Business Development Manager

Pivot Software Ltd; Melbourne; On-site; AUD 120,000 - 180,000; Full time

Job summary

ELMO Software Pty Ltd is seeking a Business Development Manager based in Melbourne, VIC. You will manage the VIC territory, representing the full ELMO HR & Payroll software suite and working autonomously to meet quarterly revenue quotas, supported by Lead Generation and Solutions Consulting teams.

You will oversee the full sales cycle from prospecting to closing, build lasting relationships across sectors, and collaborate with Sales and Marketing to drive growth while ensuring data security

Qualifications

• 4+ years of target-driven B2B software sales experience.
• 3+ years in SaaS/technology sales, preferably HR/Payroll.
• Excellent written and verbal communication.
• Ability to prospect and build new business via multiple channels.
• Knowledge of information security and data integrity standards.

Responsibilities

• Develop clear strategies for value generation and achieving targets in the VIC territory.
• Demonstrate initiative in identifying value generation opportunities in the mid-market space.
• Maintain accurate documentation around lead generation, follow-up, and execution of opportunities in Salesforce CRM.
• Apply a flexible approach to pitch delivery modes and identify the appropriate model for each opportunity.
• Prioritise opportunities to ensure time investment is spent following appropriate leads.
• Maximise contract value across all opportunities and articulate the full ELMO offering.
• Work closely with the Sales and Marketing teams to support marketing initiatives as required.
• Gather feedback from clients to continuously improve ELMO solutions, pricing, and packaging.
• Strategically consult with key client stakeholders to gain an in-depth understanding of required organisational outcomes.
• Establish and maintain long-term relationships with key client contacts.

Skills

Excellent communication skills

Self-starter mindset

Prospecting for new business

Sales cycle understanding

Motivated attitude

Information security awareness

Job description

Job Description

Based in Melbourne, VIC and reporting to the Regional Sales Director, the Business Development Manager (BDM) will look after the VIC territory, representing the entire range of ELMO Products and offering strategic solutions.

The BDM will be responsible for developing and growing new business opportunities for our extensive suite of HR & Payroll software solutions, working autonomously to meet quarterly revenue quotas, supported by dedicated Lead Generation and Solutions Consulting teams. You will manage the entire sales process including prospecting, demonstrations, proposals, and closing deals, as well as creating and maintaining relationships across a range of sectors.

Key Responsibilities:

• Develop clear strategies for value generation and achieving targets in the VIC territory.
• Demonstrate initiative in identifying value generation opportunities in the mid-market space.
• Show persistence in pursuing outcomes that add value to ELMO.
• Maintain accurate documentation around lead generation, follow-up, and execution of opportunities in Salesforce CRM.
• Apply a flexible approach to pitch delivery modes (e.g., virtual demos, meeting, screen share) and identify the appropriate model for each opportunity.
• Prioritise opportunities to ensure time investment is spent following appropriate leads.
• Maximise contract value across all opportunities and articulate the full ELMO offering.
• Work closely with the Sales and Marketing teams to support marketing initiatives as required.
• Gather feedback from clients to continuously improve ELMO solutions, pricing, and packaging.
• Strategically consult with key client stakeholders to gain an in-depth understanding of required organisational outcomes.
• Establish and maintain long-term relationships with key client contacts.
• Ensure compliance with ELMO's information security and privacy policies and procedures.

Desired Skills and Experience

Skills and Experience:

• At least 4 years of experience achieving targets in B2B software sales to clients with approximately 100 - 2,000 employees.
• At least 3 years of demonstrated sales experience ideally within the SaaS or technology industry, preferably HR/Payroll technology.
• Excellent communication skills (both written and verbal) suitable for a wide range of audiences and contexts.
• Self-starter mindset with a strong ability to prospect for new business via relevant channels.
• Strong understanding of the software/technology sales cycle.
• Highly motivated, self starter attitude.
• Knowledge of Information Security and Data Integrity Standards and Protocols.

ELMO Software Pty Ltd is an equal opportunity employer, and we encourage applicants from diverse backgrounds to join our team- a commitment reflected in ourReconciliation Action Plan. Should you require any amendments to your interview process, be sure to let us know via email or during your screening process. As the first software company in Australia and New Zealand to achieve ISO 42001:2023 Certification, we're passionate about responsible, secure and safe AI. Key to this role is an awareness of data privacy and security, as you'll be working with sensitive employee data in accordance with our ISO 27001:2022 Certified security policies.