Business Development Manager

Talent Match Africa; Melbourne; Hybrid; AUD 110,000 - 160,000; Full time

Job summary

Talent Match Africa is recruiting a Business Development Manager to drive profitable growth by opening doors and building a measurable sales pipeline for remote African talent serving Australian companies.

You’ll own the full deal cycle, from prospecting to placement, using HubSpot and other tools to track progress and conversions. The role emphasizes CX, contact centre placements and disciplined pipeline management.

Qualifications

• 3–7 years of sales or business development experience in B2B services or SaaS.
• Proven track record of meeting revenue targets and building pipeline.
• Experience selling to senior decision-makers in SMEs and mid-market companies.

Responsibilities

• Generate new opportunities via network, LinkedIn outreach, partnerships and events.
• Identify Australian target companies and CX/contact centre buyers.
• Build prospect lists and maintain quarterly/annual revenue targets.
• Run structured discovery calls and position TMA’s value for remote talent.
• Use HubSpot to track, manage and forecast the pipeline, ensuring accuracy.

Skills

Sales experience

Outbound prospecting

Discovery calls

Pipeline management

CRM proficiency

Negotiation

Tools

HubSpot CRM

Job description

Talent Match Africa connects experienced professionals in Africa (just like you!) with international employers from around the world (places like the USA, Australia, the UK, India, and Europe). Since 2016, we’ve been providing employability services to professionals across technology, finance, digital marketing, graphic design, and more. We currently have several permanent roles available at our offices in Johannesburg (Sandton), Durban (Umhlanga) and Kenya(Nairobi), working for incredible international companies.

About the Role

We are recruiting a Business Development Manager to join the Talent Match Africa (TMA) team directly. The Business Development Manager is responsible for driving profitable growth at TMA by opening doors, building a credible and measurable sales pipeline, and converting opportunities, including open roles, into placements where remote African talent works for Australian companies.

This is a hands-on, performance-led role for a builder. You will use your existing network, generate new opportunities through outbound activity, and run sharp discovery calls that position TMA as a trusted partner for sourcing high-quality remote talent into Australian SMEs and mid-market businesses. There is a particular emphasis on customer experience (CX) and contact centre roles, including customer service, technical support, sales/retention and back-office CX functions, where TMA’s remote African talent is a strong commercial fit.

You will play a central part in helping TMA scale profitably. You will own the full deal cycle, from prospect to placement, and keep looking for new commercial angles to grow the business. Two things are critical to this role: building a measurable pipeline and converting open roles into placements. Success depends on disciplined focus and on using TMA’s existing sales processes and systems, including HubSpot, rigorously and consistently to track, manage and measure the pipeline at every stage.

Key Responsibilities

• Generate new opportunities through your personal network, LinkedIn outreach, partnerships, referrals and events.
• Identify Australian target companies and decision-makers that match TMA’s ideal customer profile (ICP). Focus first on CX and contact centre buyers, such as Heads of CX, Customer Service and Contact Centre Operations.
• Build and maintain prospect lists that support quarterly and annual revenue targets.
• Keep opening new doors rather than waiting for inbound demand.
• Represent TMA at relevant industry events, networking forums and partner channels, including CX and contact centre industry events.
• Find new commercial angles, verticals and partnership ideas that can help TMA scale profitably.
• Run structured, high-quality discovery calls with prospective clients.
• Diagnose hiring needs, role specifications, timelines and budgets, with particular depth in CX and contact centre roles (customer service, support, sales/retention, back-office).
• Present TMA’s value proposition clearly and confidently, including the commercial and operational case for remote African talent.
• Handle objections, particularly about remote hiring, time zones and offshore delivery.
• Convert qualified opportunities into active hiring roles (deals) and, most importantly, into placements.
• Negotiate commercial terms and close business in line with TMA’s pricing principles.

Lead Management & Account Conversion (20%)

• Follow up promptly on all inbound leads (forms, referrals, marketing campaigns).
• Maintain a consistent follow-up cadence with multiple touches on every opportunity.
• Re-engage dormant or unresponsive leads systematically.
• Convert qualified leads into discovery calls, active roles and placements.
• Identify expansion opportunities within existing client accounts, including additional CX and contact centre roles.
• Use TMA’s existing sales processes and systems, including HubSpot, as the single source of truth to track, manage and measure the pipeline.
• Keep HubSpot records accurate and up to date at all times.
• Log all activities, notes and next steps against contacts and deals.
• Move deals through pipeline stages with discipline.
• Give the CEO accurate weekly forecasts and pipeline reviews, including the conversion of open roles to placements.
• Make sure CRM data is clean, actionable and reportable.

