Senior Business Development Manager – Property Technology

Property Shell; City of Melbourne; On-site; AUD 120,000 - 190,000; Full time

Benefits offered by this job

Uncapped commission

Australian growth-stage role

Annual overseas team workations andRet

Close-knit, ambitious team

Job summary

Property Shell, an Australian CRM and project sales platform, seeks a Senior Business Development Manager to drive Australian growth and own new business opportunities. You will build relationships with developers, marketers and real estate groups, run discovery sessions, deliver tailored demos and close deals, while shaping the go-to-market strategy.

You'll work directly with company leadership and cross-functional teams, with substantial autonomy to accelerate market penetration and

Qualifications

• Proven track record in B2B sales and revenue growth.
• Ability to develop relationships with senior decision-makers.
• Strong negotiation and closing capabilities.

Responsibilities

• Own Australian new business growth for Property Shell.
• Identify target organisations and build relationships with decision-makers.
• Manage opportunities from discovery to signed agreements and handover to Customer Success.
• Deliver product demonstrations and tailored proposals to prospects.
• Maintain a healthy pipeline and forecast revenue accurately.
• Collaborate with leadership, product, marketing and customer teams.

Skills

B2B sales

Relationship-building

Negotiation

Presentation skills

Independent work

Tools

CRM software

PropTech

SaaS

Job description

Senior Business Development Manager - Property Technology

Property Shell is looking for an exceptional Senior Business Development Manager to take ownership of new business growth across the Australian market.

Property Shell is Australia's leading purpose-built CRM and project sales platforms for the property development industry. Unlike generic CRM systems adapted to property, Property Shell has been built specifically around the way property developers, project marketers and project sales teams actually work - bringing leads, stock, sales, contracts, reporting, payments, communications, integrations and automation together in one platform.

We have built the strongest technology platform in this space, and we are now entering the next stage of the company’s growth, scale.

Our opportunity is no longer simply to build a better product. It is to take that product to more of the market.

Property Shell is continuing to grow across Australia while expanding internationally, including into North America. As part of our existing commercial team shifts focus toward that international expansion, we are looking for someone outstanding to take ownership of Australian new business growth.

This is an opportunity to become the commercial face of Property Shell in Australia and help build the next stage of the business.

You will be selling a sophisticated, established product into an industry where it was specifically designed to solve real problems. You will work directly with company leadership, product and customer teams, have significant autonomy over how you develop the market, and have the opportunity over time to help build and potentially lead the Australian sales function.

This is first and foremost a hands-on sales role.

You will be responsible for building relationships, opening doors, creating opportunities, meeting prospective clients, understanding their businesses, demonstrating Property Shell, negotiating commercial arrangements and ultimately winning new customers.

We are looking for someone who can personally make things happen rather than wait for opportunities to be handed to them.

Experience selling software or SaaS would be valuable, but it is not essential. We are equally interested in an exceptional salesperson from the property development, project marketing, project sales or broader real estate industry who understands the market, has strong industry relationships and knows how to turn those relationships into business.

About the Role

As Senior Business Development Manager, you will take ownership of new business development for Property Shell across Australia.

You will identify the organisations we should be working with, develop relationships with key decision-makers and manage opportunities from the first conversation through to signed agreement and handover to our Customer Success team.

This is not a role where you will be managing a large sales team or relying on a SDR team to fill your calendar.

You will have support from Property Shell's management, product, marketing and customer teams, but you will be expected to personally drive the sales process and create momentum in the market.

A significant part of the opportunity is relationship-led business development - building on existing industry contacts, developing new networks, generating referrals, attending industry events and strategically approaching the right organisations.

We are not looking for high-volume cold calling for the sake of activity. We are looking for someone who understands how to open doors, build credibility, identify genuine opportunities and close business.

What you’ll be doing

• Take ownership of growing Property Shell's Australian customer base and new subscription revenue.
• Identify and develop relationships with property developers, project marketers, project sales agencies, real estate groups and other relevant businesses.
• Generate new opportunities through existing relationships, referrals, networking, industry events, partnerships and targeted business development.
• Build relationships with senior decision-makers across sales, marketing, operations, technology and executive teams.
• Develop a clear understanding of key target accounts and how Property Shell can build relationships with them.
• Create your own opportunities rather than relying solely on inbound leads.

Sales, discovery and demonstrations

• Meet with prospective clients to understand their business, sales processes, existing systems, challenges and commercial objectives.
• Run discovery sessions and determine where Property Shell can provide meaningful value.
• Deliver product demonstrations and presentations tailored to the needs of each prospect.
• Communicate the value of Property Shell clearly without relying on overly technical or scripted sales presentations.
• Work with our product, Customer Success and development teams when more detailed technical or implementation input is required.

Proposals, negotiation and closing

• Manage opportunities through the complete sales process.
• Prepare and present commercial proposals and pricing.
• Manage follow-up and maintain momentum throughout the decision-making process.
• Navigate multiple stakeholders within prospective client organisations.
• Handle objections and commercial negotiations confidently.
• Progress opportunities through to signed agreements and commencement.
• Ensure new clients are handed over clearly and professionally to our Customer Success team.

