Senior Business Development Manager H/F

About ZettaScale

ZettaScale develops open and commercial technologies for distributed data infrastructure, from microcontrollers to the cloud. Creator of Zenoh, it is backed by NXP Semiconductors and ADLINK and has around 40 people across Paris-Saclay, Hengelo and Newcastle. Its technologies serve demanding markets including defence, aerospace, automotive, transportation, robotics and industrial systems.

Build markets. Win customers. Shape the future of distributed systems.

The opportunity

ZettaScale is entering a new phase of commercial growth and is looking for a senior business builder to accelerate Zenoh. This hands-on hunter role is about creating enterprise opportunities, opening senior-level relationships and turning complex customer challenges into scalable, profitable business. Based in Paris-Saclay, you will report directly to VP Sales based in Hengelo (The Netherlands).

What you will do

• Build and manage a strong revenue and design-win pipeline in priority markets (aerospace, defence)
• Identify, qualify and win new customer projects, from target-account selection to negotiation and closure.
• Develop trusted relationships with technical teams, procurement, senior decision-makers and C-level executives.
• Expand existing customers through new use cases, programmes, sites and executive sponsors.
• Build compelling commercial offers and business cases that connect technical value, customer outcomes and clear economics.
• Work closely with product and technical teams, bringing structured customer feedback into positioning, roadmap and execution.

What we are looking for

• A genuine hunter mentality: proactive, resilient and energised by creating opportunities where none yet exist.
• 10+ years of experience in business development or complex B2B technology sales, navigating multi-stakeholder buying organisations.
• Strong listening skills, executive presence and the ability to translate sophisticated technology into clear customer value.
• Technical curiosity and the motivation to understand Zenoh and distributed-system architectures well enough to lead high-value conversations.
• A collaborative, structured and accountable approach to opportunity management.
• Sound commercial judgement, balancing growth, long-term partnership, product strategy and profitability.
• Willingness to travel regularly across France and Europe to stay close to customers and opportunities.

Relevant background

Experience in industrial middleware, edge computing, edge-to-cloud infrastructure or mission-critical software is particularly relevant.

A strong technical sales background, ideally in the aerospace and/or defence industries, would be a clear advantage.

Your ability to learn the technology, build a market around an emerging offer and create strategic customer relationships matters more than a specific company background.

Fluent English, both written and spoken, with the confidence to present and pitch ZettaScale to senior and technical audiences.

Why join ZettaScale?

You will help accelerate Zenoh, shape an emerging technology category and work on strategic projects in technically demanding markets. You will join an international, entrepreneurial team with direct access to the CEO, significant ownership and an attractive compensation package reflecting the seniority and impact of the role.