Head of Business Development Central Europe (Germany, Austria, Netherlands)
Our mission and customers: We are creating the freedom for SMEs to succeed by delivering Europe's leading finance workspace with banking at its core, augmented by financial tools. We are proud to be rated 4.8 on Trustpilot, based on 55,000+ reviews. Our culture puts customer satisfaction at the core of what we do, as proven by our Net Promoter Score of 75 (more about our culture here).
Our journey: Founded in 2017 by Alexandre and Steve, Qonto has grown to 1,600+ Qontoers serving over 600,000+ customers across 8 European countries. We have been profitable since 2023, and we are just getting started.
Our beliefs: We hire for skills and potential. With 80+ nationalities, 45% women, of which 56% of women in our leadership team, diversity isn't a program; It's who we are. We've built a discrimination-free hiring process because the best teams are built on merit.
AI at Qonto: AI is deeply embedded in how we work (here) - Every Qontoer gets unlimited access to the best AI tools. We want people who experiment without waiting for permission, push AI beyond the obvious, know when to trust it, and when to question it.
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Join Qonto as Head of Business Development Central Europe to make Qonto the go-to financial management solution in Germany and adjacent markets. You'll build and steer our partnership portfolio — Tax Advisors, Accountants, Tech integrations, Financing, Insurance, Affiliates — while leading and scaling the Business Development, Sales & Partnerships teams. Germany is Qonto's 2nd biggest market, and this role is a cornerstone of our 2026 acceleration plan. You will report to Malte Dous, our Regional Managing Director for Central Europe.
➡️ What you'll do
- Own the partner GTM for Central Europe: Define strategy, priorities, and KPIs across key verticals — Company Creation, Accounting/Tax Advisory, Tech/Integrations, Financing, Insurance, Affiliates.
- Build and lead the teams: Hire, coach, and structure lean, high-performing teams across Business Development, Partnerships, and Affiliates with clear targets and operating rhythms.
- Orchestrate key business models end-to-end: Own the full partner journey across company creation, accounting, finance, and credit partnerships. Define the roadmap, the operating model, and ensure execution across stakeholders.
- Expand and professionalise the ecosystem: Build tiering, incentive structures, enablement programs, and governance frameworks that scale partner-related revenue.
- Represent Qonto externally: Be the senior face of Qonto in the German and Central European ecosystem — boards, associations, major partner relationships, C-level negotiations.
➡️ What we're looking for
- Team leadership in Germany: Proven track record building and managing high-performing teams in Partnerships, Business Development, or Sales in the German market.
- Strategic partner expertise: You've built B2B2SME partnerships from scratch (0→1) and scaled them — ideally in Fintech, SaaS, Accounting, or a regulated environment in Germany.
- C-level influence: You're comfortable negotiating and closing at executive level. You craft clear, decision-driving narratives and decks.
- Business ownership mindset: You own goals, budgets, prioritisation, and execution across multiple stakeholders. Data-driven, impact-oriented — you operate like a General Manager.
- Product/tech fluency: Enough API and integration understanding to lead technical partnerships with Product and Tech teams. Accounting/DATEV or E-Commerce ecosystem knowledge is a strong plus.
- Languages & location: Fluent German and English. Based in Berlin.
➡️ What we can offer you
- Germany's acceleration moment: Qonto's 2nd biggest market with ambitious growth targets and a strong product roadmap — e-invoicing, integrations, Financing Hub. You'll create a step change in how partnerships generate and influence revenue.
- Senior leadership visibility: Direct exposure to Qonto's senior leadership and the mandate to represent the company externally in Germany and Central Europe.
- Strong senior ICs to amplify: You'll guide and collaborate with senior contributors — Company Creation Lead, Accounting Lead, Strategy teams — to build upsell motions, prioritise initiatives, and drive delivery.
- A cross-functional environment with real counterparts: Strong Product, Tech, and Growth teams who operate as partners, not service functions.
➡️ Your future manager
Your manager will be Malte Dous, Regional Managing Director Central Europe.
- His path? 15+ years scaling platforms and partnerships in Germany. Malte started at BCG (6 years), then built Zalando's Partner Program from a small initiative to a multi-hundred-million business over 4 years. He went on to lead as General Manager Germany at Wayfair, then spent 5+ years at DocMorris as Managing Director Marketplace and Category Management. He holds a PhD from the University of St.Gallen and joined Qonto in 2025 to lead Central Europe.
- What does he bring to the team? Deep expertise in scaling partnerships and marketplaces in the German market — he's done it three times at Zalando, Wayfair, and DocMorris. He gives full ownership of the partnership's function and backs leaders who think entrepreneurially and drive results.
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