Business Development Manager

Carbonix; Sydney; On-site; AUD 120,000 - 160,000; Full time

Job summary

Carbonix is seeking a Senior Enterprise Sales professional to drive major opportunities across energy, infrastructure, government and defence from Sydney. You will own end-to-end progression of complex opportunities, build strategic accounts and collaborate with the CRO and CEO to shape proposals and commercial cases.

You will translate technical capabilities into customer outcomes, manage multi-stakeholder negotiations, and drive recurring programs with large customers while maintaining a

Qualifications

• 5+ years in business development or enterprise sales with multi-stakeholder deals.
• Experience with large enterprise and government customers.
• Strong commercial judgement and relationship management.
• Ability to engage executives, engineers, procurement teams.
• Ability to translate technical products into customer outcomes.
• Excellent proposal, writing and presentation skills.

Responsibilities

• Own day-to-day progression of qualified enterprise opportunities through discovery to contract.
• Build relationships across major Australian energy, infrastructure, government and defence orgs.
• Lead customer discovery to understand challenges, budgets and decision processes.
• Collaborate with engineering, regulatory and flight operations teams to turn problems into deployable solutions.
• Develop compelling proposals, scopes of work and commercial cases with the CRO.
• Navigate procurement processes and support commercial negotiations.
• Develop account strategies to scale deployments into recurring programs.
• Maintain ownership of pipeline, actions, and forecasting.
• Collaborate with CRO and CEO on major pursuits and partnerships.

Skills

Enterprise sales

Solution selling

Strategic account management

B2B sales cycle

Pipeline management

Job description

This is not a high-volume transactional sales role. You will work directly with the Chief Revenue Officer and take an active role in progressing major enterprise opportunities across energy, utilities, resources, infrastructure, government and defence. You will inherit qualified opportunities and established relationships, while also develop new accounts and expanding existing customers into larger, recurring programs. The sales are complex and consultative. A typical opportunity may involve understanding how a customer currently inspects thousands of kilometers of infrastructure, working with our engineering and operations teams to develop a better approach, building the commercial case, navigating procurement and ultimately getting a new capability deployed in the field. You will have meaningful ownership of that process.

Key responsibilities

• Own the day-to-day progression of qualified enterprise opportunities from discovery through proposal, procurement and contract execution.
• Build relationships across major Australian energy, infrastructure, government and defence organizations.
• Lead customer discovery to understand operational challenges, existing inspection methods, budgets, decision processes and commercial drivers.
• Work with our engineering, regulatory and flight operations teams to turn customer problems into deployable solutions.
• Develop compelling proposals, scopes of work and commercial cases alongside the CRO.
• Navigate complex enterprise and government procurement processes and support commercial negotiations.
• Build account strategies that turn initial deployments into larger, recurring programs across additional assets, regions and use cases.
• Develop new strategic accounts alongside opportunities generated by our SDR function.
• Maintain ownership of customer actions, pipeline progression and forecasting.
• Work directly with the CRO and CEO on major pursuits, strategic partnerships and key customer relationships.

About you

• 5+ years' experience in business development, enterprise sales, solution sales, technical sales or strategic account management.
• A track record of progressing complex B2B opportunities involving multiple stakeholders and longer sales cycles.
• Experience working with large enterprise and/or government customers.
• Strong commercial judgement and relationship-management skills.
• Confidence engaging with executives, engineers, operational teams and procurement functions.
• The ability to understand technical products and translate them into clear customer outcomes.
• Strong written communication, proposal and presentation skills.
• A disciplined approach to pipeline management, follow-up and closing.
• The initiative to take responsibility for opportunities and keep them moving.
• Valid working rights in Australia.

About us

Carbonix is an Australian aerospace technology company designing, manufacturing and operating long-range uncrewed aircraft systems for some of Australia's largest energy, infrastructure, government and defence organisations. Our aircraft are built for missions traditional drones cannot easily perform — flying long distances Beyond Visual Line of Sight (BVLOS) to inspect pipelines, power networks, remote infrastructure and large areas of land. Following major regulatory milestones and the transition of several customers from trials into recurring commercial operations, we are expanding our commercial team to support the next stage of growth.