Business Development Manager

ELMO Software; City of Melbourne; On-site; AUD 90,000 - 140,000; Full time

Job summary

ELMO Software is seeking a Business Development Manager to drive revenue growth in Melbourne. This full-time, on-site role focuses on identifying opportunities, qualifying leads, and building enduring client relationships for our HR and payroll SaaS solutions.

You will conduct market research, manage the sales pipeline, deliver product demonstrations, prepare proposals, and negotiate contracts in collaboration with internal teams.

Qualifications

• Experience in B2B SaaS sales or account management.
• Strong prospecting, lead qualification, and pipeline management skills.
• Ability to analyze customer needs and translate insights into solutions.
• Excellent communication, presentation, and negotiation skills.
• Experience with ANZ market is highly regarded.
• Bachelor’s degree in Business, Marketing, Commerce, or related field.

Responsibilities

• Identify and qualify new business opportunities.
• Build and maintain client relationships to drive revenue.
• Conduct market research and manage the sales pipeline.
• Deliver product presentations and demos to prospects.
• Prepare proposals and negotiate contracts with stakeholders.
• Forecast sales performance and report results.
• Collaborate with marketing, product, and customer success teams.

Skills

Prospecting

Lead Qualification

Pipeline Management

Consultative Selling

Negotiation

Communication

Education

Bachelor’s degree in Business/Marketing/Commerce

Tools

CRM software

Sales analytics tools

Market research tools

Job description

Company Description

ELMO Software is a leading provider of HR and payroll technology solutions, supporting more than 2,000 organizations and over a million end users across Australia and New Zealand. Founded in 2002, the company delivers an AI-forward platform that helps HR professionals drive strategic, confident decision-making. ELMO’s unified system covers the entire employee lifecycle, including recruitment, onboarding, learning, payroll, and ongoing people management. With ISO-certified security, Australian-based data hosting, and a local support model, ELMO offers reliable, scalable, and future-ready solutions for modern workplaces.

Role Description

The Business Development Manager is a full-time, on-site role based in Melbourne, VIC. This role is responsible for identifying and qualifying new business opportunities, building and maintaining relationships with prospective and existing clients, and driving revenue growth for ELMO’s HR and payroll solutions. Day-to-day activities include conducting market research, managing the sales pipeline, delivering product presentations and demos, preparing proposals, and negotiating contracts in collaboration with internal stakeholders. The Business Development Manager works closely with marketing, product, and customer success teams to ensure a smooth handover of new clients and to support long-term customer satisfaction. This role also involves reporting on sales performance, forecasting, and contributing feedback to enhance ELMO’s go-to-market strategies.

Qualifications

• Proven experience in business development, B2B sales, or account management within SaaS, technology, or HR/payroll solutions.
• Strong skills in prospecting, lead qualification, pipeline management, and consultative selling.
• Ability to conduct market and competitor research, analyze customer needs, and translate insights into tailored solutions.
• Excellent communication, presentation, and negotiation skills, with the ability to engage stakeholders at multiple levels.
• Comfort with CRM systems, sales analytics tools, and basic understanding of HR and payroll processes.
• Demonstrated ability to meet or exceed sales targets and work both independently and collaboratively in a team environment.
• Bachelor’s degree in Business, Marketing, Commerce, or a related field, or equivalent practical experience.
• Experience selling into HR, finance, or operations functions and familiarity with the ANZ market is highly regarded.