Sales Development Director

ELMO; Sydney; On-site; AUD 180,000 - 240,000; Full time

Benefits offered by this job

Paid parental leave

Birthday leave

Inhouse learning and development

Diversity clubs

Mental Health/EAP programs

Flare benefits

Job summary

ELMO Software Pty Ltd is hiring a Sales Development Director to lead the ANZ sales development strategy, overseeing a team of about 15, aligning marketing, enablement, and business development. The role focuses on driving revenue growth in Australia and New Zealand and leveraging AI-enabled tools to enhance productivity and pipeline performance.

You will champion a data-driven approach, build high-performing teams, and collaborate with executives to shape strategy while ensuring privacy and

Qualifications

• Proven leadership experience in B2B SaaS or recurring revenue environments.
• Experience leading sales managers and development teams.
• Strong forecasting discipline and pipeline management.

Responsibilities

• Develop and execute the ANZ sales development strategy aligned with company targets.
• Lead, engage, and coach across the sales function; establish accountability between lead generation and deal execution.
• Provide direction to the SDR Manager and team; set operating standards, activity expectations, and pipeline creation goals.
• Demonstrate practical fluency with AI-enabled sales tools and embed responsible AI practices in the sales rhythm.

Skills

Leadership

Multi-layer management

Commercial & pipeline

AI fluency

Sales excellence

Communication

Tools

CRM

Sales engagement tools

Analytics tools

Job description

Life & Culture...

Founded in 2002, ELMO Software is the trusted provider of HR technology solutions to 2,000+ mid-sized organisations and more than one million end users across Australia and New Zealand.With a comprehensive suite of ISO-certified solutions that span the full employee lifecycle, ELMO Software is designed to scale as organisations grow. Flexible and configurable, ELMO’s one-stop HRIS fits to your specific needs and workflows.Through powerful technology, automation, data and analytics, ELMO Software empowers HR professionals to play an integral role in company decision making.

At ELMO you will be joining an epic team with the opportunity to make a big impact. We foster an authentic, collaborative, fun working environment and being an ELMOnian means you're part of an amazing team that will push you to grow, support you with challenges and allow you to shine. Some of our benefits include:

• Paid Parental leave - 12 weeks primary, 6 weeks secondary
• Birthday leave, YOU day each year, as well as connecting people leave (up to 2weeks working from anywhere)
• Inhouse Learning and Development initiatives
• ELMO Social and Diversity clubs
• Mental Health/EAP programs
• Flare Benefits (great discounts, novated leasing, salary sacrifice)

Our values:

• Reimagine What's Possible- We believe innovation is human at its core. By staying open, fearless, and adaptive, we continuously push boundaries - while keeping people at the heart of everything we do.
• Obsess over Customers– Everything we do is designed to positively impact our customers.
• Help Others Thrive- Be they colleagues, communities or customers, we champion ways to help others thrive.
• Be Fearlessly Optimistic- We bring unwavering positivity to any challenge, as we know it will drive meaningful change.

Job Description

The Sales Development Director is accountable for leading the strategy, performance, and continued growth of ELMO’s sales development function across Australia and New Zealand. Leading a SD function and wider team of approximately 15 this role establishes direction, removes blockers, and ensures tight alignment between sales development, marketing, enablement and business development.

Key Responsibilities:

Commercial Strategy & Execution: Develop and execute the ANZ sales development strategy aligned with company targets.

People Leadership & Organisational Effectiveness: Lead, engage, and coach across the sales function. Establish a high-performing leadership rhythm to maintain clear accountability between lead generation and deal execution.

SDR Leadership & Sales Pipeline: Provide direction and coaching to the SDR Manager and team, establishing operating standards, activity expectations, lead quality metrics, and pipeline creation goals. Own the operating cadence for pipeline creation, deal inspection, forecasting, and conversion.

AI Fluency & Innovation: Demonstrate practical fluency with AI-enabled sales tools and workflows for research, account prioritization, call prep, coaching, and deal inspection. Embed responsible AI practices across the sales rhythm while adhering to privacy, security, and governance standards.

Desired Skills and Experience

Skills and Experience

Proven Leadership Experience: Significant experience leading a B2B sales function (preferably in SaaS, technology, or recurring-revenue environments) with a track record of driving revenue growth in the ANZ market.

Multi-Layer Management: Demonstrated experience leading multi-layer sales organisations, including direct experience managing sales managers and sales development teams.

Commercial & Pipeline Discipline: Strong commercial acumen, pipeline management expertise, and accurate forecasting discipline.

AI Fluency & Digital Capability: Confident in using AI-enabled sales tools to elevate productivity, decision-making, and customer relevance. Comfortable utilizing CRM, sales engagement, and analytics tools to manage performance.

Sales Excellence: Deep understanding of consultative, value-based, and solution-oriented selling methodologies.

Communication & Engagement: Exceptional written and verbal communication skills with the credibility to influence customers, peers, and executive stakeholders.

ELMO Software Pty Ltd is an equal opportunity employer, and we encourage applicants from diverse backgrounds to join our team. We are also committed to advancing reconciliation at ELMO through our Reflect Reconciliation Action Plan (RAP).

At ELMO, we are passionate about empowering HR with responsible, secure and safe AI, aiming to be among the first in Australia and New Zealand to achieve ISO 42001:2023 certification. Handling sensitive employee data necessitates strict adherence to our ISO 27001:2022 Certified security policies, making data privacy and security paramount in every role.