Business Development Manager (EU) at Joom Marketplace

Joom is a global cross-border marketplace where millions can find anything they want at fair prices. Joom helps consumers to make shopping easy and entertaining and provides access to interesting and unique goods from around the world. Joom is one of the key businesses of Joom Group, an international group of tech-centric group of e-commerce companies founded in 2016 in Latvia. Joom also includes other businesses: JoomPro, the first and only end-to-end cross-border B2B marketplace; JoomPulse, an AI analytics tool for Mercado Livre sellers; and Onfy, a pharmaceutical marketplace in Germany. Joom Group has offices in Latvia, China, Germany, and Brazil, with its headquarters in Lisbon, Portugal. We work as one international team, sharing knowledge and collaborating across countries, businesses and products.

Now we are looking for a Business Development Manager (EU) who will drive the growth of our merchant base and build strong, long-lasting partnerships across the European market.

Responsibilities

• Identify and acquire high-potential European merchants to expand Joom Marketplace assortment, with a focus on sellers who can generate gross profit
• Own the full merchant acquisition funnel: prioritize markets/segments, build sourcing channels, and systematically expand a network of e-commerce contacts
• Run discovery and communication with prospects and new merchants: uncover needs, pitch Joom value, and handle objections
• Lead negotiations and close deals to build profitable, long-term partnerships
• Incubate new merchants from onboarding to first results: guide through key steps (listing, commercial terms, logistics/warehouses, documentation) and drive them to first sales
• Collect merchant feedback and translate it into actionable input for internal teams (what blocks launch/sales, what improvements are needed)
• Track merchant/category performance and run optimization initiatives based on data

Requirements

• Experience in Key Account Management / Account Management / Business Development / Seller incubation in e-commerce, marketplaces, or retail
• Strong understanding of the European e-commerce landscape and merchant needs; existing merchant network/contacts in Europe are a major plus
• Proven ability to run negotiations, influence stakeholders, and close deals
• Hands-on, structured approach to onboarding/incubation and driving merchants to measurable outcomes (first sales / first traction)
• Strong analytical skills: ability to interpret performance metrics and make data-driven decisions
• Fluent English is required (German/French/Polish is a plus)
• Nice to have: fashion/retail background (e.g., sneakers, apparel); experience with Cainiao, Vignette, Luchan, or EU local warehouses; China-to-Europe e-commerce exposure (including Chinese candidates based in Europe)

Benefits

• Compensation package: base salary and performance-based bonuses
• Remote work. Location: ideally remote in Europe; relocation to Lisbon is possible but not required
• AI-first approach: licenses and access to a wide range of AI tools
• Team & Growth: collaboration with colleagues across Portugal, Brazil, Latvia, and China, with opportunities for promotions, professional training, and English courses
• Community & Engagement: annual team-building activities, knowledge-sharing workshops, and a strong sense of teamwork