About Us
Pdftools is on a mission to empower people and businesses to share documents with trust and confidence, today and in the future! In over 70 countries, more than 650 customers trust our PDF technology to power their mission-critical business processes.
As a pioneer in the PDF industry since 1994, we have been instrumental in shaping the PDF standard as it is known today. We enable our customers to do their business effectively with a wide range of software solutions and developer components that define the PDF solution they can trust. Built with precision and passion in Switzerland. We are proud to say that we have an inclusive, supportive, and fun culture, yet ambitious in helping you grow your career.
Our team is made up of PDF technology veterans. We are an extremely customer-focused, fun, and hardworking team of members across product, engineering, marketing, sales, and more! We share a common set of values that we look for in every new hire:
We Get A Kick Out Of Solving Problems
We Before I
Always Learn, Always Improve
We Take Ownership
We Focus On What Matters
Come join us on our mission to empower people and businesses to share documents with trust and confidence, today and in the future!
About the role
We’re looking for a high-energy, entrepreneurial Business Development Manager to manage our Swiss and Austrian markets. You will identify, engage, and close new customers (direct and through partners/resellers), acquire new partners and animate existing partners, set up repeatable go-to-market motions, and be the face of PDF Tools in CH and AT. You will animate our existing partners. This is a builder role: you’ll prospect, run demos, negotiate contracts, and influence our product roadmap with customer insights.
About you
Language: Native-level German and professional English.
Experience: 3–6+ years in B2B SaaS new business sales (hunter role), ideally selling to technical and business stakeholders.
Partners management: significant experience in developing and animating partners, like system integrators
Track Record: Consistent achievement of new-logo ARR targets and closing multi-year deals.
Mindset: Entrepreneurial self-starter who loves the zero-to-one phase and thrives with autonomy.
Sales Skills: Confident in outbound prospecting, discovery, value selling, and complex negotiations.
Technical Curiosity: Comfortable discussing APIs/SDKs and technical integrations (you don’t need to code, but you enjoy understanding how things work). You are adjacent to the developers and technical team. You understand the software development process and who is who in the development team.
Tools: Proficient with CRM (HubSpot preferred), LinkedIn Sales Navigator, sequencing tools, and basic reporting.
Collaboration: Skilled at orchestrating internal stakeholders (Product, Marketing, Support) while keeping the customer at the center.
Network: an existing strong business network in the market is a big plus
Note: This is a remote role but we are looking to hire this BDM in Switzerland. If you are not in Switzerland but you are open to relocate, keep in mind we're unable to consider applicants who don't already have a Swiss permit / EU Passport as we are unable to support in the visa process.
Responsibilities
Market Development & Pipeline Generation
Map the markets: define ICPs, verticals, and key buyer personas (business & technical).
Proactively source leads via outbound (email, phone, LinkedIn, events).
Build and manage a healthy pipeline in HubSpot with accurate forecasting and activity tracking.
Evangelize PDF Tools at industry events, webinars, and through local partnerships.
Full-Cycle Sales Execution
Run discovery, product demos, technical deep dives (with SE/Support help when needed).
Craft business cases and ROI stories that resonate with customer challenges in the document lifecycle.
Lead pricing and contract negotiations to close multi-year, 4–6 figure SaaS deals.
Hand off new wins smoothly to Customer Success / Account Management for onboarding and expansion.
Partners acquisition & animation
Acquire relevant integrators and technical resellers
Animate new and existing partners
Feedback Loop & Internal Collaboration
Consolidate market and product feedback; work closely with Product Managers to inform roadmaps.
Partner with Marketing on German-language campaigns, content, and localization initiatives.
Coordinate with Support and Engineering to ensure a frictionless buyer experience.
Identify and onboard local channel/technology partners where it accelerates growth.
Process & Playbook Building
Document outreach sequences, discovery frameworks, and objection handling to scale what works.
Identify efficiency gaps in tooling/process and propose improvements.
Track and report KPIs (pipeline coverage, win rates, deal velocity, ARR won) and iterate on tactics.
🌍 Influence the way over 1,000 world leading organizations handle PDF workflows every day. Push boundaries and iterate quickly to discover new solutions.
💻 Flexible, hybrid work model – with regular team meetings to strengthen team spirit.
🏝️ 30 vacation days – yes, you read that right!
🐶 Don’t leave your four-legged friends at home, our offices are pet-friendly.
👶 16 weeks parental leave—100% of your salary—for all new parents
🧳 Sabbatical opportunities after 2 years with the company.
📚 2,000 CHF annual training budget, including additional time off for courses or training.
🤓 Internal knowledge sharing & external coaching to further develop your professional and social skills.
🥧 Opportunity to participate in the PSOP - Phantom Stock Option Plan (terms & conditions apply).
PDF Tools is an equal opportunity employer. We believe in diversity and inclusion. We do not tolerate discrimination. We support a safe and respectful environment where everyone thrives.
By submitting your application, you allow PDF Tools to handle and store your data.
PDF Tools does not seek or accept unsolicited applications or CVs from recruitment agencies. We will not pay fees or commissions without a written contract that covers such arrangements.
Top Skills
What We Do
Made in Switzerland, the land of watches, banks, and clean design, Smallpdf is an award-winning company that offers a suite of clever document management tools for everyone—for work, for home, for life.
Founded in 2013, Smallpdf provides a simple, secure, and reliable answer to heavy, awkward PDF software. By removing unnecessary features and adding a deep focus on user experience, Smallpdf has become the most-loved and most-trusted PDF software on the planet, serving over 500 million users, 100,000 different companies, in 24 different languages, and in every country in the world.
Smallpdf integrates seamlessly with professional and personal tasks, boosting productivity and simplifying the way people manage their documents, with tools to compress, convert, edit, sign, protect, and unlock PDF documents in just a few easy steps.
Smallpdf.com is the most-visited website in Switzerland and consistently ranks in the top 300 websites in the world. The Smallpdf team works tirelessly to keep its servers in top shape for its 30+ million monthly users. We believe simple software solutions should be accessible to everyone, which is why our software is affordable, easy to use, and device-agnostic.
Users can get exclusive, unlimited access by subscribing to Smallpdf Pro, which boasts a host of additional features, like connected tools, batch processing, and offline access via the Smallpdf Desktop App. Businesses are also covered with Smallpdf for Business, which offers all the features of Smallpdf Pro, plus priority support, annual billing, and bulk discounts.
Welcome to Smallpdf, the first and only PDF software you’ll love.
