Business Development Manager

Tartu  / Estonia

Guardtime is looking for Business Development Manager

About Guardtime

Guardtime is a global company developing the core technology, applications, and tools for ensuring the integrity of systems, processes, and data, at a massive scale, in real-time. We started in 2007 with the goal of eliminating the need for trusted authorities within Estonian Government networks. Today our KSI Blockchain technology is applied in defense, telecom, healthcare & life sciences, financial services, energy, government, and other areas.

Be like a startup co-founder

Guardtime's Truetrail is a new business line, focused on verifiable audit trail management. Truetrail is a platform which utilizes KSI Blockchain technology for providing situational awareness and legally sound proof value of what, when and how exactly has happened in a corporate network. While today this is a security/compliance add-on to existing systems, Truetrail’s vision is to be the enabler for a paradigm shift in the cyber regulatory domain - automated real-time auditing, AI compliance, cloud services accountability etc.

Your mission as a Truetrail Business Development Manager is to ensure that the product and the commercialisation model will be developed in direct match with customer needs and market expectations.

You will work closely with the Product team to give fast feedback to development process and validate any technological or service-delivery hypothesis with customers. As the business line is quite new, then initially your daily work could rather be described as a “startup co-founder” than a well established corporate position.


  • Play an active role in business line strategy definition. Create an effective, repeatable and sales-oriented model from customer discovery to customer validation to customer creation.

  • Generate leads and cold call prospective customers. Meet potential customers and doing presentations. Build and develop a sales pipeline.

  • Attend conferences and industry events. Publish the project/product in social media - e.g. LinkedIn, Medium.

  • Create and amend business line materials (presentations, whitepapers, product sheets etc.).

  • Research organisations and industries to find new opportunities. Map competitors and give input to product development, commercialisation and marketing strategies.

  • Track progress and document customer engagements in CRM.

  • Help to build up the business development and sales team. Train personnel and help team members develop their skills.


  • Comfortable with public speaking. 

  • Able to grasp the nature and technical structure of our product and the specific requirements of the clients.

  • Initiative to constantly improve the working process and documentation in cooperation with the team.

  • Able to manage time and tasks efficiently to meet the set deadlines.

  • Capability to think strategically. Can see the big picture and set aims in order to develop and improve the business.


  • BSc or MSc degree.
  • Strong experience in B2B Sales.
  • General knowledge about software development process.
  • Experience with design and implementation of business development strategy.
  • Some startup and/or product launch experience.
  • Ability to work with team and partners in multiple geographical locations.
  • Excellent communication skills and fluent in English.

For additional information send e-mail to  [email protected]


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