Business Development & Discovery (m/w/d)

About Klickmeister

Klickmeister is an IT company with over 25 years of experience in designing, developing, and operating custom web applications. We specialize in complex, data-intensive systems, platforms, configurators, internal tools, interfaces, and the long-term enhancement of existing applications, particularly when standard solutions fall short. Our focus is on a few, long-standing major clients. Previously, projects and new clients came through recommendations and a few large existing customers. Now, we are systematically building our new client acquisition and business development with you.

We are looking for a communicative, strategically thinking individual with professional experience in software design and development, and digital value creation. You should have a fundamental understanding of design, DevOps, front-end and back-end development, experience in digital lead generation, and a talent for networking. You are proficient in written and spoken communication, enjoy making contacts, and are comfortable approaching people. We expect you to lead the development of a customized, strategically oriented business development process for Klickmeister in collaboration with management, allowing for experimentation, learning from mistakes, and aligning with our company culture. It's important to us that you fully concentrate on this task and also work with us to further develop existing customer relationships to generate new business.

About the Role

You will build our sales process and support business development. We are not looking for someone who "just sells"; our projects require explanation. Therefore, you should be able to understand customer problems, structure them meaningfully, and define initial sensible steps together with us. Furthermore, once the sales fundamentals are in place, the role should evolve beyond just sales, moving towards project initiation, pre-projects/discovery, and idea development (with new and existing customers). The first year focuses on building, learning, and pipeline development, not immediate massive revenue.

Your Responsibilities

Business Development & Sales (Focus - especially in the 1st year)

• Define with management: Which customer types and projects are a good fit -- and which are not.
• Build and maintain a focused list of suitable target companies and contact persons.
• Actively approach contacts (email, LinkedIn, phone, recommendations) and arrange meetings.
• Conduct initial consultations: Clarify needs, urgency, framework conditions, and decision-making processes.
• Consistently follow up on conversations: next steps, timing, responsible parties, documentation.
• Prepare offers (together with management/domain experts) and drive opportunities to contract award.
• Actively develop existing customer relationships: find suitable points of contact and initiate follow-up business.

Pre-projects / Tapping into New Market Potential / Requirements Engineering

• Capture customer problems: goals, users, processes, constraints, risks.
• Structure and prioritize requirements (including assumptions and open points).
• Sketch initial solution concepts: rough functional packages, workflows, information structure.
• If necessary, create wireframes or low-fidelity click dummies to ensure understanding.
• Prepare results so the implementation team can take over quickly.

Idea Development with Customers

• Identify potential with existing customers: "What will really move you forward next?"
• Translate potential initiatives into meaningful packages (small to start, scalable later).
• Prepare and moderate workshops/meetings (pragmatic, results-oriented).

What You Should Bring

• You can conduct conversations in a way that turns vague statements into clear next steps.
• You can speak with decision-makers at the executive level while remaining grounded.
• Experience in B2B sales / business development for services that require explanation (ideally: IT services, custom software, project business).
• Experience in requirements engineering and product/UX conception.
• Fundamental understanding of web applications and software projects (coding not required, but you need to understand the context).
• Structure and reliability: you document cleanly, follow through, and complete tasks.
• Strong presentation and written communication skills.
• Fluent in German, business fluent in English.

Bonus Points

• Experience in Service Design or similar roles.
• Workshop experience (interview techniques, moderation, results documentation).
• Experience with tenders/procurement/contract processes.

What is NOT part of the role

• You do not bear the final price/contract decision alone.
• Disciplinary leadership.
• Pure "marketing/social media editorial role".
• Buzzword bingo.

How We Measure Success

After 3-4 months:

• Klickmeister's positioning is clear, and an initial sales concept and materials are established.
• First suitable customer conversations and a traceable pipeline with next steps.

After 9-12 months:

• A repeatable sales process (target customers, approach, conversation management, follow-up).
• Initial contract awards.
• Noticeable relief for management in project initiation.

Mid-term:

• More substance in pre-projects (clear requirements, repeatable process, less friction).
• More initiatives/follow-up projects from existing customers.

What We Offer

• Direct collaboration with management and the team, short communication channels.
• Substantive projects: custom software when standard solutions aren't enough.
• Creative freedom: you build a system with us, rather than just "processing leads".
• Flexible working hours, hybrid/remote.
• Complete hardware equipment.
• Company fitness subsidy (Urban Sports Club).
• Public transport ticket subsidy (Deutschlandticket).
• Capital-forming benefits.
• Very pleasant culture: no buzzword bingo, no cutthroat competition.

Application

Please send us:

• CV or LinkedIn profile.
• Work samples:
  1. How you would approach positioning Klickmeister.
  2. How you went from initial contact → project opportunity → contract (or clear decision).
  3. An example of how you structured unclear requirements (briefly, preferably in bullet points).
  4. What would be your first steps at Klickmeister?
• Optional: Which 5-10 target companies/industries you would approach first.

Location: Ruhr Area/Cologne (hybrid) or Remote in Germany Employment Model: Full-time or 4-day week Start: Flexible Contract Duration: Initial 1 year, then permanent Annual Salary: ~€48,000