Business Development Executive (Federal Government)

Iron Mountain; Australia; Hybrid; AUD 150,000 - 210,000; Full time

Benefits offered by this job

Base salary + uncapped incentives

Hybrid work model

Professional development

Global sales framework access

Employee wellbeing & parental leave

Job summary

Iron Mountain in Australia seeks a strategic Business Development Executive – Federal Government to lead executive relationships and drive growth across the Australian Federal sector. You will own the end-to-end sales cycle, shape account strategy, and coordinate cross-functional teams to secure complex enterprise deals.

Based in Canberra with a hybrid work model, you will leverage a strong network within federal departments, deliver differentiated solutions, and contribute to long-term revenue

Qualifications

• Proven track record of executive-level sales in the Australian Federal Government sector.
• Enterprise mindset with persuasiveness, persistence, and adaptability.
• Experience in digital transformation, data foundations, or enterprise software sales in the public sector.
• Executive presence with C-suite engagement.
• Knowledge of market insights, competitive intelligence, and public sector procurement frameworks.
• Ability to propose complex solutions using data and insights to forecast sales.
• Excellent negotiation and cross-functional leadership in a matrix organization.
• History of meeting or exceeding enterprise revenue quotas.

Responsibilities

• Drive strategic prospecting and close complex deals.
• Lead discovery and executive meetings with a differentiated solution play.
• Own federal account strategy, plan, and cross-functional execution.

Skills

C-suite engagement

Enterprise sales

Digital transformation

Public sector sales

Strategic account planning

Forecasting & analytics

Stakeholder management

Negotiation skills

Job description

At Iron Mountain we know that work, when done well, makes a positive impact for our customers, our employees, and our planet. That’s why we need smart, committed people to join us. Whether you’re looking to start your career or make a change, talk to us and see how you can elevate the power of your work at Iron Mountain.

We provide expert, sustainable solutions in records and information management, digital transformation services, data centers, asset lifecycle management, and fine art storage, handling, and logistics. We proudly partner every day with our 225,000 customers around the world to preserve their invaluable artifacts, extract more from their inventory, and protect our data privacy in innovative and socially responsible ways.

Are you curious about being part of our growth story while evolving your skills in a culture that will welcome your unique contributions? If so, let’s start the conversation.

Iron Mountain is seeking a strategic and highly motivated Business Development Executive – Federal Government to join our ANZ Sales team based in Canberra. In this dedicated vertical role, you will be responsible for leading executive-level relationships, orchestrating portfolio growth, and managing the full sales cycle for large, complex enterprise accounts across the Australian Federal Government sector. You will own the overall account strategy to drive long-term revenue growth, client retention, and strategic solution adoption across major Federal agencies.

What You’ll Do

• Drive Strategic Prospecting & Deal Closure: Own and nurture key executive & C-suite relationships to understand and anticipate all potential needs that Iron Mountain can support. Lead the full sales cycle, including joint ownership of contract negotiations, required documentation, and team coordination to close complex deals and secure revenues.
• Shape & Solution Complex Client Needs: Lead discovery and executive meetings, driving a relevant and differentiated solution play that matches customer demands with Iron Mountain’s proposition.
• Lead Account Management & Planning: Own the overall Federal account strategy, defining the vision, white space mapping, competitive landscape, and stakeholder mapping. Act as the account quarterback, accountable for everything from opportunity identification to cross-functional team execution and issue resolution.

What You’ll Bring

• Deep understanding of and established networks into key Australian Federal Government departments and agencies.
• Proven track record of operating with an Enterprise mindset, demonstrating persuasive, persistent, and adaptive consultative sales skills at the C-suite level.
• Strong background in digital transformation, data foundations, information governance, or enterprise platform software sales into the public sector.
• Executive presence with proven experience directly engaging and managing relationships at the C-suite level.
• Strong knowledge of market insights, competitive intelligence, Whole-of-Government panels, and public sector procurement frameworks.
• Ability to propose complex solutions and leverage data, tools, and insights to forecast and prioritise sales activities.
• Excellent negotiation, collaboration, and cross-functional leadership skills in a matrixed environment.
• High results orientation with a history of meeting or exceeding enterprise revenue quotas.

What We Offer

• Competitive Total Rewards: Attractive base salary, uncapped incentive/commission structure, and superannuation.
• Work-Life Balance & Flexibility: Hybrid working model balancing client engagement, site visits, and remote/home flexibility.
• Continuous Growth & Development: Access to global enterprise sales frameworks, structured leadership pathways, and continuous professional learning opportunities.
• Global Brand & Impact: The opportunity to represent an S&P 500 global leader and shape the growth of our dedicated Federal Government portfolio across the ACT.
• Employee Wellbeing & Support: Access to our comprehensive Employee Assistance Program (EAP), corporate wellness initiatives, and paid parental leave policies

Category: Sales