Senior Business Development Manager

Orikan; City of Melbourne; On-site; AUD 180,000 - 240,000; Full time

Benefits offered by this job

Hybrid work model

Purchased leave (up to 4 weeks)

Employee Assistance Program

Parental leave

Extra Milers program

Go1 learning

Celebrations and events

Job summary

Orikan is seeking a Senior Business Development Manager to drive national growth for UbiPark's digital parking solutions across Australia. You will own the sales pipeline from initial engagement to contracting, engaging with airports, universities, and major properties.

The role requires building executive relationships and coordinating with product, finance and operations to close high-value opportunities.

Qualifications

• Proven revenue or growth success in enterprise tech or SaaS.
• Experience leading complex B2B opportunities through full lifecycle.
• Ability to engage executive and procurement stakeholders.
• Strong consultative selling and value articulation.
• CRM discipline with forecasting and reporting.
• Collaborative, autonomous leadership style.

Responsibilities

• Develop and execute the national growth strategy for UbiPark's digital off-street parking.
• Build a high-quality strategic pipeline across airports, universities, and campuses.
• Lead end-to-end sales lifecycle from prospecting to contract execution.
• Foster executive relationships with customers, partners and influencers.
• Shape solutions with product, finance, legal and operations teams.
• Drive tenders and procurement processes to ensure viability and alignment.

Skills

Enterprise tech sales

CRM management

Executive stakeholder engagement

Complex B2B deals

Negotiation

Strategic account growth

Market intelligence

Presentations & pitches

Forecasting & reporting

Collaboration across teams

Tools

CRM systems

Job description

Introduction

About Orikan

Orikan is a world-class provider of a complete range of parking technology solutions that support real communities. From meters, maintenance and sensors to infringement management, digital permits, smart payment applications, compliance and analytics: we provide a one-of-a-kind, industry-leading suite of services and solutions.

Join a forward-thinking team at Orikan, a leader in integrated technology solutions for smarter cities.

Description

Why this opportunity stands out

Own national growth for a sophisticated suite of digital parking and mobility solutions.

Lead strategic enterprise opportunities from first conversation through to contract execution.

Influence markets, partnerships and product direction in a visible role reporting to the Managing Director – UbiPark.

Turn complex parking challenges into smarter commercial outcomes

Parking is becoming increasingly digital, connected and customer-led. Airports, universities, commercial property owners, healthcare campuses, retail destinations and transport precincts are seeking smarter ways to manage access, payments, permits and customer experiences.

UbiPark, part of Orikan, is helping organisations transform how people move through parking environments. Backed by Orikan’s market-leading technology, UbiPark delivers innovative digital parking solutions that improve operational efficiency, customer experience and commercial performance.

We are now looking for an accomplished Senior Business Development Manager to convert that capability into sustainable growth across Australia.

The opportunity

Reporting to the Managing Director – UbiPark, you'll lead the growth of our digital parking solutions across Australia, identifying and securing strategic opportunities across airports, universities, commercial property, healthcare, retail and transport precincts.

This is a high-impact role where you'll own opportunities from initial engagement through to contract execution, working closely with product, technology, operations and leadership teams to deliver commercially successful outcomes and drive national growth.

What you will own

Develop and execute the national growth strategy for UbiPark’s digital off-street parking solutions.

Build a high-quality strategic pipeline across airports, universities, commercial property, healthcare, retail, transport and other large-scale parking environments.

Lead the full sales lifecycle—from prospecting, discovery and qualification through demonstrations, proposals, commercial negotiation and contract execution.

Build trusted executive relationships with customers, industry partners, consultants, parking operators and market influencers.

Shape commercially sound solutions by working closely with product, technology, bid, finance, legal, operations and implementation teams.

Lead tenders, proposals and procurement processes, ensuring each opportunity is commercially viable, strategically aligned and operationally deliverable.

Represent Orikan and UbiPark in the market through industry events, conferences, forums and client engagements.

Bring the voice of the market into the business, using customer insight and competitor intelligence to inform go‑to‑market activity, commercial planning and product direction.

Maintain disciplined pipeline and forecasting practices, with clear visibility of opportunity status, risk, dependencies and next actions.

Create long‑term account value through new client acquisition, new‑site growth, strategic partnerships and expansion opportunities within existing relationships.

Skills and Experiences

What you will bring

You are an experienced business development professional who knows how to win complex opportunities through credibility, curiosity, commercial judgement and long‑term relationship building.

• A demonstrated record of revenue or growth success in enterprise technology, SaaS, digital platforms, managed technology services or another technology‑enabled environment.
• Experience managing complex B2B opportunities through the complete lifecycle—from prospecting and qualification to proposal, negotiation, contract execution and handover.
• Confidence engaging executive, operational, procurement and technical stakeholders across multi‑layered decision‑making environments.
• Strong discovery and consultative‑selling capability, with the ability to uncover the real commercial and operational problem behind a customer request.
• The ability to translate technical concepts into clear, persuasive business value for different audiences.
• Strong commercial acumen and the judgement to balance revenue opportunity with margin, risk, customer fit and delivery capability.
• A disciplined approach to CRM management, pipeline qualification, forecasting and commercial reporting.
• Excellent presentation, negotiation, written communication and stakeholder‑influencing skills.
• Resilience, ownership and patience in long‑cycle sales environments.
• A collaborative working style—you can operate autonomously while bringing the broader organisation with you.

Experience we will value

Industry experience in one or more of the following areas will be highly regarded:

• Parking or mobility technology
• Enterprise software or SaaS
• PropTech or smart precinct solutions
• Airports or aviation
• Commercial property and facilities management
• Transport or infrastructure technology
• Universities, healthcare or major institutional environments
• Access control, PARCS, licence‑plate recognition, digital payments, permits, analytics or customer‑experience platforms

Direct parking‑industry experience is advantageous, but it is not mandatory. A successful enterprise technology seller who can build trusted relationships, learn technical concepts and translate them into customer value is strongly encouraged to apply.

Why join Orikan

Shape meaningful growth – Play a key role in determining which markets, partnerships and strategic opportunities UbiPark pursues, and how we position our solutions for long‑term success.

Sell solutions with real operational impact – Work with innovative technology that simplifies parking administration, enables digital access and payments, enhances customer experiences and helps organisations maximise the value of their parking assets.

Be visible and influential – Partner directly with senior customers and internal leaders, represent the business in the market and contribute insights that help shape product direction and commercial strategy.

Current Orikan employee benefits include

• Hybrid ways of working as standard
• Up to four weeks of purchased leave each year
• Employee Assistance Program support for employees and their immediate families
• Paid parental leave for eligible employees, in addition to government‑funded parental leave entitlements
• The Extra Milers employee recognition program
• Access to Go1 learning
• An active calendar of celebrations and events

Ready to shape what's next?

If you're a commercially driven business development leader who thrives on creating opportunities, building lasting relationships and delivering growth, we'd love to hear from you.