2B clients. Our work includes AI-enabled workflows, data-intensive platforms, and custom web/mobile software. We have strong delivery capability but an inconsistent new-business pipeline. We are looking for a hands-on fractional GTM and business development lead to build a predictable, high-quality pipeline and personally progress opportunities. This is not an appointment-setting, mass-cold-email, or generic SDR role. We need someone who can build a commercial system around a complex, consultative sale. Responsibilities - Define our ideal customer profile, buying triggers, buyer map, and qualification criteria - Develop a clear commercial offer and messaging for technical services - Build a repeatable pipeline through strategic partnerships, referrals, targeted account-based outreach, and founder-led sales support - Set up practical CRM stages, opportunity management, follow-up, forecasting, and weekly reporting - Source and advance qualified opportunities with senior decision-makers - Work with company leadership on discovery calls, solution framing, proposals, and deal progression - Build a partner ecosystem including consultancies, agencies, advisors, and relevant technology providers Requirements - 5+ years of B2B business development, sales, or GTM experience - Demonstrable experience selling custom software, AI, data, cloud, product-development, or technical-consulting engagements - Personally sourced and closed projects valued at €30,000+; include examples in your application - Strong discovery and consultative selling skills with founders, CTOs, product leaders, data leaders, or operations leaders - Experience building a commercial motion from an early or ambiguous stage, not simply working existing inbound leads - Excellent written and spoken English - Located in, or able to work effectively with, European time zones Engagement This starts as a fixed-price paid trial for 6–8 weeks, at roughly 10–15 hours per week. If we see clear traction, it can extend into a longer-term fractional or full-time engagement. We may agree on a small success bonus for founder-validated qualified opportunities and a separate close bonus for paid client work. We do not pay per booked meeting. First 60-day deliverables - Validated ideal customer profile, buyer map, buying triggers, and disqualification rules - Practical sales narrative, offer structure, and qualification framework - CRM pipeline structure and weekly operating cadence - 30 named target accounts with documented deal hypotheses and next steps - 20–30 mapped potential partners, including at least five active conversations - Evidence of qualified pipeline and proposals, not vanity metrics such as emails sent or meetings booked We will not consider generic lead-generation packages, mass-outreach services, or applicants whose primary success metric is booked meetings.