Business Development Representative – Remote

Business Development Representative — Own the Entire ANZ Funnel

 IFS Cloud  ·  Australia & New Zealand  ·  Fully remote  ·  $95,000–$110,000 base + 12% super  ·  $125,000–$140,000 OTE 

You start with two live opportunities. One is a qualified engagement worth approximately $900,000, and the other has been scoped and is waiting on a formal response. Both are handed to you in week one, and building the method that finds the next twenty is the rest of the job. 

Why This Role Exists Now 

InfoConsulting is a pure-play IFS Cloud partner. We sell, implement and support one product across project-, asset- and service-intensive industries — mining, construction, utilities, manufacturing and engineering services. The global business has been doing this for more than twenty years across nine offices. The Australian business is four years old, and most of what we have won here has come through referrals, industry events and relationships we already held. 

That approach has worked, and it depends on the right opportunities finding their way to us. The next stage is a method for identifying and qualifying the accounts worth pursuing across Australia and New Zealand, ideally before they go to market. You build that method and you own it: how the territory is segmented, which sectors we lead with, what the outreach looks like and which accounts we leave alone. It becomes the way ANZ operates, and your name is on it. 

We have set this role up carefully, because a first commercial hire in a new market only works if the groundwork is done before day one. Your stack is provisioned and tested before you start, your measures are written down before you accept, and you have a structured review every fortnight from week one rather than a single assessment at day 90. Kevin Richards, our Regional Sales Manager, runs those reviews, and they exist so that a blocked account becomes a shared problem quickly. 

What You Own 

• A qualified pipeline across ANZ. You identify the accounts worth pursuing, you do the qualification work, and you book our Regional Sales Manager into meetings that justify an hour of his time. The number of those meetings is the measure we care about most. 
• Two live opportunities from week one. Both are genuine and both are warm. One has already been reported internally as a qualified opportunity, and the other is scoped and awaiting a formal response. 
• Eight accounts that stalled. We hold a list of businesses that were in the market for ERP and did not proceed, and in most cases we know why. Your first campaign reopens those conversations, and you decide how it runs. 
• Pipedrive as our global system of record. You own the quality of the data and the discipline around it, which means influencing how consistently the rest of the business uses it. 
• The working relationship with IFS. You sit on fortnightly calls with their alliance team regionally and globally. What you bring back from those calls shapes which accounts we pursue jointly and which we leave alone. 
• The industry message. You work with Marketing on how we position ourselves in each sector, because you hear the objections first and hear them most often. 

What Good Looks Like 

At 90 days 

• Every cadence is running as intended, fortnightly with IFS and monthly with our partners and advisors. 
• Both inherited opportunities have a documented next step, and neither has been allowed to go quiet. 
• The stalled-account campaign is live, the contact data is refreshed, and the first meetings are booked. 
• You can explain the difference between ERP, EAM and FSM and who buys each of them, using our own accounts as the examples. We review this with you at day 30. 
• You are meeting the monthly qualified-meetings target we set with you in week one. 

At 12 months 

• You have met that monthly target in at least nine of the twelve months. 
• You have run one industry event from planning through to follow-up. IMARC produced between four and seven quality opportunities for us last year, and we expect you to improve on that. 
• Any account showing a surge in our intent data is in an active sequence within 48 hours. 
• Pipedrive is accurate enough that our Managing Director can forecast from it without calling you to check. 

You Will Do Well Here If 

• You are comfortable proposing a specific time and sending the invitation yourself, rather than waiting to hear back. 
• You would rather design the campaign than receive it, and you want your name against the results either way. 
• When an account stops responding altogether, and two of ours have, you treat it as something to be worked out rather than something to move past. 
• You maintain relationships with partners and advisors through the months when there is nothing to sell them, because you understand what those relationships are worth later. 
• You can build a client-ready deck without assistance, and you can take a list into Excel and work out what it is telling you. 
• You want to understand why something is happening before you decide what to do about it. 

