This well-established, industry-leading Australian-owned human capital management and workforce management SaaS provider has built a formidable enterprise client base across tertiary education, government, heavy industry, and a range of adjacent sectors — and is now seeking an experienced Business Development Manager to deepen that presence and capture more of a very large market. The business wins competitive enterprise contracts against global HCM and WFM platforms on the strength of its solution quality, depth of service, and an ability to deliver outcomes where larger vendors frequently cannot. It is also competitively priced — but that is one part of a broader story of genuine value. The reference portfolio speaks for itself: marquee enterprise clients across universities, logistics and transport operators, ports, government agencies, financial services, aged care / allied health, large retailers and more. To date, this success has been achieved primarily through traditional channels — industry conferences, professional networks, and responding to competitive tenders as they arise. The business wins well when it gets in front of the right buyer. The opportunity is simple: in a market this large, with a platform this capable and a reference list this strong, a proactive commercial hunter at the tip of the spear can access a significantly bigger share of the pie. This is not a role about fixing what is broken — it is about amplifying what already works. You will carry the credibility of an impressive enterprise track record into conversations with buyers in established verticals, building relationships ahead of procurement cycles and converting a larger share of an enormous addressable market. You will report directly to the Managing Director, with pre-sales and marketing support from Day 1. Key Responsibilities Drive outbound new-business pipeline across the business's core verticals: tertiary education (universities, TAFEs), government (local councils, state agencies), heavy industry (transport, logistics, ports), and peripherals (aged care / allied health, financial services, retail). Build relationships with economic buyers and senior procurement stakeholders at target organisations — getting in front of decisions before formal tender processes open. Leverage the business's enterprise credentials and existing client base to access conversations at senior levels across established and adjacent sectors. Qualify and triage RFQ/tender opportunities with commercial judgement: invest where there is genuine win probability; bring discipline to where the business's effort delivers the best return. Contribute stakeholder intelligence and commercial insight to RFQ responses, working in partnership with pre-sales and technical support. Conduct product demonstrations for mid-market opportunities; leverage pre-sales resources for complex enterprise engagements. Maintain disciplined pipeline records and accurate deal forecasting via HubSpot CRM. Represent the business at industry conferences and events across target verticals. Collaborate with marketing on targeted outbound campaigns and sector-specific go-to-market initiatives. About You This role suits a commercially driven enterprise hunter who knows how to leverage a strong brand and proven credentials to open doors — and has the skill, tenacity, and commercial intelligence to turn those conversations into closed revenue. You understand enterprise procurement, know how to read the room, and are motivated by the scale of what is possible rather than the comfort of what already exists. You Will Bring A demonstrated new-logo enterprise SaaS track record: AU$100K–$2M TCV deals across 3–18 month sales cycles. The ability to originate and advance pipeline proactively — not solely reliant on inbound leads or tender portal notifications alone. Commercial intelligence around institutional procurement: building pre-tender relationships, reading signals, and qualifying opportunities with rigour. Confidence engaging C-suite, finance, HR, and procurement stakeholders across complex, multi-threaded buying groups. An individual contributor mindset: motivated by closing deals and building market presence, not by managing a team. Financial resilience: able to invest in pipeline-building on a strong base without being commission-dependent from Day 1. Melbourne-based; available to work from a Cremorne office (hybrid). Nice to Have Existing senior network across tertiary education, government, heavy industry, or adjacent enterprise sectors. Experience selling WFM, HCM, Payroll, EdTech, GovTech and/or other complex enterprise/corporate SaaS solutions and services. Familiarity with Australian enterprise procurement and competitive tender processes. HubSpot or Salesforce CRM proficiency. What's On Offer Generouus, negotiable base salary 12% superannuation. Uncapped commission structured around Total Contract Value — accelerators above quota; your ceiling is your performance. A proven enterprise platform with a reference portfolio you can use from Day 1. Pre-sales and marketing support throughout. Autonomy and direct access to senior leadership. Hybrid working environment Birthday leave. A genuine ground floor commercial opportunity in a business that has already demonstrated it can win — and is ready to win significantly more. If this business is already winning significant enterprise contracts against global competitors through traditional channels alone, the question worth asking is: what is possible with a genuine commercial hunter at the front? The market is enormous, the platform is proven, and the opportunity for an ambitious, autonomous salesperson — with real executive sponsorship and no artificial ceiling — is outstanding. Interviews are commencing immediately
