Head of Business Development Central Europe (Germany, Austria, Netherlands)

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.