Business Development Manager, Melbourne (Commercial)
- Win new commercial logos in priority segments such as Financial Services and Professional Services.
- Manage the full sales cycle from initial contact to signed contract.
- Transition accounts to Client Partner with comprehensive details post-sale.
Win new commercial logos in the priority segments (Financial Services, Professional Services, NFP, Health & Social Services) and land them well. The BDM runs the full sales cycle from first contact to signed contract, sells the multi-year per user solutions as an operating model to CxO buyers and hands a clean, well-engaged account to the Client Partner at close (or after a handover period).
Key Accountabilities
The below are the list of key accountabilities for the Commercial BDM role.
- Own net new revenue. Carry a new annual GP number and generate the pipeline to hit it. This is a 100 percent net new logo remit.
- Self-generate pipeline. Build coverage through outbound, referral, partner and marketing sourced motion. Do not wait for leads.
- Run disciplined qualification. Apply MEDDPICC on every large pursuit. Kill weak deals early and protect time for the ones that can close.
- Sell the operating model. Position multi-year per user bundles across Compass, MSP and Frontiers to executive buyers in financial services and professional services. Frame the commercial and business case, not the feature set.
- Land with attach. Maximise products per logo at first sale rather than landing thin.
- Close and hand off. Bring deals to signature and transition the account to the Client Partner with a complete picture of scope, commitments, stakeholders and expansion signals.
Success Measures
The below are the list of key success measures for the Commercial BDM role.
- Annual Gross Profit (GP) against quota (primary)
- GP credited on multi-year value
- Qualified pipeline coverage maintained against target
- Win rate on qualified opportunities
- Sales cycle length and deal velocity
- Products per logo at land
- MEDDPICC completeness across active pipeline
Capabilities and Experience
The below are the list of key capabilities and experience for the Commercial BDM role.
- Proven full cycle new logo selling into commercial accounts, ideally financial services, professional services, Not for Profit (NFP) or Health & Social Services
- Confident at CxO level with commercial and business case framing
- Fluent in a structured qualification method (MEDDPICC or equivalent)
- Comfortable selling multi-year and consumption or per user commercial models
- Strong self-generated pipeline discipline
All candidates must have full permits to work in Australia.
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