Business Development Manager (Commercial), Sydney

About the role

The Commercial Business Development Manager in Sydney wins new commercial logos in the priority segments of Financial Services, Professional Services, NFP and Health & Social Services, and lands them well. The role runs the full sales cycle from first contact to signed contract, sells 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.

Key responsibilities

• Own net new revenue: carry a new annual gross profit number and build the pipeline to hit it; 100% net-new logo remit.
• Self-generate pipeline through outbound, referral, partner and marketing-sourced motion, without waiting for leads.
• Apply disciplined qualification using MEDDPICC on every large pursuit and kill weak deals early.
• Sell the operating model: position multi-year per-user bundles across Compass, MSP and Frontiers to executive buyers in financial services and professional services, framing the commercial and business case.
• Maximise products per logo at first sale and bring deals to signature, then hand off the account to the Client Partner with scope, commitments, stakeholders and expansion signals.

Success measures

• Annual gross profit against quota (primary)
• Gross profit credited on multi-year value
• 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

Required profile

• Proven full-cycle new-logo selling into commercial accounts, ideally financial services, professional services, NFP or health and social services.
• Confident at CxO level with commercial and business case framing.
• Fluent in a structured qualification method such as MEDDPICC or equivalent.
• Comfortable selling multi-year and consumption or per-user commercial models.
• Strong self-generated pipeline discipline.
• Full Australian work permit required.