Senior Business Development Manager

Orikan Group; City of Melbourne; Hybrid; AUD 150,000 - 190,000; Full time

Benefits offered by this job

Hybrid working

Purchased leave

Employee Assistance Program support

Paid parental leave

The Extra Milers program

Go1 learning

Celebrations and events

Job summary

Orikan, with UbiPark, is seeking a Senior Business Development Manager to drive growth across Australia, converting digital parking capabilities into sustainable revenue. You will own opportunities from initial engagement through contract execution, collaborating with product, technology, operations and leadership teams to deliver outcomes.

You will build a high-quality strategic pipeline across airports, universities, healthcare, retail and property, lead tenders and negotiations, and shape

Qualifications

• Experience driving revenue or growth in enterprise technology, SaaS or digital platforms.
• Experience managing complex B2B opportunities end-to-end.
• Ability to engage executives, ops, procurement and technical stakeholders.
• Strong discovery and consultative selling skills.
• Ability to translate technical concepts into business value.
• Strong commercial acumen with focus on margins and risk.
• Disciplined CRM use, pipeline qualification and forecasting.
• Excellent presentation and negotiation skills.
• Resilience in long-cycle sales and ownership mindset.
• Collaborative, autonomous working style with cross-functional influence.

Responsibilities

• Develop and execute national growth strategy for UbiPark’s digital off-street parking solutions.
• Build a high-quality strategic pipeline across airports, universities, healthcare, retail and transport.
• Lead the full sales lifecycle from prospecting to contract execution.
• Build trusted executive relationships with customers, partners and influencers.
• Shape commercially sound solutions with product, tech, finance and operations teams.
• Lead tenders, proposals and procurement processes.
• Represent Orikan and UbiPark in the market at events and client engagements.
• Bring voice of the market to inform GTM, product direction and strategy.

Skills

Enterprise tech sales

B2B sales lifecycle

Stakeholder engagement

Consultative selling

Commercial storytelling

CRM & forecasting

Presentation & negotiation

Long-cycle sales

Cross-functional collaboration

Job description

Job Category: Business Development / Account Management,Consulting and Strategy

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.

Job 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.

Desired Skills and Experience

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.

• 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.