Business Development Manager

ANALYTIC INSIGHTS PTY LTD; Sydney; On-site; AUD 83,000 - 165,000; Full time

Job summary

ANALYTIC INSIGHTS PTY LTD in Sydney is hiring a Business Development and Sales Lead to take the platform to market. You will build a pipeline across business owners, HR/payroll teams, and specialist advisers, and establish channel partnerships with accounting, payroll, HR software providers, and industry associations.

You will run discovery conversations, demos, recruit early customers for pilots, and feed pricing signals back to the product team as the company shapes its market strategy.

Qualifications

• Experience in business-to-business sales or business development, typically five or more years.
• Strong consultative selling skills and ability to understand a customer's problem before presenting a solution.
• Clear, credible written and verbal communication with business owners, HR managers and senior professionals.
• Comfort working in an early-stage company where processes are still being built and targets evolve.

Responsibilities

• Build and manage a sales pipeline from first contact to signed customer across business owners, HR and payroll teams, and advisory firms.
• Develop channel partnerships with accounting/bookkeeping practices, payroll/HR software providers, and industry associations.
• Run discovery conversations and product demonstrations, recruit early customers and design partners for pilots.
• Feed feedback to the product team on objections, missing features, pricing signals, and product performance.
• Help shape pricing, packaging and the sales materials that support them.
• Represent the company at industry events and build its profile with employment law, HR and accounting professionals.
• Keep pipeline, forecasts and customer records accurate in our CRM.
• Describe the product accurately to customers, including entitlements calculations vs. legal advisory limitations.

Tools

CRM systems

Job description

Job Type: Contract position | Casual position

Business Development and Sales Lead

About the role We are building an AI platform that helps workers, business owners and specialist advisers work out what Australian employment law requires and what the correct pay is.

Award rules shift with age, classification, seniority and hours, and they change every year. Recent reforms have raised the stakes considerably, with underpayment now attracting criminal penalties in serious cases. Our platform determines which award and classification apply, calculates entitlements from published rates and rules, and records how every answer was reached, so the result can be relied on and defended.

As our first Business Development and Sales hire, you will work directly with the founders to take the platform to market. You will build our pipeline across two main buyer groups: business owners with their HR and payroll staff, and specialist advisers such as employment lawyers, workplace relations consultants, accountants and bookkeepers. You will also develop the partnerships that let us reach many businesses at once.

The role is based in Sydney.

Key responsibilities

• Build and manage a sales pipeline from first contact to signed customer, across business owners, HR and payroll teams, and specialist advisory firms.

This is the core of the role.

• Develop channel partnerships with accounting and bookkeeping practices, payroll and HR software providers, and industry associations.
• Run discovery conversations and product demonstrations, and recruit early customers and design partners for pilots ahead of each release.
• Feed what you hear back to the product team: objections, missing features, pricing signals, and where the product is winning or losing.
• Help shape pricing, packaging and the sales materials that support them.
• Represent the company at industry events and build its profile with employment law, HR and accounting professionals.
• Keep pipeline, forecasts and customer records accurate in our CRM.
• Describe the product accurately to customers, including the line between calculating entitlements, which the platform does, and giving legal advice, which it does not.

Selection criteria Essential

• Experience in business-to-business sales or business development, typically five or more years, ideally selling software or services to small and medium businesses or professional services firms.
• A record of building pipeline and closing new business without an established brand or customer base behind you.
• Strong consultative selling skills and the ability to understand a customer's problem before presenting a solution.
• Clear, credible written and verbal communication with business owners, HR managers and senior professionals.
• Comfort working in an early-stage company where processes are still being built and targets evolve.

Desirable

• Experience selling HR, payroll, workforce management, legal technology or compliance products in Australia.
• An existing network among employment lawyers, workplace relations consultants, accountants, bookkeepers or industry associations.
• Understanding of Australian employment law and the recent wage compliance reforms.
• Experience with partner or channel sales models.

What we offer

• Direct involvement at an early stage of the company, with regular access to the founders and real influence over commercial direction.
• Ownership of how the company goes to market, from the first customer onwards.
• A product built around a problem that recent reforms have made every Australian employer take seriously.