Commercial Lead for CPaaS Acquisitions

Working at Infobip means being part of something truly global. With 75+ offices across six continents, we’re not just building technology — we’re shaping how more than 80% of the world connects and communicates.

As employees, we take pride in contributing to the world’s largest and only full-stack cloud communication platform. But it’s not just what we do, it’s how we do it: with curiosity, passion, and a whole lot of collaboration.

We operate with an AI-first mindset, embedding intelligent tools into our daily workflows to work smarter and more efficiently. Every role here benefits from and contributes to this approach.

If you're looking for meaningful work and challenges that grow you in a culture where people show up with purpose, this is your opportunity.

Let’s build what’s next, together.

What this role is all about

You’ll join the Telco Base organization to lead selective, strategic acquisition across Telecom Partnerships and CPaaS Enablement. Your focus will be on creating repeatable commercial growth through the right partners, priority markets and scalable solutions, rather than pursuing a broad volume of low-probability opportunities.

Success in this role will come from defining the ideal customer profile, shaping modular commercial propositions, developing partner channels and ensuring acquisition efforts are focused on opportunities with strong market potential and sustainable deployment economics.

Working closely with Product, Business Growth, Sales, Solutions Engineering and regional teams, you'll help build a focused and scalable acquisition engine that drives sustainable commercial growth.

What you’ll do

• Define and maintain the ideal customer profile for Telecom Partnerships and CPaaS Enablement, covering mobile operators, platforms and aggregators.
• Focus acquisition efforts on priority markets and cloud-ready opportunities, while assessing on-premise opportunities against a clear commercial and deployment business case.
• Lead a modular entry approach for CPaaS Enablement, positioning solutions such as the rich-channel layer, AgentOS and authentication or number intelligence as standalone entry points where appropriate.
• Develop clear pricing, packaging and land-and-expand paths for each module in collaboration with Product and Business Growth.
• Reserve full-platform propositions primarily for relevant RFPs and ensure that acquisition resources are not tied up in low-probability bespoke pursuits.
• Build a scalable non-MNO partner channel, including ISPs, system integrators and VARs, and support partner self-service as an additional route to market.
• Select the appropriate commercial model for each Telecom Partnership opportunity, including sell-through and joint go-to-market arrangements.
• Ensure consistent contracting, revenue-share structures and Salesforce acquisition processes across opportunities.
• Re-engage and prioritize the live pipeline, freeing Business Development and Solutions Engineering capacity from low-probability pursuits.
• Establish a regular win/loss review cadence and use the findings to improve product-market fit, acquisition strategy and the balance between direct and partner-led motions.
• Coordinate with relevant stakeholders on GTM governance, portfolio boundaries and the positioning of authentication and number intelligence within the broader CPaaS offering.

What makes you a strong fit

• 5+ years of relevant experience in business development, partnerships, enterprise sales or commercial management, preferably with a strong telecom, MNO or CPaaS background.
• Proven experience acquiring strategic customers or partners in complex B2B technology environments.
• Strong understanding of CPaaS, telecom partnerships, cloud-based solutions and partner-led go-to-market models.
• Experience developing ICPs, commercial propositions, pricing, packaging and land-and-expand strategies.
• Ability to assess market potential, deployment economics, customer fit and commercial viability.
• Experience working with Product, Business Growth, Sales, Solutions Engineering and regional teams.
• Strong negotiation, influencing and presentation skills, with the ability to communicate the value of technology to technical and non-technical audiences.
• Customer- and partner-centric approach with strong commercial judgment.
• Comfortable working in a collaborative, fast-paced and globally distributed environment.
• Goal-driven, selective and persistent, with a strong focus on repeatable growth.
• Exceptional communication, negotiation and presentation skills with internal and external stakeholders.
• Fluent in English, both spoken and written.

Why you'll love it here • Financial rewards & recognition - A fair compensation aligned with your experience, industry, and market standards, performance-driven bonuses, regular reviews to support your growth and recognize your contributions, and a culture that values your impact. • Flexible work arrangements - We combine in-person collaboration with remote work and flexible working hours, because great ideas happen everywhere - and not always between 9 and 5. • ESOP (Employee Stock Ownership Plan) - As an Infobip employee, you’ll have the opportunity to share in our company’s success through stock options. • Work-life balance and Well-being  - We offer time off when you need it, special leave days for life’s big moments, and a flexible hybrid work model tailored to local regulations. • Career mobility - Your career is a journey. With internal mobility, upskilling, and mentorship, we help you shape your path.  • Professional development - Learning never stops. Onboarding, mentorship, and training programs help you grow - no matter where you start. • International mobility - Ready to take your career global? Explore short and long-term opportunities in our Hubs worldwide.  While some benefits may vary by location, our goal remains the same: to support your growth, well-being, and success - wherever you are. 

Diversity drives connection

Infobip is built on diverse backgrounds, perspectives, and talents. We’re proud to be an equal-opportunity employer and are committed to fostering an inclusive workplace.

No matter your race, gender, age, background, or identity — if you have the passion and skills to thrive, there’s a place for you here.

All qualified applicants will receive consideration for employment without regard to race, color, ancestry, religion, age, sex, sexual orientation, gender, gender identity, national origin, citizenship, disability, veteran status or any other part of one's identity.

Read more about our hiring process.

Please be aware that Infobip processes job applications only through our official platform Workday. Applications submitted via other third-party platforms are not reviewed or processed by Infobip. #LI-DG1