Sales Development Director (ANZ)

About the role

ELMO Software, founded in 2002 and serving 2,000+ mid-sized organisations in Australia and New Zealand, is hiring a Sales Development Director. The role leads the strategy, performance and growth of the sales development function across Australia and New Zealand, with a team of around 15 people. It sets direction, removes blockers and keeps sales development, marketing, enablement and business development tightly aligned. The internal talent acquisition team handles recruitment, so agencies are not used.

Key responsibilities

• Develop and execute the ANZ sales development strategy aligned with company targets.
• Lead, engage and coach across the sales function, building a leadership rhythm that links lead generation and deal execution.
• Coach the SDR manager and team on operating standards, activity expectations, lead quality metrics and pipeline creation goals.
• Own the cadence for pipeline creation, deal inspection, forecasting and conversion.
• Demonstrate practical fluency with AI-enabled sales tools and workflows, embedding responsible AI practices within privacy, security and governance standards.

Required profile

• Significant experience leading a B2B sales function, preferably in SaaS, technology or recurring-revenue environments, with a track record of revenue growth in the ANZ market.
• Experience leading multi-layer sales organisations, including managing sales managers and sales development teams.
• Strong commercial acumen, pipeline management and accurate forecasting discipline.
• Confidence using AI-enabled sales tools, CRM, sales engagement and analytics tools.
• Deep understanding of consultative, value-based and solution-oriented selling.
• Exceptional written and verbal communication, able to influence customers, peers and executives.

What we offer

• Hybrid work setup.
• Paid parental leave (12 weeks primary, 6 weeks secondary).
• Birthday leave, a day off each year and connecting people leave (up to 2 weeks working from anywhere).
• In-house learning and development, social and diversity clubs, wellbeing and mental health/EAP programs.
• Flare benefits including discounts, novated leasing and salary sacrifice.