About this role
About Azumuta Manufacturing is entering its biggest transformation in decades. For years, we’ve helped manufacturers digitize their operations through a platform used by leading manufacturers across Europe and North America. From digital work instructions and quality management to traceability, skills and operational excellence, we’ve helped thousands of operators perform their work better, faster and safer. But we’re only getting started. The next generation of manufacturing won’t be driven by software alone. It will be powered by AI that fundamentally changes how work gets done on the factory floor. We’re building a future where work instructions are generated automatically from engineering data, AI agents assist operators in real time, quality documentation is created autonomously, and repetitive administrative work simply disappears. We’re not digitizing existing processes anymore. We’re redesigning manufacturing execution from the ground up. Founded in 2016, Azumuta has grown into one of Europe’s leading Manufacturing SaaS scale-ups, working with some of the world’s most innovative manufacturers across industries including aerospace & defense, industrial machinery, automotive, electronics and medical devices. We’re building what manufacturing will look like over the next decade. If that excites you, you’ll fit right in. Ready to be part of the next steps? As our Business Development Representative, you will help build Azumuta's pipeline in France: You focus on 2 ICP sub-segments (chosen from Industrial Electronics/High Tech, Industrial Machinery, Home & Professional Appliances, Aerospace & Defense) and support 2 Account Executives, mapping named accounts, sites, and stakeholders together with them. You report into the French sales organization and work closely with your Account Executives, Marketing, and Sales Ops, with regular touchpoints to align territory coverage and handoffs. 🚀 What You’ll Be Doing: Prospect & map named accounts: Run multi-channel outbound (cold calling, email, LinkedIn) on named accounts within your ICP sub-segments. Map every production site within a named account, and identify the relevant stakeholders at each one (industrial engineering, quality, maintenance, plant management). Use trigger-based prospecting: new product launches, hiring signals for continuous improvement/industrial engineering roles, production incidents or quality issues, and other buying signals. Lead discovery-first conversations: Open with questions about how fast the prospect can react to change, not a platform pitch. Uncover genuine pain points across operational and technical roles on the shop floor. Pitch the right Azumuta 2.0 use case (AI/intelligence layer on top of the platform, covering PLM integration, quality issue analysis and prevention, and VLM-based time studies) so the value lands for that specific role. Qualify & hand off opportunities: Qualify leads on fit, pain, budget signal, and timing, using SPICED and BANT as your frameworks. Hand off sales-qualified leads to the right Account Executive with a clear discovery summary, feeding MEDDPICC with useful input on Pain, Economic Buyer, and Champion. Collaborate & improve the playbook: Align outbound with Marketing's ICP campaigns and ABM signals. Keep CRM hygiene sharp in Membrain: log activities, discovery insights, and qualification criteria consistently. Feed patterns and market insights back to Sales and Marketing to continuously sharpen the pitch and playbooks.