Business Development Manager

About the Company

Everything we do at AdaCore is centered around helping developers build safe, secure and reliable software.For 30 years, we've partnered with global leaders in aerospace & defense, air traffic management, space, railway and financial services. We've developed tools and services simplifying high-integrity software development through a subscription-based model. As demand for secure applications grows in industries like automotive, medical, energy, and IoT, we're adapting our proven technologies to assist a new generation of developers.Our +190 global experts based in the US, France, Germany, the UK, and Estonia, collectively develop cutting-edge technologies to address the challenges of high-grade software development.Joining AdaCore is about joining a culture of innovation, openness, collaboration and dependability, which defines how we work together, with our clients and partners.

About the Role

As Business Development Manager at AdaCore, you will play a key role in identifying new market opportunities and acquiring new clients to drive corporate growth within Germany and the overall DACH region. Aerospace and Defense will be the primary focus, with automotive, rail, energy, and other high-integrity industries representing additional expansion opportunities. You will be responsible for generating qualified leads, establishing strategic contacts, and converting prospects into long-term business partners. Your work will directly contribute to expanding our market footprint within the region, achieving revenue targets, and securing new partnerships that support long-term company success. You will report to the EU Sales Director.

Responsibilities

• Develop and execute AdaCore’s business development strategy in Germany and the wider DACH region.
• Research, identify and develop new opportunities and pipeline prospects. Initiate contact with prospective customers through networking, email campaigns and social selling.
• Leverage professional networks to build and expand relationships with decision-makers, engineering leaders, software architects, and other key stakeholders.
• Conduct presentations and product demonstrations tailored to customer pain points and business goals.
• Manage the complete sales cycle from initial contact to contract negotiation and closing, in close collaboration with AdaCore’s sales and technical teams.
• Represent AdaCore at relevant industry events, conferences, and customer meetings.
• Develop relationships with industry partners and other relevant organizations.
• Provide actionable market and customer insights to support AdaCore’s go-to-market strategy.
• Maintain accurate records of sales activities, pipeline updates, and revenue forecasts in the CRM system.

Qualifications

• 7+ years of experience in business development or B2B sales, with a proven track record of developing new customer acquisition.
• 5+ years of experience selling software development tools, software verification, static analysis, embedded software, or related technologies to medium sized or large organizations.
• Experience working with safety-critical, security-critical, or regulated software preferred.
• Existing relationships with major aerospace, defense, automotive, or other high integrity industrial organizations in Germany.
• Strong understanding of complex B2B sales cycles and the ability to engage with multiple stakeholders.
• Excellent communication, negotiation, and relationship-building skills.
• Fluency in German and English, both written and spoken required.
• Ability to work independently while collaborating closely with an international sales, marketing and product organization.
• Willingness to travel regularly.

Required Skills

• Business development or B2B sales experience with new customer acquisition.
• Experience selling software development tools, software verification, static analysis, embedded software, or related technologies.
• Experience with safety-critical, security-critical, or regulated software.
• Relationships with major aerospace, defense, automotive, or other high integrity industrial organizations in Germany.
• Understanding of complex B2B sales cycles and stakeholder engagement.
• Communication, negotiation, and relationship-building skills.
• Fluency in German and English, both written and spoken.
• Ability to work independently and collaborate with international teams.
• Willingness to travel regularly.

Beyond the job: We're a global organization driven by diverse backgrounds, fostering innovation through an open exchange of ideas. We welcome applicants of all backgrounds, celebrating diversity in ethnicity, nationality, gender, age, religion, abilities, sexual orientation, veteran or marital status. Our commitment is to help our teammates, wherever they are based, feel comfortable and satisfied, by encouraging flexibility to ensure them a healthy work-life balance. Additionally, we prioritize individual development by offering continuous training from day one with a personalized onboarding plan. For more information about our recruitment process, visit our FAQ.