Position Title: Business Development Manager
Reports to: Sr.
VP of Sales
Location: Remote: Stockholm, Copenhagen, or Dublin
Why Compliance & Risks?
At C&R, we are driven by a bold vision: enabling businesses to do the right thing, creating a cleaner, safer, and better world for everyone.
Our mission is powered by cutting-edge AI technology and deep subject matter expertise, simplifying risk and regulatory compliance for our global customers.
With our innovative platform, we empower businesses to confidently plan ahead, enter new markets, and protect their brands.
Our culture is built on trust, innovation, collaboration, and respect.
We value diverse perspectives and foster an environment where everyone thrives.
Our promises extend to our people, customers, and the world.
For our team members, we provide leadership opportunities, career growth support, and a workplace you'll be proud to call home.
For our customers, we deliver the most powerful platform backed by expert insights to help them succeed.
And for the world, we empower global companies to create sustainable products safely and ethically in an ever-changing landscape.
Join us as we continue to transform compliance into a competitive advantage and make a lasting impact on businesses worldwide.
Purpose
As a Business Development Manager (BDM) at Compliance & Risks, you will drive new-name revenue growth through strategic, consultative sales execution.
Hungry to succeed and eager to expand our market presence, you will target Enterprise-level clients, manage complex sales cycles, and generate high-impact opportunities.
Combining strong business acumen with a tech-savvy mindset, you will operate independently across your territory, craft tailored solutions that address client needs, and contribute to the ongoing evolution of our sales strategy.
Articulate and polished in communication, you will build trusted relationships with senior stakeholders, influencing key decision-makers and advancing our position as a market leader in compliance intelligence.
Key Responsibilities
KRA 1 - Sales Lead Generation, Pipeline and Follow-up
Independently drive new-name sales prospecting through AI-driven lead research, outbound campaigns, referrals, and events.
Leverage advanced AI and PLG-supportive tools for account mapping, usage analysis, and data-driven targeting.
Advance qualified opportunities smoothly through to Discovery, leveraging strong questioning techniques and structured frameworks to uncover business needs and establish clear next steps.
Progress Discovery conversations through to a mutually agreed deal execution plan, maintaining momentum and ensuring both parties have alignment on objectives and deliverables.
Ensure that you follow up assigned leads to you from marketing, Business Lines, your own prospecting and the Exec team within the agreed time frame.
Generate and follow through your own target number of qualified opportunities as per your KPIs in the following ways:
Networking
Prospecting
Cold calling
Linked In
Attending and presenting at Seminars, Conferences and Webinars
Reviewing accounts with Account Manager for opportunities
Demonstrate ability to build a robust sales pipeline from a blank sheet of paper, proactively identifying and qualifying new opportunities using data-driven and AI-enhanced tools.
Maintain an active opportunity pipeline as per the KPIs.
Ensure your progress on leads and pipeline is detailed to the agreed standard in the CRM so that reporting and analysis can be done accurately.
Manage a large and complex opportunity pipeline in HubSpot/Salesforce, with high accuracy in forecasting and deal progression analysis.
Work closely with Sales Operations to ensure that you have an accurate sales forecast.
KRA 2 - Market, Buyer & Product Savvy
Demonstrates clear understanding of manufacturing and regulatory personas, including their workflows, objectives, and critical KPIs; leverages this insight to tailor messaging and engagement strategies.
Accurately maps prospects to relevant case studies, use cases, and industry best practices, ensuring communications and proposals are highly targeted and authoritative.
Delivers a confident, concise 90-second pitch and independently runs 15-minute product demos that address audience pain points and align solutions to industry needs.
Identifies and articulates the compliance risks and business consequences of non-compliance for various stakeholders, framing product value in terms of risk mitigation and regulatory outcomes.
Independently conduct tailored product demonstrations, directly linking identified client requirements to solution features and benefits.
Validate client needs and drive solution adoption during the sales process.
Adopt both a strategic & consultative selling approach and methodology to sales activities; build relationships, focusing on Head of Function contacts, through your excellent presentation skills and innate ability to connect with others.
KRA 3 - Revenue Targets
Own quarterly and annual New Name Sales targets, consistently meeting or exceeding quota.
Close larger-scale enterprise contracts and multi-year agreements.
Collaborate with Account Management and Customer Success to secure upsell opportunities while maintaining a focus on new client acquisition.
Ensure C2P repositioning and ESG/Regulatory offerings are embedded into strategic sales conversations; Include Regulatory Product Compliance and ESG as part of every new sale – all with the aim of increasing the adoption, stickiness and enterprise level sale.
As part of your upsell in existing accounts, specifically work to reposition C2P.