Before You Apply, Two Things To Weigh 

• You are the first commercial hire of this kind in ANZ. There is no BDR team beside you, no daily stand-up and no sequence written by somebody else. In exchange you set your own campaign calendar, you have budget without a committee attached to it, and you work with the Marketing Manager and Regional Sales Manager directly. If a built sales operation is what makes you effective, this role will be harder than it looks. 
• Around two hours of your week is administrative. CRM maintenance and reviewing tender portals sit with you, and there is nobody to hand them to. It is part of holding commercial responsibility here, and we would rather you knew the number now. 

What We Pay, And What Comes With It 

$95,000 to $110,000 base plus 12% superannuation, with variable earnings of up to $30,000 on meetings and pipeline, giving on-target earnings of $125,000 to $140,000. 

That base sits above roughly nine in ten advertised BDR roles in Australia. We have not set your monthly meetings number yet. We set it with you in week one, in writing, and it does not move for six months. We would rather tell you that now than publish a figure today and revise it in March. 

• Your full stack — Pipedrive, Apollo, ZoomInfo, Outreach, Demandbase and Sales Navigator — is provisioned and tested before your first day, and somebody in the business has their name against that. 
• A written review every fortnight from week one, against five measures you see before you accept. Kevin runs them, and they are the mechanism for getting you unblocked rather than a report card. 
• A named next step. People move from this role into Account Management or Regional Sales. We open that conversation at day 90 rather than at the end of your first year, and we tell you what the gap looks like. 
• International exposure that is real. You are on fortnightly calls with the IFS alliance team globally, and the market intelligence you gather in ANZ reaches decisions taken at our head office in Poland. Some of those calls fall outside Australian hours. 
• Travel to IMARC, Mainstream and the NZ Water Conference, with the follow-up work yours to run. 
• Work from anywhere in Australia. Our office is on Edward Street in Brisbane and you do not need to live near it. 

We publish the salary. We do not ask for a degree. Every candidate completes the same exercise and is scored against the same written criteria. 

Who We Are 

We are the Australian arm of a consultancy founded in Poland that has been implementing IFS for more than twenty years, from nine offices across nearly twenty countries. IFS named us their Channel Partner of the Year and we hold Elite Partner status with them. 

Two things follow from that for you. The vendor takes our calls at regional and global level, which means you can bring an IFS alliance manager into an account conversation instead of raising a ticket about it. And you are selling implementations that have a reference list behind them, so your first conversation with a prospect starts from evidence rather than from a claim. 

Four years into the Australian business, the decisions about how we go to market here are still being made. You will be in the room for them. 

How To Apply 

Submit your CV and a short note through this portal. In the note, answer one question: which project-, asset- or service-intensive industry do you know best, and how do you know it? Half a page is plenty, and the whole application should take you about fifteen minutes. 

• Screen — 30 minutes. We are checking two things: that you can work in PowerPoint, Excel and SharePoint without assistance, and that your exposure to these industries is direct rather than adjacent. 
• Hiring manager interview — 45 minutes, with Kevin Richards, our Regional Sales Manager. How you have moved a deal forward on incomplete instructions, and how you have worked with a marketing or partner team on something you shared responsibility for. 
• Practical assessment — approximately 1 hour, in your own time. You build a short client-ready deck and a simple pipeline sheet, and answer some questions on ERP, EAM and FSM. A short behavioural questionnaire is attached to it. You receive the brief in advance, and you receive written feedback on it either way. 
• Final conversation — 45 minutes, with Brooke Brown from our HR team and Jon O’Brien, our Managing Director. Expectations in both directions, so come with questions about the last twelve months. 

The whole process takes about three weeks. If the answer is no, we will tell you why. 

InfoConsulting is an equal opportunity employer. We welcome applications from Aboriginal and Torres Strait Islander people, people with disability, people of all ages and backgrounds, and carers, and we assess every applicant against the same written criteria.