Teamwork & Team Engagement – shared KRA (5%)

• Consistently demonstrate The TMA Way: our organisational values, behaviours and team commitments.
• Actively support colleagues to deliver team KPIs and shared goals.
• Work collegially with the TMA and InternMatch teams and stakeholders to drive broader business outcomes.
• Be a positive problem-solver.
• Take an active part in team meetings, sales reviews and training.
• Provide informal coaching and mentoring to colleagues as needed.
• Feed market intelligence back to leadership to refine the ICP, pricing and positioning, including trends in the CX and contact centre segment.

Requirements

Experience

• 3–7 years’ experience in sales, business development or account executive roles, ideally in B2B services, recruitment, staffing, talent solutions, CX/contact centre outsourcing (BPO) or SaaS.
• A proven track record of meeting or exceeding revenue targets and generating your own pipeline.
• Demonstrated ability to use a personal network to open new conversations with senior buyers.
• Experience selling to founders, CEOs, COOs, Heads of CX/Customer Service and other senior decision-makers in Australian SMEs and mid-market businesses.
• Experience running structured discovery calls and converting them into closed business and active placements.
• Hands‑on experience with HubSpot CRM (or equivalent) for pipeline, activity and forecasting. This is non‑negotiable.

Knowledge

• Strong understanding of B2B sales processes and pipeline discipline.
• Knowledge of remote and offshore talent models and the commercial case for distributed workforces.
• Familiarity with the Australian SME and mid-market hiring landscape.
• Understanding of CX and contact centre operating models (customer service, support, sales/retention, back-office) and how remote African talent fits this market.
• Knowledge of outbound prospecting and lead‑generation methods (LinkedIn Sales Navigator, email sequencing, events, partner channels).
• Ability to diagnose hiring pain points and position the right solution.
• Awareness of the Australian employment context compared with offshore engagement models (advantageous).

Core Competencies

• Consultative selling and high-quality discovery.
• Excellent written, verbal and presentation skills.
• Relationship‑building with senior decision‑makers, including CX and contact centre leaders.
• Time management across a high volume of concurrent opportunities.
• Skill in handling objections and building trust around remote hiring.
• Negotiation, influence and commercial framing.
• Pipeline discipline and forecast accuracy.
• Problem‑solving and commercial judgement.

How Success Will Be Measured (KPIs)

Activity & Pipeline

• New qualified opportunities created per month, with a target split across CX/contact centre and other verticals.
• Discovery calls conducted per month.
• Outbound activity volume (calls, emails, LinkedIn touches).
• Pipeline coverage as a multiple of the quarterly target, tracked and measured in HubSpot.
• CRM hygiene and forecast accuracy.

Outcome & Commercial

• Conversion rates from discovery to active role, and from active role to placement.
• Active placements per quarter, including CX and contact centre placements.
• Revenue contribution and gross margin per placement.
• Average deal size and sales cycle length.
• Client satisfaction and repeat or expansion business.

To Be Successful, You’ll Need To:

• Be based in Australia and comfortable working in a hybrid setup.
• Be excited about helping international businesses access world‑class African talent.
• Be highly organised, with strong attention to detail.
• Be proactive and self‑driven: a hunter who doesn’t wait for leads.
• Be results‑focused, with strong personal accountability.
• Be entrepreneurial and look for every opportunity to scale TMA profitably.
• Be persistent, resilient and action‑oriented.
• Be comfortable working independently in a hybrid environment.
• Show a high level of professionalism and integrity.
• Be disciplined and focused, and use TMA’s processes and systems consistently rather than working around them.
• Bring a positive, “get it done” attitude, and be coachable and growth‑minded.

Note: This position description is not exhaustive. It indicates the responsibilities of the role. It does not exclude other responsibilities that need a similar level of competency, limit growth, or rule out a change in priorities over time.

We make hiring decisions based on your experience, skills and passion, as well as how you can enhance our business and culture. When you apply, please tell us the pronouns you use and any reasonable adjustments you may need during the interview process.

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