This will be a move to migrate customers to content based pricing.
Where adoption is low and where there is scope to expand C2P into an Enterprise Level Client is a potential work with Account Management and the other supporting functions to improve platform engagement by the client.
KRA 4 - Proposal and Contract Negotiation
Lead the preparation of enterprise-quality proposals and responses to RFPs.
Utilize AI-driven call prep, scenario simulations, and objection-handling tools to refine negotiation approaches.
Manage negotiations independently through to contract signature, leveraging Exec and functional teams as needed for complex terms.
Reach your proposal target number each quarter.
Use our knowledge, business acumen, negotiation and pricing skills to have your target number of deals signed each quarter.
KRA 5 - Collaboration and Leadership
Provide mentoring to Business Development Executives, SDRs, and other pod members, modeling effective prospecting, call planning, and deal management approaches.
Partner with Marketing, Product, and CS to refine messaging, contribute feedback on adoption challenges, and drive PLG-aligned initiatives.
Represent the Sales perspective in cross-functional roadmap discussions, offering insights from enterprise sales engagements.
Work extremely closely with your assigned account managers to maximise revenue.
Input in the development of other C&R offerings e.g. Managed Services, EHS/OHS, RPC.
Work closely with the Delivery team – CS, Legal Data, RPC, MA.
Demonstration of Values
All employees should continually promote the legacy of our Company Culture through demonstrating its values:
Trust
Respect
Winning Together
Innovation
Experience and Qualifications
Bachelor's degree in business, technical, or related field.
Minimum 5-10 years' experience in enterprise sales with a primary focus on New Name Sales.
1–3 years SDR/BDR experience with measurable outbound success an advantage.
Strong appetite to use and promote AI in daily workflow.
Proven ability to leverage AI tools for prospecting, discovery, negotiation planning, and forecasting.
Experience advancing qualified opportunities through discovery and to a mutually agreed deal execution plan.
Experience coaching buyers to secure internal alignment, running plays to influence timelines and mitigate execution risk.
Strong track record of meeting and exceeding high-value enterprise quotas.
Advanced experience with CRM (HubSpot/Salesforce) and pipeline governance.
Prior SaaS, regulatory, compliance, or technology sector experience preferred.
Strong team mentorship, communication, and leadership attributes.
Organised, numerate, clear communicator with high emotional intelligence.
Coachable but self-driven — brings ideas, not excuses.
Comfortable and eager to travel and meet prospects & customers within Territory.
Behavioral Competencies
Strategic Prospecting at Scale: Acts with independence, shaping outreach strategy for large/enterprise accounts.
Complex Negotiation: Manages multi-stakeholder negotiations confidently and strategically.
Leadership Influence: Coaches junior team members and actively shapes a high-performing sales culture.
Revenue Accountability: Demonstrates full ownership of ambitious revenue targets, treating them as personal benchmarks for excellence.
Why You'll Love Working Here
Comprehensive Benefits: Enjoy a competitive salary, performance-based bonuses, health insurance, and a robust retirement plan.
We also offer generous annual leave, company days, service days, and paid leave for new parents to support your personal and professional life.
Wellbeing at the Core: Our wellbeing program and Employee Assistance Program are designed to help you thrive.
From mental health support to promoting work-life balance, we prioritize your wellness.
A Warm Welcome: Starting with a personalized welcome swag pack delivered to your door, you'll be paired with a buddy and equipped with top-tier IT tools.
Our detailed onboarding program ensures you feel empowered from day one.
Growth Opportunities: We foster a learning culture where continuous learning and development are encouraged and supported.
Our educational assistance program helps cover the costs of external training, empowering you to enhance your skills and pursue new knowledge without financial barriers.
Inclusive and Collaborative Environment: Join a talented and diverse team that values inclusivity, collaboration, and innovation.
Together, we're shaping the future in a supportive, high-energy workplace.
Flexibility for Balance: Benefit from remote working options and a flexible environment that promotes wellness and work-life harmony.
Award-Winning Culture: We're proud to have been recognized for our Flexible Working and Employee Wellbeing strategies—proof of our commitment to creating an exceptional workplace.
Our Commitment to Inclusion and Diversity
At Compliance & Risks, we believe that diversity drives innovation and strengthens our ability to create a cleaner, safer, and better world for everyone.
We are proud to foster an inclusive workplace where everyone feels valued, respected, and empowered to thrive.
We celebrate individuality and encourage every team member to bring their authentic self to work.
Join us in shaping a culture where collaboration, empowerment, and respect are at the heart of everything we do.
Together, we'll continue building a workplace that reflects the world we serve.
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