Business Development Manager, NZ

black.ai; Auckland; On-site; NZD 120,000 - 240,000; Full time

Benefits offered by this job

Healthy lunches

Wellness allowance

Parental leave

Commuting allowance

Modern offices

Office-first with flexibility

Team events

Job summary

Partly in Auckland is seeking a founder-level Enterprise Sales leader to open and land strategic NZ enterprise customers for our AI Parts Infrastructure. You will own end-to-end negotiations, shape pilots, and partner with Product and Solutions to build scalable enterprise motions.

You will create new demand in NZ and beyond, collaborating with Marketing and cross-functional teams to translate learnings into GTM, pricing, and product insights, while transitioning successful motions to regional

Qualifications

• Experience selling complex enterprise software or platform solutions.
• Background in high-growth tech companies (100–250+ employees).
• Proven ability to close first-of-kind or non-standard enterprise deals.

Responsibilities

• Land foundational enterprise customers in NZ and beyond.
• Own complex commercial negotiations end-to-end and design pilots/rollout plans with Product and Solutions.
• Create new demand motions and translate learnings into GTM, pricing, and product insights.
• Collaborate with Marketing on enterprise positioning and narrative; align with teams for readiness.
• Exit deliberately by transitioning scaled motions to regional ownership.

Skills

Enterprise B2B sales

High-growth tech background

Close first-of-kind deals

Commercial judgment

Collaboration with Product/Solutions

Senior stakeholder credibility

Builder mindset

Job description

Note: Partly is headquartered in Austin, TX with offices in London, UK, Christchurch, NZ and Auckland, NZ. Wherever you're based, we'll connect you with your nearest office for onboarding, and fly you to join the full team for our quarterly \"Season Openers\" (we cover travel and accommodation). If you're relocating to join us, we can also assist with relocation costs.

Our story

Partly is connecting the world's parts, and we're doing that by building the AI infrastructure layer for the global repair industry, starting with the $2tn automotive market. Our frontier model, Interpreter, is the world's first AI purpose-built to understand vehicle damage and the parts needed to fix it. Thousands of businesses across the global repair supply chain already rely on it.

Founded by ex-Rocket Lab engineers, we've tripled in size in the last 18 months and have recently raised a $50m Series B led by DST Global (Anthropic, Airbnb, Meta, TikTok, Spotify) and including Blackbird Ventures (Canva, CultureAmp etc.), WNDR, Activant Capital, Icehouse Ventures, Square Peg, Airtree, and Ecliptic Venture Capital. We're headquartered in Austin, with offices in New Zealand and London.

We're continuing to build a world-class team ensuring Partly is a place where people can do the best work of their lives. We're proud of the culture we've built, and our values are lived throughout every experience.

Want to learn more about the problems we're solving and the culture we're building at Partly? Hear directly from our team here: https://shorturl.at/iAFUX

This role

This is a foundational enterprise sales role, not a scaling role.

As the first NZ Business Development Manager, you will open new demand engines for Partly by landing strategic enterprise customers capable of generating significant job volume through our AI Parts Infrastructure (rails).

Each deal is different. Each customer shapes the product, the GTM motion, and the future roadmap.

Your job is to create the next wave of enterprise demand, prove it works, and then hand it off cleanly once it becomes repeatable.

If you enjoy complex enterprise sales, working closely with product teams, and shaping new markets rather than inheriting old ones — this role is built for you.

What will you do

• Land foundational enterprise customers

  • Lead enterprise sales with insurers, OEMs, fleets, MSOs, dealer groups, and strategic partners.

  • Focus on customers that bring durable job volume, not just revenue.

• Structure first-of-kind deals

  • Own complex commercial negotiations end-to-end.

  • Design pilots, partnerships, and rollout plans alongside Product and Solutions.

  • Balance customer needs with Partly's long-term scalability.

• Create new demand motions

  • Open new customer segments or use cases in NZ and beyond.

  • Translate enterprise learnings into GTM, pricing, and product insights.

  • Establish what \"repeatable\" looks like for each motion.

• Collaborate deeply

  • Partner with Marketing on enterprise positioning and narrative.

  • Align with Expansion, Ops, and Network teams on readiness.

  • Prepare clean handoffs to CRO and Regional GMs.

• Exit deliberately

  • Transition scaled motions to regional ownership.

  • Stay focused on opening the next enterprise frontier.

Your skills

• Experience selling complex enterprise B2B software or platform solutions.

• Background in high-growth technology companies (100–250+ employees).

• Proven ability to close first-of-kind or non-standard enterprise deals.

• Strong commercial judgment and comfort with ambiguity.

• Ability to work closely with Product and Solutions teams.

• Credibility with senior enterprise stakeholders.

• Builder mindset — excited by creation, not maintenance.

Bonus experience

• Insurance, automotive, logistics, marketplace, or infrastructure platforms.

• Expansion, partnerships, or strategic sales roles.

• Experience launching new verticals or geographies.

Please note: if you don't have all the skills or experience listed above but believe you could be outstanding in this role, please still consider applying. Many people count themselves out. We'd love the chance to learn more about you and why you're exceptional.

Benefits

• Healthy, Catered Lunches - Enjoy fresh, healthy lunches every workday in our Auckland, Christchurch, London, and Austin offices. With no meal prep needed, you can eat, connect, and refuel with your team. (And yes, snacks and drinks are always on hand.)

• Healthy Body, Healthy Mind - We care about performing at our peak. Every team member gets a $1,500 annual wellness allowance (or local equivalent) on a Partly-branded card. Use it on things such as gym memberships, rock climbing, physical therapy, massage, doctor visits, prescriptions—anything that you or your family need!

• Family Comes First - Primary caregivers receive 3 months of fully paid parental leave, plus a flexible return-to-work plan (four days a week at full pay for your first three months back).

• Getting Here Is On Us - If you commute to a Partly office or coworking space, choose from a paid 24/7 parking spot or a commuting allowance. One less thing to think about!

• Workspaces That Inspire - Our brand-new, architecturally designed offices are built for collaboration and creativity, with great coffee, social spaces, and some of the best cafes just a few steps away.

• Office-First with Flexibility - In cities where we have an office (Christchurch, Auckland, London, and Austin), we default to working from the office every day. This lets us move faster, make better decisions, and build strong relationships. We also operate with a high-trust environment, so you can manage your time around your life and flex your schedule to do your best work.

• We Celebrate Together - From weekly happy hours and monthly lunches to quarterly season openers and an annual global offsite, we make time to connect, celebrate, and have fun as one team.