Business Developer (Remote, Tbilisi)

About the role

A remote, full-time Business Developer position for a Georgia-based vendor-neutral digital transformation consultancy based in Tbilisi. The company helps Georgian SMBs and select international clients implement CRM systems, business process automation, AI agents and web solutions. The Business Developer owns the Georgian sales pipeline end-to-end, from generating opportunities and discovery meetings to offers, negotiations, closing and handover to the delivery team.

Key responsibilities

• Own and develop the Georgian sales pipeline through outbound prospecting and qualified inbound leads.
• Identify SMB clients matching the Ideal Customer Profile and make first contact within 3 working hours, arranging discovery meetings within 2 working days.
• Run discovery meetings and qualify prospects using a five-point scoring framework (Position, Competence, Expectation, Situation, Character).
• Collaborate with the Tech Lead to scope solutions and prepare offers, presenting them within 24 hours of discovery.
• Manage follow-ups, handle objections, negotiate terms and close deals.
• Ensure a smooth handover to the delivery team within 2 working hours of payment.
• Maintain accurate records in Zoho CRM, logging calls, emails and meetings the same day, and manage follow-up dates, offer and contract links.
• Forecast pipeline activity, take part in weekly reviews with the Managing Director and share market feedback to improve the ICP, offers and pricing.
• Attend selected in-person client meetings in Tbilisi when needed.

Required profile

• 3 years of B2B sales experience in Georgia, including at least 3 years of full-cycle deal-closing.
• Proven experience selling to SMB decision-makers such as CEOs, Heads of Sales, Marketing and Operations.
• Background in CRM, SaaS, IT consulting, digital services, marketing technology or a comparable complex B2B environment.
• Native or fully fluent Georgian and professional English.
• Based in Tbilisi or willing to relocate; reliable transport and availability for in-person meetings.

Required skills

• Technical discovery conversations about workflows, data models, integrations and automation.
• Strong CRM discipline and experience keeping accurate sales records.
• Communication, negotiation, organisational and relationship-building skills, with the ability to work independently.