Market development and relationships

• Become a recognised and credible representative of Property Shell within the Australian property development and project marketing industry.
• Attend relevant industry events, functions, conferences and networking opportunities.
• Develop relationships with industry participants, partners and other organisations that can help grow Property Shell's presence.
• Maintain a strong understanding of developments, organisations and people across the market.
• Provide feedback to management on customer needs, competitors, opportunities and changes within the industry.
• Help shape Property Shell's Australian go-to-market strategy as the business grows.

Pipeline and commercial management

• Maintain a healthy and realistic pipeline of qualified opportunities.
• Keep CRM records, next steps, commercial values and expected decision dates accurate and current.
• Maintain disciplined follow-up across opportunities.
• Provide credible pipeline forecasts and visibility over expected new business.
• Take ownership of your sales performance and revenue targets.

What success looks like

Within your first 6 to 12 months:

• You have developed strong relationships with key organisations and people across the Australian property development and project marketing industry.
• You have built a healthy pipeline of genuine sales opportunities.
• You are consistently generating opportunities yourself rather than waiting for leads.
• You can independently run discovery meetings, presentations and Property Shell demonstrations.
• You are confidently managing senior stakeholders and commercial conversations.
• You are converting opportunities into new Property Shell customers.
• You have a clear view of the major target accounts in Australia and how we should approach them.
• Property Shell has increased its visibility and relationships within the Australian market.
• Your pipeline and forecasts are well managed and reliable.
• You are contributing ideas and market knowledge that help shape our broader Australian growth strategy.
• You are helping create the foundations for a larger Australian sales function.

What we’re looking for

We are looking for a genuinely strong salesperson who knows how to develop relationships, create opportunities and get deals done.

You are likely to have:

• A strong track record in B2B sales, business development or another commercial role.
• Demonstrated success personally winning new business and achieving meaningful sales or revenue targets.
• Experience developing your own opportunities rather than relying entirely on inbound leads.
• Strong relationship-building skills and the confidence to approach and engage senior decision-makers.
• Experience managing opportunities from initial contact through discovery, proposal, negotiation and close.
• Strong commercial judgement and negotiation skills.
• The ability to understand a client's business and connect their problems with a practical solution.
• Excellent presentation and communication skills.
• Strong follow-up and the persistence to keep opportunities moving.
• A high level of personal accountability and ownership.
• The ability to work independently without needing a large sales support structure around you.
• Good organisation and discipline around CRM, pipeline management and forecasting.

You do not need to come from a traditional SaaS background if you are an exceptional salesperson with strong property industry experience and relationships.

Highly regarded

• Existing relationships within the Australian property development, project marketing or project sales industry.
• Experience working for or selling to property developers, project marketers, project sales agencies or real estate businesses.
• A strong understanding of how residential developments are marketed and sold.
• Experience selling CRM, PropTech, SaaS, software or other technology solutions.
• Experience selling complex or consultative B2B solutions.
• Experience dealing with executive-level stakeholders.
• An established industry network that can help you begin developing opportunities quickly.

The type of person who will succeed in this role

You are comfortable picking up the phone, asking for an introduction, attending an industry event, following up an opportunity or getting in front of a difficult-to-reach decision-maker.

At the same time, you understand that good B2B sales is about credibility and relationships rather than simply pushing for a transaction.

You are commercially sharp, confident and persuasive without needing to be overly aggressive.

You are curious about how businesses operate and are good at asking questions, understanding problems and identifying where a solution can genuinely help.

You take ownership of your territory, your relationships, your pipeline and your results.

You should also enjoy being part of a growing company where not everything comes with a pre-built process or a large team behind it. You will have significant autonomy and the opportunity to influence how we grow.

What's in it for you

• A senior, high-autonomy sales role with genuine ownership of the Australian market.
• Uncapped commission and the opportunity to be rewarded directly for the business you generate.
• The opportunity to join Property Shell at an important stage of growth and scale.
• A pathway to help build and potentially lead the Australian sales function as the business expands.
• Direct access to company leadership, product and development teams.
• The ability to influence our sales strategy, positioning and approach to the market.
• A product built specifically for an industry with clear operational and commercial problems to solve.
• Exposure to SaaS, PropTech, automation, data and AI.
• Join an Australian technology company expanding internationally, including into North America.
• Annual overseas team workations and retreats, with previous trips including Bali, Thailand and other locations.
• A close-knit, ambitious team where people have meaningful responsibility and the ability to make an impact.

About Property Shell

Property Shell is a CRM and project sales management platform built for the people behind great property projects.

We help property developers, project marketers and real estate sales teams manage their sales operations with better systems, clearer data and more connected workflows.

Our platform brings together lead management, project and property information, sales, contracts, reporting, payments, communications, integrations, automation and other parts of the property sales process.

We are Australian-built, with a growing team across Australia and overseas, and are continuing to expand into international markets including North America.

We work closely with our clients rather than simply providing software and leaving them to figure it out. Our team works across implementation, customer success, product, development and support to help clients improve how their businesses operate.

Our team is close-knit, ambitious and practical. We care about building useful technology, solving real problems and creating long‑term relationships with our clients.

We are looking for someone who wants to take genuine ownership of growing Property Shell in Australia and who sees the opportunity to build something significant rather than simply step into another sales territory.