Business Development Manager

Skutopia; City of Melbourne; On-site; AUD 120,000 - 180,000; Full time

Benefits offered by this job

Equity

Leadership access

Job summary

Skutopia, Melbourne-based AI-driven logistics scale-up, seeks an Enterprise Sales Manager to own named mid-market to lower-enterprise eCommerce merchants. You’ll build and close end-to-end deals with a cold-start, using MEDDPICC, AI tooling and multi-channel outreach to create a robust pipeline.

You’ll operate in a fast-growth environment with leadership access, equity, and commissions, enabling territory strategy, collaboration with growth marketing, and a smooth handover to Customer Success on

Qualifications

• 3+ years in B2B sales with a genuine outbound component.
• Proven cold outreach capability across phone, email and LinkedIn.
• Experience running full-cycle deals with multiple stakeholders.
• Commercially curious; follows eCommerce and retail trends with market perspective.
• Structured methodology using MEDDPICC or similar.
• Resilient and self-directed; able to build a territory from a blank list.
• AI native; you build tools and agents to do your job.

Responsibilities

• Own a named account list of mid-market and lower enterprise merchants and keep it current against ICP.
• Build your own pipeline through outbound; cold calling, multi-channel sequencing, LinkedIn, events and referrals.
• Build and run your own AI tooling for the territory; research agents, enrichment and scoring workflows, account briefs.
• Use AI to find signal at scale; monitor target accounts for buying triggers and surface priority lists.
• Prepare with AI before meetings: account briefs, stakeholder mapping, competitor position, and market viewpoint.
• Share what you build; leverage should flow across the Growth team.
• Prospect on buying triggers rather than volume: brands entering Australia, funding rounds, renewals.
• Run end-to-end deals from first touch to signed contract and handover to CS.
• Support enterprise opportunities for leadership when deals warrant it.
• Run discovery quantifying merchant pain: cost per order, SLA, capacity constraints.
• Qualify with MEDDPICC from first meeting and disqualify early.
• Keep HubSpot sequences, deal stages, contacts and next steps up to date.
• Collaborate with Growth Marketing on ABM campaigns and target lists.
• Represent Skutopia at industry events to build pipeline and presence.
• Provide market feedback on pricing, objections, and ICP gaps.

Skills

Outbound sales

Cold calling

Full-cycle deals

MEDDPICC

AI tooling

Territory planning

Resilience

Self-direction

Tools

HubSpot

LinkedIn

Job description

SKUTOPIA is on a mission to democratise and decarbonise logistics.

SKUTOPIA is a deep-tech logistics company operating under a dual RaaS (Robotics-as-a-Service) and SaaS model. We deliver end-to-end, AI-powered robotic fulfilment for retailers - eliminating inefficiencies inherent in traditional 3PL models, such as human error, high labour costs, and carbon-heavy processes.

Our advanced robotics and proprietary AI empower our customers to scale faster with high-speed, high-quality fulfilment at a fraction of the typical cost - while also driving both revenue and profit growth.

Founded in 2018 by Talea Bader and Emily Townsend, SKUTOPIA began as Sydney’s first eCommerce co-working space. After witnessing firsthand the logistics challenges faced by SMBs, the founders evolved the business into a tech-first fulfilment solution.

About the Role:

You’ll own a named list of SME, mid-market and lower enterprise eCommerce merchants, typically doing $5M to $30M in revenue, and you’ll generate every opportunity on it yourself. No inbound leads will be routed to you.

You’ll work full cycle on what you source, with support from the Enterprise Sales Manager and CGO on the larger and more complex deals. This role suits someone who is comfortable with a cold start, has a point of view on the market, and would rather build a territory than inherit one.

Key Responsibilities:

• Own a named account list of mid-market and lower enterprise merchants, and keep it current against our 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; research agents, enrichment and scoring workflows, account briefs, and anything else that removes manual work from your week.
• Use AI to find signal at scale. Monitor target accounts for buying triggers, surface merchants matching our ICP, and turn public data into a prioritised call list rather than a spreadsheet you maintain by hand.
• Prepare with AI before every meeting: account briefs, stakeholder mapping, competitor position, and a point of view on the merchant’s fulfilment economics. Give yourself an unfair advantage to win.
• Share what you build. Tools that work get adopted across the Growth team, so the leverage compounds rather than sitting with one person.
• Prospect on buying triggers rather than volume. Brands entering the Australian market, peak season failures, funding rounds, 3PL contract renewals, and merchants outgrowing in-house fulfilment.
• Run your self-sourced deals end to end, from first touch through 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, staying involved in the account.
• Run discovery that puts numbers on merchant pain: cost per order, pick accuracy, SLA performance, peak capacity and growth constraints.
• Qualify with MEDDPICC from the first meeting, and disqualify early rather than carrying dead deals in the forecast.
• Keep HubSpot accurate: sequences, deal stages, contact mapping, next steps and activity notes.
• Work with Growth Marketing on account-based campaigns and target lists, and feed back what lands and what does not.
• Represent Skutopia at industry events, trade shows and networking functions to build pipeline and presence.
• Bring the market back to us: competitor pricing and behaviour, objection patterns, and gaps in our ICP or value proposition.

What we think you'll need:

• 3+ years in B2B sales with a genuine outbound component; you can point to pipeline you created from nothing.
• Proven cold outreach capability across phone, email and LinkedIn, and you are not precious about picking up the phone.
• Experience running full-cycle deals with multiple stakeholders and sales cycles measured in months, not days.
• Commercially curious; you follow eCommerce and retail trends, know the major players, and have a point of view on the market.
• Structured methodology; you use a framework (MEDDPICC or similar) and can demonstrate how you apply it.
• Resilience and self-direction; you can build a territory from a blank list without daily supervision.
• AI native; you already build tools, apps and agents to do your job, and you can show us what you have built and what it saved you.
• Melbourne-based or genuinely willing to relocate; this role requires real presence in the market.

What’s in it for you?

• Competitive salary + 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 built for growth
• The opportunity to reshape how logistics is sold, scaled, and understood

A scale-up that's changing the industry, and a collaborative and dynamic team