Business Development Manager – eCommerce Merchants

About the role

SKUTOPIA is a deep-tech logistics company delivering AI-powered robotic fulfilment for retailers, operating under a dual RaaS and SaaS model. As Business Development Manager you will own a named list of SME, mid-market and lower enterprise eCommerce merchants (typically $5M to $30M in revenue) and generate every opportunity yourself, with no inbound leads. You work full cycle on what you source, supported by the Enterprise Sales Manager and CGO on larger deals, and the role suits someone who prefers building a territory than inheriting one.

Key responsibilities

• Own and keep current a named account list of mid-market and lower enterprise merchants against the ICP.
• Build your own pipeline through outbound: cold calling, multi-channel sequencing, LinkedIn, events and referral mining.
• Build and run your own AI tooling for the territory, including research agents, enrichment and scoring workflows, account briefs and other automation.
• Use AI to monitor target accounts for buying triggers and turn public data into a prioritised call list.
• Prepare for meetings with account briefs, stakeholder mapping, competitor position and a point of view on fulfilment economics.
• Share tools that work across the Growth team.
• Prospect on buying triggers such as brands entering the Australian market, peak season failures, funding rounds, 3PL contract renewals and merchants outgrowing in-house fulfilment.
• Run self-sourced deals end to end, from first touch to signed contract and handover to Customer Success.
• Source and support enterprise opportunities for the Enterprise Sales Manager and CGO where deal size or complexity warrants it.
• Run discovery that quantifies merchant pain (cost per order, pick accuracy, SLA performance, peak capacity).
• Qualify with MEDDPICC from the first meeting and disqualify early.
• Keep HubSpot accurate and work with Growth Marketing on account-based campaigns.
• Represent Skutopia at industry events and share competitor insights and objection patterns.

Required profile

• 3+ years in B2B sales with a genuine outbound component, including pipeline created from nothing.
• Proven cold outreach across phone, email and LinkedIn.
• Full-cycle deal experience with multiple stakeholders and long sales cycles.
• Follows eCommerce and retail trends and has a point of view on the market.
• Uses a framework such as MEDDPICC and can build a territory from a blank list without daily supervision.
• Melbourne-based or willing to relocate.

Required skills

• Cold calling, email and LinkedIn outreach
• MEDDPICC qualification
• HubSpot
• Building AI tools, apps and agents

What we offer

• Competitive salary plus performance-based commissions
• Equity in a fast-scaling logistics and technology business
• Direct access to the leadership team and product roadmap
• A high-agency, low-bureaucracy environment