Business Development Manager – Shelly SaaS

About Shelly

We make smart devices and push the boundaries of the IoT sector every single day. Shelly is a strong company with a startup mindset — no bureaucracy, just bold ideas, creative problem-solving, and a team that genuinely loves what they do.
We turn every spark of an idea into a real product — from first concept to full production — and bring smart automation to over 3 million households around the world. From heating, lighting, appliances, curtains, and more — if it runs on electricity, chances are we can automate it. We’ve built over 100 smart devices (and counting!), and everything happens right here at our headquarters in Sofia.

Sounds exciting? Keep reading...

Business Development Manager – Shelly SaaS

Your Role

You drive the go-to-market success of Shelly SaaS and turn a powerful new solution into real commercial growth. You build relationships across integrators, electricians, installers, and direct customers, while helping them see how quickly they can launch tailored smart solutions with flexible UI/UX and backend options, without heavy development work.

Job requirements

What makes you a great fit:

• You bring 5+ years of experience in business development, sales, or strategic partnerships in SaaS, IoT, building automation, BMS, industrial automation, or enterprise software
• You have at least 2 years of experience leading, mentoring, or managing a commercial team
• You have solid international experience and understand how to grow business across different markets, partners, and customer needs
• You know how to build pipeline, open new doors, and manage B2B and B2B2C sales cycles from first contact to signed deal
• You translate technical capabilities into clear customer value and confident commercial conversations
• You have experience working with channel partners, distributors, installers, integrators, or contractor ecosystems
• You feel comfortable building processes, playbooks, and structure from scratch
• You communicate clearly, negotiate confidently, and manage stakeholder relationships with ease
• You speak and write English fluently; additional languages are a strong advantage
• You are comfortable representing Shelly at international events, customer meetings, and partner visits

Job responsibilities

Your Responsibilities:

• You define and execute the business development strategy for Shelly SaaS across integrators, electricians, installers, and direct customers
• You identify, approach, and win new partners, including system integrators, BMS providers, enterprise clients, and other strategic accounts
• You create a scalable commercial pipeline and clear processes for prospecting, qualification, demos, proposals, and onboarding
• You hire, lead, and develop a high-performing business development team as the function grows
• You open new international markets and expand Shelly SaaS through the right partnerships, channels, and commercial priorities
• You work closely with Product, Engineering, and other internal teams to turn market feedback into stronger offers and better customer solutions
• You set KPIs, track team performance, and share clear insights and recommendations with leadership
• You represent Shelly at trade shows, conferences, and partner meetings, and turn conversations into long-term business opportunities

Job benefits

What is in it for you

Work:

• A welcoming, collaborative team
• Meaningful products and services that people actually use and love.
• Learning opportunities to sharpen your skills
• Competitive salary + Performance bonuses
• Modern office in a great location
• Fun team buildings and company events

Lifestyle:

• 26 days of paid annual leave
• Flexible working hours
• Additional health insurance
• Free access to all Shelly devices (yes, you can smarten up your whole home!)
• Multisport Card
• Fully sponsored yearly public transport card

Ready to join the Shelly Revolution?
Let’s build the future of smart living together.
Hit that Apply button — we can’t wait to meet you.