Sales & Partnerships Lead

On The Spot; Melbourne; Sur place; AUD 120 000 - 180 000; Plein temps

Résumé du poste

On The Spot is a Melbourne-based property-operations technology platform. We are seeking a hands-on Sales & Partnerships Lead to drive the full sales cycle from discovery to implementation, while strengthening partnerships and the commercial discipline required for scale.

You will work with the CEO, COO, CTO and Creative Director to expand our market presence, refine messaging and campaigns, and develop a scalable sales capability across portfolios and multi-site operations.

Qualifications

• Proven track record in selling software or tech solutions to businesses.
• Experience building and managing a partner/referrals program.
• Ability to qualify opportunities and drive to close in enterprise settings.
• Strong communication and presentation skills with executive audiences.

Responsabilités

• Own the complete sales cycle from intro to signed agreement.
• Coordinate demonstrations and tailored solution discussions.
• Develop and manage a focused pipeline across property owners and multi-site portfolios.
• Expand partnerships and referrals to generate qualified opportunities.
• Maintain CRM records, forecasts and opportunity values.
• Collaborate with executive team to align on go-to-market strategy.

Connaissances

Full-cycle sales

B2B sales

Partnerships

CRM discipline

Negotiation

Outils

CRM (Salesforce/HubSpot)

Description du poste

On The Spot is a property-operations technology platform helping building owners, managers, tenants and contractors manage their spaces, workflows and operational data more effectively.

Our platform brings together inspections, maintenance, contractor management, communications, compliance, reporting and spatial intelligence—giving property teams clearer visibility and greater control across their buildings and portfolios.

Building on our existing customers, partnerships, industry relationships and commercial momentum, we are entering an exciting stage of growth. We are looking for a hands‑on sales leader to help expand our market presence and scale our commercial capability.

About the role

The Sales & Partnerships Lead will play an important role in the next stage of On The Spot’s growth.

You will manage opportunities from initial introduction through discovery, demonstration, proposal, negotiation and implementation handover. You will also help strengthen the processes, messaging, partnerships and commercial discipline required to support a growing technology company.

You will work closely with an active executive and creative team. The CEO will support strategic relationships and major opportunities, the COO will contribute operational and solution‑design expertise, the CTO will support technical and integration discussions, and the Creative Director will develop campaigns and sales collateral.

You will also work with established partner relationships and external introducers who provide access to relevant organisations and decision‑makers.

This is a senior individual‑contributor role with significant commercial influence and the opportunity to help shape how On The Spot’s sales capability evolves as the company grows.

What you will be responsible for

Own the complete sales cycle

• Manage opportunities from initial contact through to signed agreement.
• Conduct qualification and discovery meetings.
• Identify customer problems, priorities, buying triggers and decision criteria.
• Understand stakeholder roles, influence and approval requirements.
• Coordinate tailored demonstrations and solution discussions.
• Prepare proposals, pricing options and commercial recommendations.
• Develop a focused pipeline of property owners, managing agents, facilities teams, contractors and multi‑site organisations.
• Identify high‑value target accounts and relevant decision‑makers.
• Use industry events, networks and relationships to create opportunities.
• Progress existing relationships and re‑engage suitable postponed opportunities.
• Identify expansion opportunities across existing customers and portfolios.

Expand partnerships and referral channels

• Work with existing partner companies and introducers to generate qualified opportunities.
• Help partners understand the customers and use cases On The Spot is best positioned to support.
• Track partner introductions, opportunity progression and outcomes.
• Identify additional technology, property and service‑provider partnerships.
• Develop opportunities for joint campaigns, events and customer solutions.
• Strengthen On The Spot’s partner and referral program as the business grows.
• Understand how customers manage their buildings, contractors, workflows and information.
• Identify gaps involving visibility, accountability, reporting, compliance and service delivery.
• Translate operational problems into clear solution requirements.
• Quantify the effect of manual work, delays, duplicated systems and fragmented information.
• Define measurable outcomes for demonstrations, pilots and implementations.

Coordinate demonstrations and trials

• Define the intended customer outcome before every demonstration.
• Tailor demonstrations to the customer’s industry, stakeholders and workflows.
• Coordinate support from the COO or CTO where operational or technical expertise is required.
• Establish clear users, activities, timeframes and success criteria for trials.
• Monitor engagement and address adoption barriers.
• Conduct structured trial and demonstration reviews.
• Convert successful trials into clear commercial decisions and next steps.

Scale the sales operating model

• Help refine On The Spot’s ideal customer profiles and priority markets.
• Develop clear qualification standards and sales‑stage criteria.
• Improve reusable discovery, demonstration and follow‑up processes.
• Document common objections and effective responses.
• Strengthen proposal, pricing and approval workflows.
• Maintain a practical sales playbook that supports consistent execution.
• Recommend tools, processes and reporting improvements as the business grows.
• Contribute to the future structure and development of the commercial team.

Maintain CRM and forecasting discipline

• Keep company, contact, opportunity and interaction records accurate.
• Record customer problems, stakeholders, risks, objections and next steps.
• Maintain realistic opportunity values and expected close dates.
• Track opportunity and revenue sources, including partner attribution.
• Produce clear pipeline and forecast updates.

Collaborate with the Creative Director

• Share customer questions, objections and market feedback.
• Identify collateral required to progress active opportunities.
• Develop commercially focused briefs for presentations, case studies and campaigns.
• Help shape audience‑specific and industry‑specific messaging.
• Report which campaigns and materials are influencing opportunities.

Work strategically with the executive team

• Brief executives before they participate in customer meetings.
• Lead follow‑up and opportunity progression after executive involvement.
• Protect executive time by involving the right person at the right stage.
• Ensure customers have one clearly accountable commercial contact.
• Identify opportunities to expand into additional buildings, modules or workflows.
• Build relationships beyond the initial customer contact.
• Work with operations to understand customer outcomes and adoption.
• Identify referral, testimonial and case‑study opportunities.
• Maintain continuity between the sales process and implementation handover.

What success looks like

Success in this position will include:

• A healthy and measurable qualified pipeline.
• Consistent conversion of introductions into discovery meetings.
• High‑quality opportunities with clearly identified problems and stakeholders.
• Reliable follow‑up and opportunity progression.

Why join On The Spot?

• Join a young technology company at an exciting stage of growth.
• Build on existing customers, partnerships and industry relationships.
• Work directly with the CEO, COO, CTO and Creative Director.
• Help shape the company’s commercial strategy and sales approach.
• Sell a platform addressing real operational challenges across buildings and property portfolios.
• Influence product, messaging, pricing and go‑to‑market decisions.
• Play an important role in expanding On The Spot’s customers, partnerships and market presence.
• Grow with the company as its commercial capability continues to expand.

Application

• Your experience managing full‑cycle B2B sales.
• An example of a sales process or pipeline you helped improve or scale.
• Your experience working with partnerships or referral channels.
• Why property technology and building operations interest you.
• How you would help scale the commercial capability of a young technology company.