Business Development Manager

What Works Global Pty Ltd; Canberra; Hybrid; AUD 90,000 - 130,000; Full time

Benefits offered by this job

Hybrid working from Canberra base

Competitive base salary + commission

Job summary

What Works Global Pty Ltd is seeking an experienced hands-on sales professional to sell professional services and SaaS subscriptions to enterprise, government, and institutional buyers from Canberra. You will manage opportunities from first contact through to close and renewal, while balancing multiple product lines.

The role rewards discipline, relationship-building, and pipeline management with direct access to the founders, offering career growth and a hybrid working setup from Canberra.

Qualifications

• Proven success in B2B or B2G sales across SaaS, services, or gov.
• Track record of closing deals and meeting targets in longer government cycles.
• Strong pipeline and opportunity management discipline.
• Strong writing skills to convert discussions into proposals/tender responses.
• Comfortable presenting to senior stakeholders, including government audiences.
• Self-motivated, able to manage multiple product lines and bid deadlines.

Responsibilities

• Identify, develop and convert new business opportunities across SaaS products and services.
• Build/manage a healthy pipeline through prospecting and engagement.
• Run product demos and capability briefings for senior executives.
• Qualify inbound inquiries from campaigns and referrals.
• Consult with buyers to shape offers and close deals.
• Own opportunities from enquiry to signed contract and delivery handover.
• Develop long-term relationships with clients across government, institutional, and corporate sectors.
• Manage renewals and upsells within a portfolio of accounts.
• Draft and coordinate RFQ and tender responses; write winning proposals.
• Represent the company at conferences and industry events.

Skills

B2B/B2G sales

Pipeline management

Government sales experience

Proposal & tender writing

Stakeholder presentation

Autonomous work

Product/service diversification

HubSpot experience

Tools

HubSpot CRM

Job description

This is a hands-on, customer-facing sales role. You'll sell professional services and SaaS subscription products to a broad range of customers across enterprise, SMEs, government and institutional buyers, manage opportunities from first contact through to close and renewal, and help win new work through proposals and tenders. The role suits an experienced salesperson who enjoys building relationships, running a disciplined pipeline, and working across more than one product line. You'll be commercially astute, self-driven and reliable in execution, with direct access to the founders and a real say in how we sell.

Key responsibilities

• Proactively identify, develop and convert new business opportunities across SaaS products and services
• Build and manage a healthy pipeline in HubSpot or similar through consistent prospecting, customer engagement and follow-up
• Run product demos and capability briefings for senior execs
• Qualify and convert inbound enquiries from campaigns and referral network
• Consult with buyers to understand their requirements, shape the right offer and close
• Take ownership of opportunities and ensure timely progression from enquiry through to signed deal and delivery handover
• Develop and maintain strong long-term relationships with clients across government, institutional and corporate sectors
• Manage renewals, upsells and a portfolio of key accounts
• Draft and coordinate RFQ and tender responses, and write proposals that win work
• Represent the company at conferences and industry events

About you

• Proven success in B2B or B2G sales, business development or account management, ideally across SaaS, digital products or professional services
• A track record of closing deals and hitting targets, with the patience for longer government and institutional sales cycles
• Highly organised, with strong pipeline and opportunity management discipline
• Strong writing skills to turn a conversation into a solid proposal or tender response
• Comfortable presenting to senior stakeholders, including government audiences
• Self-motivated and able to work autonomously while managing product sales, inbound enquiries and bid deadlines at the same time
• Comfortable learning new products, industries and sales systems
• Experience selling to government, institutions and enterprise buyers is highly regarded, as is HubSpot experience

About us

What Works partners with organisations end to end across digital innovation and growth. We operate through four pillars: growth & marketing, product & tech, strategy & advisory, and ventures. We take clients from strategy through to build, launch and scale. Alongside our services, we support a growing portfolio of SaaS products and ventures used by government, small business and corporate clients in Australia and internationally.

• Competitive base salary + commission options
• Hybrid working from Canberra base
• Variety across SaaS products, services and ventures rather than a single product line
• Direct access to decision-makers and a real say in how the company operates
• Career development and growth opportunities
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